• Recent Posts: Influencer Relations

    Webinar: Survey shows new risks for analyst relations

    Webinar: Survey shows new risks for analyst relations

    A first glance at the Analyst Value Survey shows new risks emerging for analyst relations professionals. We’re hosting a webinar on November 30 to hear how leading AR professionals are responding to them, and what the best practice is for your analyst relations program. Three risks stand out massively. First, there a big gap between the firms that vendors think […]

    Vendors’ five key thoughts about analyst firms

    Vendors’ five key thoughts about analyst firms

    Five things stand out from vendors’ responses to a survey we conducted after our Analyst Relations roundtable at the English Speaking Union. Analysts (including analysts who call themselves consultants or advisors) are often thought to have bias, especially if most of their revenue comes from vendors. Sometimes the effort put into staying informed makes analysts seem very process-driven but less […]

    Join us for the Forum in San José on November 17

    Join us for the Forum in San José on November 17

    Should someone you know be at the year’s most important discussion on analyst relations? We’ll be at the free ARchitect User Forum 2016 in San José, CA, on November 17. Professionals from industry leaders will introduce the sessions: Lopez Research, Digital transformation; IBM, AR in large organizations; Cognizant, Managing analyst events;  Capgemini, AR knowledge management; Wipro, Intelligence-driven relationships; and ARinsights, AR […]

    Take the 2016/17 Analyst Value Survey

    Take the 2016/17 Analyst Value Survey

    The Analyst Value Survey is open! Each year several hundred users of analyst research tell us which analyst firms they use, and which are most valuable. In exchange, they get access to our results webinar, where they discover which firms are delivering the most value in key market segments. You can take part too. Go to AnalystValueSurvey.com and click on […]

    Guess Who’s Looking for Top Talent in Analyst Relations?

    Guess Who’s Looking for Top Talent in Analyst Relations?

    Looking for a new direction in your Analyst Relations career? October is a time when new opportunities pop up in the field. From IBM to Google, we gathered the top US Analyst Relations firms with vacancies needing to be filled. If you’d like to learn more about the opportunity and to schedule an interview, contact these firms directly. However, if […]

SageCircle joins Kea Company

On March 3rd 2014, Kea Company announced its purchase of SageCircle. It’s great news for the analyst relations profession, writes Duncan ChappleKea Company logo:

I am excited that Dave Eckert will be joining our advisory board. I’m looking forward to Kea’s role in developing SageCircle’s contribution. The press release explains that SageCircle has developed an immense reputation: “The integration of SageCircle’s vast expertise underlines Kea Company’s global Analyst Relations leadership. It strengthens Kea Company’s existing presence in the US market.”

Ten years ago, when SageCircle’s investors pulled out, it temporarily closed. In a note I wrote at that time for clients, I explained Sage’s strengths.

“Eventually, a quarter of the technology and telecoms firms in the US Fortune 500 were clients. SageCircle had built a successful analyst relations consultancy on five foundation stones;
  1. Analyst-led: SageCircle was analyst-led. Former Gartner analysts like Carter Lusher, Chris Germann, Dave Cappuccio, andChris Le Tocq gave the firm deep understanding of the pain analysts feel when meeting badly-prepared vendors. SageCircle, like its competitors Kensington Group and Knowledge Capital Group, opted to not run analyst relations activities for its customers.Without the continually-refreshed, front-line learning one can get from building analyst relationships for a vendor, SageCircle’s former analysts were a huge asset in overcoming the insight lost by refusing to conduct analyst outreach.
  2. • Top to bottom: The firm addressed itself to AR programs at every stage of development: not only the largest firms but also the smallest. The needs of the programs differ greatly. Large firms have in-house AR teams that need help in optimizing processes, training, winning executives’ time, defending and extending gains made in their internal political process and selling internally. Small firms need the basics: why analyst relations matters; how to target; what to say; who to use; when to contact analysts; where to allocate the bulk of their effort. Both sets of skills are essential.
  3. • Sales-led: SageCircle positioned analyst relations as a way to grow sales, not as a way to optimize media profile or coverage volume. This is a key conceptual break in moving analyst relations away from the subordination to media relations which constrains many analyst relations programs.
  4. • Objective measurements: SageCircle also developed measurement approaches that were focused on monitoring analyst opinions in research and the media. At the time the firm was founded, many AR measurement tools were based either on dangerously subjective, and often self-serving, “audits”of conversations or on surveying analysts opinions of the communications tools and channels that firms used. By focusing on written content rather than technique alone, SageTrack, the firm’s tool for measuring analyst tonality in published research and media interview, helped elevate AR to a strategic, sales-building, activity.
  5. • Capacity building: SageCircle played an important role in sharing knowledge, best practice and awareness of analyst relations both within and without its client base. Using seminars, conference calls, briefing notes and white papers the company aimed to give analyst relations advocates the tools they needed to educate the broad marketing community with the understanding and basic mind-set needed to conduct effective analyst relations.”

When Dave Eckert reopened the business a few months later, he maintained these strengths. Now that he is transitioning into an active retirement, and remaining a sage to guide Kea, our task is to build on the work already done, and to bring those strengths and more to a wider audience.

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