Posted on October 22, 2009 by sagecircle
SageCircle received the following official statement on October 21, 2009 from Gartner about the ZL Technologies lawsuit. Thanks to Andrew Spender, VP Corporation Communications (Twitter), for sending this.
“We are aware of the complaint filed in California by ZL Technologies regarding their location in a Gartner Magic Quadrant. While it’s not our practice to discuss pending litigation, we do consider this complaint to be completely without merit and have moved to dismiss it in the courts. While we regret that ZL Technology is dissatisfied with its location in the Magic Quadrant, we remain committed to providing our clients with independent research and advice about the products that we cover.” -Gartner, Inc.
Filed under: SageCircle news | Tagged: analyst relations, AR, Gartner, Magic Quadrant, ZL Technologies | 3 Comments »
Posted on October 12, 2009 by sagecircle
Mark your calendars for a week (dates are listed below) of intense training on AR measurement topics. Every day for a straight week, SageCircle will be putting on a different webinar on one of the most critical foundational functions for AR: measurement. Each webinar is only $95 and you can find links to the individual webinars on SageCircle.com webinar page. There is a special offer if you register for all five sessions: a $50 discount (see the special link at the bottom of this webpage to sign up with the discount). Each 90-minute session is packed with practical tips, information, and insights.
Certificate of Completion for Analyst Relations Measurement – SageCircle is starting a new program where we will be sending a signed, hardcopy “Certificate of Completion” to AR professionals who have completed a series of training sessions on a particular topic. The first Certificate to be awarded will go to attendees of all five AR measurement webinars.
A “Certificate of Completion” will be a useful item to add to your resume as it shows you have invested in upgrading your AR skills and your commitment to the AR profession.
The Certificate of Completion for AR Measurement will be issued for those who have attended all five of the measurement webinars. This includes the ones you may have taken in the past as well as those in one of the upcoming Measurement Week! series. Future public webinars will also count toward completion of the training for a Certificate. Another way to earn a certificate is to attend a half-day AR Measurement Workshop, either a public version or a privately scheduled session for just your company.
Two sets of dates: October 19-23 and October 26-30 –“What!” you say “The first week is the same week as US Symposium!” Right, but if you are not going to be in Orlando schmoozing with the Gartnerians that week it would be a great use of your time to get in some training. Alternatively “Measurement Week Two” will be held the week after Symposium. You can even mix the sessions across both weeks if that is more Continue reading
Filed under: SageCircle news, Training | Tagged: analyst relations, AR, Measurement, metrics, program | Comments Off
Posted on September 18, 2009 by sagecircle
The largest analyst contract commitments by enterprises, vendors and PR agencies often go to the Big Two advisory analyst firms: Forrester Research and Gartner. Unfortunately even during this recession, the two firms are not displaying any flexibility in contract negotiations – even though vendor clients are experiencing budget cuts.
To help analyst contract managers (e.g., AR, market research and procurement managers) take a strategic approach to dealing with the need to manage spending with Forrester and Gartner, SageCircle has a public webinar focused on providing the tools and intelligence needed to make the best decisions and deal with the firms’ sales representatives.
In this SageCircle Webinar we provide insights and actionable advice on how to manage what you spend with Forrester and Gartner to ensure that you have the access you need without spending more than necessary. Key Issues to be addressed in this webinar include:
- Is it possible to negotiate discounts with Forrester and Gartner?
- What are the best practices for identifying expenditures that can be safely cut?
- What are the repercussions with analysts at the Big Two if contracts are cut or even eliminated?
- What are the best practices for handling angry and even threatening analyst firm sales representatives?
In this SageCircle Webinar, our strategists will provide a succinct analysis of why the Big Two are not being flexible and how vendors need to respond. Participants will come out of the webinar with best practices and tools that will help them manage their expenditures without adversely impacting their ability to Continue reading
Filed under: Analyst industry, AR management, SageCircle news | Tagged: analyst relations, AR, contracts, Forrester, Gartner, saving money, spending, webinar | Comments Off
Posted on September 16, 2009 by sagecircle
The more awareness sales reps have about the role analysts play in enterprise buying decisions, the more leverage they will have in closing deals. AR can play a pivotal role in this process by providing Sales with the right information and services, in the right amounts, at the right times during the buying cycle. With this approach, AR can help drive top line growth and transition from a cost center to a strategic profit center.
It’s Not About Pushing Out Research Reprints
Quite often the success or failure of the sales representative hangs on how well he or she overcomes a hurdle created by analyst recommendations. Unfortunately, the typical vendor sales team has not been educated about who the analysts are, what they do, and how to overcome negative commentary. As a consequence, salespeople experience high levels of frustration as deals go to competitors, sales cycles lengthen, and contract negotiations go in favor of the buyer.
In order to exploit positive research or to mitigate negative analyst comments sales executives need to work with AR to prepare tools and train their sales teams on certain basics about the analysts’ role in the IT industry. What needs to be avoided is the temptation to overwhelm the sales force with too much training, too many tools, and too much raw information. The goal of the AR-Sales Partnership is to equip the sales force with the minimal tools and knowledge needed to deal with the analysts and how to get help when the situation moves beyond the training.
To help AR executives and teams decide when and how to support sales, SageCircle has a public half-day workshop focused on how to incorporate an AR-Sales Partnership Program into the AR portfolio.
Key Issues to be addressed in this workshop include:
- What are the characteristics of a great AR-Sales partnership plan that provides the necessary detail without taking too much work?
- How can AR sell the AR-Sales program to its Continue reading
Filed under: AR-Sales Partnership, SageCircle news | Tagged: analyst relations, AR, AR-Sales Partnership | 1 Comment »
Posted on August 25, 2009 by sagecircle
We hope that everybody in the analyst ecosystem has a fun and relaxing summer. To kick off Fall, SageCircle is once again hosting an AR and analyst Happy Hour.
The gathering will be in Cupertino in the heart of the Silicon Valley. It will be on Tuesday, September 15th, starting at 6 pm PT and going to 7:30 pm. So please drop by after work for some booze and schmooze.
Remember…. We won’t be using this as a sales opportunity for SageCircle and there will not be any formal presentations. Nor is this a meeting of SPAR or IIAR. Rather the purpose is to promote the community around the analyst ecosystem.
If you think you might be showing up for this AR and Analyst Happy Hour, please RSVP so that we can ensure we will have enough drink and finger food on hand. Contact us at 503-636-1500 or “info [at] sagecircle [dot] com”.
Please spread the word to AR, analysts and IT managers.
Filed under: SageCircle news | Tagged: analyst relations, AR, Happy Hour | 3 Comments »
Posted on June 28, 2009 by sagecircle
There are two types of AR metrics – operational and performance. Operational metrics are useful for the AR team only. Proving the value of AR requires data on the performance of the AR program rather than simple counts of analyst mentions or briefings held.
Join us to chat about what make good performance metrics that demonstrate the strategic value of AR.
August 4 at 8 AM Pacific – Free – Click here to register
August 13 at 10 AM Pacific – Free – Click here to register
AR Coffee Talks
Networking and chatting with peers is a great way to expand your knowledgebase. Unfortunately, we do not always have the time to Continue reading
Filed under: Measurement, SageCircle news, Training | Tagged: analyst relations, AR, Coffee Talk, performance metrics | Comments Off