• Recent Posts: Influencer Relations

    IDC could flourish after IDG’s sale to Chinese consortium

    IDC could flourish after IDG’s sale to Chinese consortium

    As we predicted in our April Fool’s Joke last year, IDC has been sold as part of a Chinese-led purchase that leaves CEO Kirk Campbell at the helm. IDG Capital will take control of the IDG Ventures; China Oceanwide will control IDG and most of IDC, and an independent trustee will take control of IDC’s High Performance Computing (HPC) practice, […]

    Kea Company acquires UK analyst relations consultancy Active Influence

    Kea Company acquires UK analyst relations consultancy Active Influence

    Merger consolidates Kea Company’s position as world’s largest analyst relations consultancy January 19, 2017. London — Kea Company, the world’s largest analyst relations consultancy, today completed its acquisition of Active Influence. Founded in 2010, Active Influence has helped many of the world’s largest technology companies to gain measurable business benefit from their relationships with analyst firms. Founder Richard East has become […]

    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 […]

Quantifying the Impact of the Analysts on Sales

icon-dollar-euro.jpgI was speaking with a client at a small vendor who was not having any problems getting her executives’ attention and support for AR. Why? Her executives understand that the analysts’ impact a minimum of US$6-7MM sales per quarter. They know the dollar impact on sales because this AR manager diligently captures information about deal size when sales representatives call her for assistance. 

Another client asked me to review a PowerPoint chart he had created. It was a very powerful chart because, again, it showed the millions in revenues that started as analyst-related leads – in this case, over 20% of the company’s annual revenues. Similarly, this second client also has no problem getting executive attention and support.

Showing the dollars, euros, yen or pounds the analysts have their fingerprints on presents a very powerful business case to top-line focused executives – and these days, which executives are not revenue focused? Yet, when presented with this approach, many AR managers simply shrug and say that they could never get their sales force to provide them with this information. However, when we ask whether they get calls from upset sales reps or managers about deals negatively impacted by analysts, invariably they say “yes.” Bam! The light goes on that Continue reading