• Recent Posts: Influencer Relations

    Why KCG’s analyst relations awards beat the IIAR’s

    Why KCG’s analyst relations awards beat the IIAR’s

    We used 18,777 data points from the Analyst Attitude Survey to compare the two leading awards for analyst relations teams. Although we found that KCG‘s awards are more useful than the IIAR‘s, both primarily reflect corporate performance rather than that of the AR teams. As a result, there’s very little that AR teams can do better or worse in these […]

    Netscout continues unwise Gartner suit

    Netscout continues unwise Gartner suit

    Netscout and Gartner have scheduled their trial for next July. The case stands little chance of improving Netscout’s value. It does, however, risk harming the reputation of both analyst firms and analyst relations professionals. Over the last weeks, pressure has mounted on Netscout’s lawyers. Netscout claims Gartner’s Magic Quadrant harmed its enterprise sales and that the truth of Gartner’s statements […]

    Is this how the Quadrant lost its Magic?

    Is this how the Quadrant lost its Magic?

    Gartner’s Magic Quadrant is the most influential non-financial business research document. In the late 1980s, it was a quick and dirty stalking horse to provoke discussions. Today it is an extensive and yet highly limited process, based on the quantification of opinions which are highly qualitative. The early evolution of the MQ tells us a lot about the challenge of industry […]

    Saying farewell to David Bradshaw

    Saying farewell to David Bradshaw

    A funeral and celebration for David Bradshaw (shown left in this 2000 Ovum awayday photo, arm raised, with me and other colleagues) is to take place at West Norwood Crematorium, London SE27 at 2.45pm on Tuesday 23rd August and after at the Amba Hotel above London’s Charing Cross Station, on the Strand. David considered that that Ovum in that incarnation was […]

    David Bradshaw 1953-2016

    David Bradshaw 1953-2016

    David Bradshaw, one of the colleagues I worked with during my time as an analyst at Ovum, died on August 11. He led Cloud research in Europe for IDC, whose statement is below. David played a unique role at Ovum, bridging its telecoms and IT groups in the late 1990s by looking at computer-telecoms integration areas like CRM, which I […]

Examples of analysts using blogs for research purposes

icon-social-media-blue.jpgAs we pointed out, analysts are increasingly using blogs as research development platforms so monitoring analyst blogs is a good way for analyst relations (AR) to get insights into analysts’ work-in-progress. With this information in hand, AR teams can then decide whether to join the conversation online or reach out to the analysts for a briefing or inquiry.

 Because relatively few AR teams are monitoring analyst blogs, those AR professionals that use this technique can achieve a competitive advantage by getting in early on developing ideas when they can have the most impact.

 Here are two recent examples of analysts using Continue reading

Published research is only the tip of the iceberg

By Carter Lusher, Strategist

One of the worst things that can happen to a vendor sales representative or a vendor executive is being blindsided by a piece of information that they did not know existed – but should have known. It makes them look uniformed and out of the loop, and can negatively impact the interaction they are currently conducting. Unfortunately for AR teams, industry analyst commentary is a prime source of “gotcha” moments for their companies’ sales representatives, CEOs, CFOs, and the PR staff.

It does not have to be that way. AR programs must work to monitor analyst opinions and commentary and provide relevant, near real-time actionable advice to impacted groups. Unfortunately, when it comes to monitoring analyst opinions, too many AR teams only capture published research notes and press quotes. As the graphic illustrates (click to enlarge), these two forms of analyst opinion are only the tip of the iceberg. There are a number of ways (see list below) that analyst opinions get into the marketplace with more being invented on a seemingly regular basis. 

The problems associated proliferating communications platforms are compounded by Continue reading

Incorporating social media into your measurement program

icon-social-media-blue.jpgA critical success factor for best-in-class analyst relations (AR) programs is an appropriate measurement program. A measurement program can help AR managers demonstrate the business value of AR, generate information to improve day-to-day operations, and harvest intelligence valuable to the Sales organization. As social media matures into a regular part of the business communications environment AR managers will need to start incorporating data from blogs, micro-blogs, social networks, podcasts and so on into their measurement programs. However, because social media is just another form of communications, AR teams should not get too stressed about the implications of this step. Rather, they should just consider this step the logical and not too burdensome evolution of AR measurement. Ways in which social media might fit into an AR measurement program include:

Analyst Opinion Monitoring – This item is the most important because Continue reading