• Recent Posts: Influencer Relations

    Top ten global analysts: 2016’s outstanding research

    Top ten global analysts: 2016’s outstanding research

    2016 produced some outstanding analyst research. We’ve picked the best articles from each of the world’s ten leading analysts firms, as ranked in the 2017 Analyst Firm Awards. Together they show how diverse analysts’ most compelling content can be, including deep quantitative research into mature markets, like cellphones; pointed competitive insight into corporate changes, like Dell’s integration of EMC, and […]

    IDC overtakes HfS in 2017 global Analyst Firm Awards

    IDC overtakes HfS in 2017 global Analyst Firm Awards

    Gartner and Forrester’s leadership is no surprise, but this year IDC has won back third place in our annual Analyst Firm Awards, pushing HfS Research into a still-impressive fourth place. PAC and Ovum have also risen substantially this year, rounding out the top six. In last year’s awards, we saw that firms that could create business leads for their clients […]

    Analyst Value Survey shows deeper frustration with industry analysts

    Analyst Value Survey shows deeper frustration with industry analysts

    I’ve been in New York this week discussing the Analyst Value Survey with both Kea clients and industry analysts. The 2017 report will be available early in January, but the responses show that many users of analysts’ services are reaching out to more firms than before, and are gathering quite uneven value. Firstly, the good news is that many users […]

    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 […]

The value to team collaboration – The ROI of an Analyst Relationship Management System [part four]

icon-tools.jpgThis is the fourth in a series of posts that will explore the resources required and the advantages gained in using a formal analyst relationship management (ARM) system.  In this post we investigate how these systems can enhance collaboration.  Other posts will explore metrics and look at the values that can be obtained.  Your comments are encouraged.

It is 11 PM, do you know where your analyst is?

AR teams should know the perception of analysts long before the curfew of a Magic Quadrant.  Getting blindsided by a presentation, or knowing you have been dropped from a short list is never fun.  There are many ways to determine current analyst perception – but one not to be overlooked is simple team collaboration.  This becomes especially true with larger AR teams, or those that are organizationally or geographically distributed.

Tracking your AR activities and the perceptions that analysts have about your company is not an individual effort, but requires teamwork.  Methods that promote easy sharing of Continue reading

Getting value out requires putting effort in – The ROI of an Analyst Relationship Management System [part three]

icon-tools.jpgThis is the third in a series of posts that will explore the resources required and the advantages gained in using a formal analyst relationship management (ARM) system.  In this post we review some best practices in using a system.  Other posts will explore metrics and look at the values that can be obtained.  Your comments are encouraged. 

Data entry needs

A good ARM will allow you to append interaction information to each analyst record.  This information can include personal entries about analyst perception, but most significantly it can be the corporate memory of analyst interactions.  By recording the date, type, and results of each interaction with each analyst you build a history that is available to the entire AR staff as well as new members. 

We have heard comments from AR managers who believe that data entry into any ARM takes too much effort and the value is not worth the work involved.*  This is a short sighted view for several reasons.

  • Generating metrics – SageCircle is a strong believer in metrics. If you don’t record your activities and Continue reading

Commercially available systems – The ROI of an Analyst Relationship Management System (part two)

icon-tools.jpgThis is the second in a series of posts that will explore the resources required and the advantages gained in using a formal analyst relationship management (ARM) system.  In this post we look at some of the commercially available products.  Upcoming posts will suggest some best practices in using a system, and look at the values that can be obtained.  Your comments are encouraged. 

Where is your ARM?

Analyst Relations programs can use systems that are built in-house or use commercially-available software either on-site or hosted.  Significant factors in making the decision are the available IT support resources and the methods and resources you use to maintain the database.  Some teams have also expressed concerns about data privacy with hosted applications, but these concerns are effectively addressed by commercial providers with state-of-the-art security features.

If you do elect to create and maintain the database internally you will need to plan AR resources for ongoing research and maintenance Typical AR teams do not have Continue reading

Definition and basic characteristics – The ROI of Analyst Relationship Management Systems (part one)

icon-tools.jpgThis is the first in a series of posts that will explore the resources required and the advantages gained in using a formal analyst relationship management (ARM) system.  In this post we will look at the characteristics of a good system.  In future posts we will review some of the commercially available products, suggest some best practices in using a system, and look at the values that can be obtained.  Your comments are encouraged. 

What is an ARM?

Sales and service organizations have long used customer relationship management (CRM) systems to provide customer service, track and promote sales, and maintain general customer records.  These can range across home-grown in-house systems, commercially-available software run by IT, and hosted solutions provided by outside firms.  The value of these systems is well documented.  Public Relations departments often track their work in PR-specific systems that fit into the same three categories.  Analyst Relations teams need to look to Continue reading