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  • Recent Posts: Kea SageCircle

    AR Classics: Identifying and Measuring Impact and Influence

    AR Classics: Identifying and Measuring Impact and InfluenceHow can analysts in non-traditional, freemium, analyst firms prove their value, and how should analyst relations professionals respond to their growing impact? Until analysts start to track their impact in the fullest way, they will always be underestimated by suppliers in the high technology and telecommunications industries. Back in 2015, when this was posted, Edelman’s Read more about AR Classics: Identifying and Measuring Impact and Influence[…]

    Investor relations head takes over AR at Tata

    Investor relations head takes over AR at TataThe IIAR is discussing a big surprise: one of the big 3 IT services brands just put its analyst relations (AR) under the control of its head of investor relations (IR). It would be unimaginable in most firms, and perhaps Tata Consultancy Services (TCS) is one of the few firms that can do that well. Tata Sons’ Read more about Investor relations head takes over AR at Tata[…]

    Peter O’Neill joins Kea Company as Research Director

    Peter O’Neill joins Kea Company as Research DirectorLONDON. February 1st 2018 — Longtime industry analyst Peter O’Neill has been appointed Research Director by Kea Company, the world’s largest analyst relations (AR) consultancy. O’Neill was previous research director at Forrester Research, leading the firm’s services for analyst relations professionals as well as research for B2B Marketing professionals.   At Kea Company, O’Neill will Read more about Peter O’Neill joins Kea Company as Research Director[…]

    AR Classics: Barbara French on how to grab an Influential Analyst’s Attention

    AR Classics: Barbara French on how to grab an Influential Analyst’s AttentionBarbara French’s Grab an Influential Analyst’s Attention: 3 Secrets & 4 Tips helps companies to avoid some of the most common errors in analyst relations. We especially appreciated these points in the article. Marketers can use analysts and analyst research to add credibility to their businesses without ever having the analyst specifically endorse their company. Read more about AR Classics: Barbara French on how to grab an Influential Analyst’s Attention[…]

    What research users can learn from analysts’ use of competitors’ analysis

    What research users can learn from analysts’ use of competitors’ analysisFor the first time, Kea Company is making reports from our Leaders Service generally available. The first discusses what research users can learn from analysts’ use of competitors’ analysis Although our Analyst Value Survey reports and Firm Awards exclude many analysts’ responses, this supplementary analysis suggests that many analysts are regular uses of research produced by Read more about What research users can learn from analysts’ use of competitors’ analysis[…]

Ovum-Datamonitor Restructuring: Sufficient Critical Mass to Take on the “Big Two”?

On August 11th Datamonitor announced a major restructuring of its various analyst brands into a cleaner, more focused framework.

 First a quick recap – Early in 2005 Datamonitor acquired the Butler Group. In parallel, Ovum had started on the M&A path with the acquisition of RHK in mid-2005 followed by Summit Strategies and Orbys after its early 2006 IPO. Then Datamonitor acquired Ovum in December 2006. That was followed by Informa acquiring Datamonitor in May 2007. Informa itself was the target of a failed, hostile takeover by UBM in June 2008. Finally, Datamonitor acquired the Brown-Wilson Group in April 2009. Complex enough for you?

 Datamonitor and Ovum kept all the acquired brands pretty much untouched for the last two and a half years with research overlap, separate sales force, unfocused marketing, and so on. This created a jumble of brands that that did not seem to have any synergy or heft to compete effectively with Forrester and Gartner. In contrast, Forrester (Giga, JupiterResearch) and Gartner (META Group) both absorbed their major acquisitions of this decade relatively quickly and effectively.

 SageCircle was given a background briefing in mid-June by the Datamonitor CEO and Ovum Managing Director Mark Meek and this week by David Mitchell, Ovum’s SVP, IT Research. While still a bit of a work in progress, the reorganization shows real promise to shake up the analyst market.

 The new lineup is going to have three brands – Datamonitor, Ovum and Orbys. Each will have a much more focused client base and research portfolio. Datamonitor will focus on business information, Ovum on enterprise IT and telecommunications, and Orbys on sourcing. This will permit each of the new units to develop sufficient critical mass to be more competitive and attractive to potential clients whether enterprises or vendors. The Butler Group brand will continue for a short period in association with certain conferences much as GigaWorld continued after Forrester retired the Giga brand.

Datamonitor - Ovum Restructuring

Sales & Marketing

However, it is not just bringing the analysts together and rationalizing the research ownership that makes this an interesting move. Part of the problem Datamonitor, Ovum, and the other brands have had in the last Continue reading

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Forrester buying Jupiter – smart, but not a big deal

There has been commentary in the blogosphere about the larger meaning of Forrester’s acquisition of JupiterResearch. Typically this commentary has focused on points like the analyst industry is consolidating and that major firms are losing relevance and influence in the age of blogs and other social media. It is our opinion that this commentary is wrong and that the acquisition of Jupiter by Forrester does not portend some deep consolidation of the analyst industry due to the rise of the blogosphere, rather it is business as usual. 

To get some perspective, let’s look at a little history of the analyst industry.

Analyst firms have long used acquisitions to fill gaps in coverage and geography or pick up client bases. For example, in the last 15 years since Gartner went public for the second time, it has made over 70 acquisitions to pick up expertise in specialized coverage, get into new markets (e.g., learning software), and to broaden its footprint in Continue reading

UBM buys Informa who bought Datamonitor who bought Ovum who bought…

In a classic “big fish eating a smaller fish eating a smaller fish” scenario, UK-based UBM announced its plan to acquire Informa. Informa earlier acquired Datatmonitor, which had acquired Ovum and Butler. Ovum, of course, had made three rapid fire acquisitions (i.e., RHK, Summit Strategies, Orbys) of its own before Datamonitor acquired it.

These serial acquisitions are distracting to management and analysts alike so research quality and timeliness could suffer.  Also, some analysts will likely think “that’s it” and start developing a personal exit strategy. Because analysts are the core of any firm, anything that could cause them to walk could dramatically impact the relevance of the firm to your AR strategies and analyst lists. Besides the impact on analysts, this latest merger might be the last straw for sales representatives and client service personnel as well.  As a consequence, AR teams need to be proactive in ascertaining potential pitfalls and opportunities this latest industry M&A move might provide.

SageCircle Technique: Steps* to immediately take:

  • Ascertain whether any of your primary analysts might be affected
  • Schedule inquiries with key analysts to Continue reading