• Recent Posts: Influencer Relations

    Your pitch to analysts isn’t just about your solution

    Your pitch to analysts isn’t just about your solution

    In pitches to analysts, there are many conversations going on. At one level, there’s a communication about the business solution. There’s also a conversation about the wider market and about the personal credibility of the participants. Sometimes the slides used in pitches are just excuses for the interaction. The slides are used to assess both the market vision of the firm and the […]

    KPMG pushes out 451 in 2017 Strategy Analyst Firm Awards

    KPMG pushes out 451 in 2017 Strategy Analyst Firm Awards

    For the strategic heavy lifting, executives are reaching out to a very wide range of advisors. Gartner heads up the list when we look at the Analyst Value Survey data to find the analyst firms most valued by people who work on strategy. It creates almost 19% of all the value being produced by analyst services around strategy (If CEB, […]

    Save the date for our Analyst Firm Awards

    Save the date for our Analyst Firm Awards

    This year we’re publishing our analyst firm awards more or less monthly. Please put the dates in your diary. If you’re a subscriber to the Analyst Firm Awards, you can also access a webinar for each of these events, held on the final Thursday or each month. January – Global January 18 – Outstanding reports February 17 – Strategy March 15 – Internet […]

    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 […]

Gartner’s updated Vendor Research Escalation Process (part 7 of 7 about Gartner’s Q3 AR Call)

Gartner’s Analyst Relations team holds a quarterly conference call for the analyst relations (AR) community. SageCircle occasionally will post about the call, but for this particular call there was so much information that we have a six-part series to highlight details and provide commentary. See below for links to all six posts.

Logo - GartnerOn the Gartner AR call, Nancy Erskine, Gartner Ombudsman (Twitter, blog) announced an updated process for escalating vendor-analyst disagreements (click Research Issue Escalation Process For Vendors to get a PDF of the process document). It is a straightforward process with good, common sense suggestions. 

In our webinar Dealing with Problem Analysts we counsel that escalation, whether with Gartner or another firm, should always be a last resort for AR. While some analysts will consider an escalation as nothing more than the normal course of business, there is always a chance that the analyst will react negatively. Damaging the relationship is even more likely if the vendor’s representatives are belligerent.

While there are some legitimate reasons why a vendor should escalate a problem, a simple difference of opinion (e.g., the placement of a dot on a Magic Quadrant) and typical analyst arrogance are not good candidates for escalation. Remember, the analyst firm management will give the benefit of the doubt to the analyst if that analyst has done her homework and has not violated the research process or code of conduct. Just because the vendor thinks it should further up and to the right on a Magic Quadrant does not mean that Gartner’s management will agree. In addition, if the vendor has been inept or tardy in its response to the analyst’s documented research requests or has not conducted regular AR outreach, then there will be little sympathy from analyst management.

If AR does decide to escalate an issue – following the process in the PDF – then the first step before contacting the analyst’s manager or the Ombudsman is to create a document with a solid argument and lots and lots of supporting information, data, and customer stories. The more proof points a vendor has on paper the greater the likelihood of success. If the vendor cannot muster the proof points or invest the time to document them, then SageCircle’s recommendation is not to go the escalation route.

SageCircle Technique:

  • Develop relationships with your top analysts’ managers before you need to escalate a situation. For example, try to have a 1-on-1 or a cup of coffee with analyst managers at Symposium
  • Develop relationships Continue reading

Gartner relaunches Office of Ombudsman presence on web

After at least 23 months of total inactivity and rare activity before that, Gartner’s Ombudsman Nancy Erskine (Twitter, blog) has relaunched the webpage and blog associated with the Office of the Ombudsman.  Welcome back! It will be interesting to see if there will be a reasonable stream of new posts (e.g., two or three per month) or whether the volume dries up quickly.

Comments are turned on, so I encourage you to visit the blog and throw in your two cents. The first two real topics are interesting ones so this might be a good time to experiment with leaving a probing question to a post to see how the Ombudsman reacts.

—- text from Gartner’s email —- 

We are excited to announce a Continue reading