• 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 Top 5: Roadshow Readiness Mistakes

Analyst Relations PlanningEven in the 21st Century with telepresence and social media, sometimes it is very useful to hit the road and meet analysts in person. Unfortunately these are expensive exercises so analyst relations (AR) teams need to be aware of the following top mistakes when it comes to road shows.

5) Not picking the right individuals to brief. Too often IT vendors waste precious time briefing analysts that have little ability to support the goals of the vendor.  While it is fine to add secondary analysts the focus must be on the most relevant to your revenues

4) Preparing a “one size fits all” presentation rather than tailoring presentations to the individual and type of analyst firm being briefed.  Analysts need to feel that you have taken the time to address their specific interests.

3) Having the wrong orientation, i.e., wanting to perform a data dump of speeds and feeds on the analyst instead of engaging in Continue reading

Value for Effort

Analyst Relations PlanningOne of the slides we consistently include in any of SageCircle’s training content, private or public, covers value for effort. Basically this is our discussion about implementing only those activities or best practices where the analyst relations program receives more value back than the effort put into it.

For example, SageCircle consistently encourages AR professionals to pay attention analyst usage of social media. However, we also consistently say that AR needs to limit the number of analysts that they monitor on social media so as not to use too much time. This recommendation then dovetails into a discussion of the need for a good analyst list ranking and tiering framework to make sure that the AR team is focusing on the most relevant analysts.

SageCircle Technique:

  • AR teams need to careful vet any new programs or best practices for relevance and practicality

Bottom Line: The most precious resource that AR has is its time. While there are many Continue reading