• 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 […]

This Holiday Season Don’t Play Santa Claus to the Analysts [AR practitioner question]

question-mark-graphic.jpgWe are starting to get the annual round of inquiries about what is the best gift for AR to send to analysts during the holiday season. Common Items that vendors have sent in the past include bottles of expensive wine, boxes of chocolates, consumer electronic gadgets, pen sets, clocks, Steuben glass trinkets, and so on. This annual exercise can produce anxiety in AR staff and distract from the true strategic mission of AR, which is generating leads and assisting sales to close business. 

Frankly, this annual exercise is a waste of precious time and resources. Why? Analysts receive so many packages during the holidays that any one package does not stand out. Many items are not even kept by analysts, either ending up in the trash or in the coffee room for administrative staff to pick through.

While some analysts like gifts, many others cannot Continue reading

Analysts and swag – A waste of time and money… or worse

By Carter Lusher

On Twitter this weekend there was a little round of tweets between some analysts about the worst swag (aka gifts or giveaways) they had received from tech vendors. This online conversation might continue on Monday with more analysts providing examples including naming vendors. Here are a couple of examples:

@idarose: my most inappropriate giveaway was from a bluetooth chip manufacturer who gave away a corded mobile phone headset

@jonathaneunice: Most inappropriate swag was from Sun. For several years, they’d preach Open, then give away some utterly closed, proprietary gizmo.

Most swag given to analysts – either for attending a vendor’s event or during the end-of-the-year holidays – is a waste of money and effort. Often swag sent in the mail ends up in the trash or in the firms’ break rooms for administrative staff to pick through. Event swag frequently gets left in hotel rooms because it’s too bulky to pack into an already overstuffed carry-on roller bag. Some firms are concerned about the appearance of conflict of interest so they outright forbid that their analysts accept gifts.

What is worse than a gift that is simply thrown away, are gifts that contradict the vendor’s message like the two examples above.

However, there are times when an analyst gift can Continue reading