• 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 […]

AR Performance Metrics: Reporting Strategic Accomplishments not Activities – A SageCircle Webinar

AR Metrics & MeasurementAnalyst relations teams need to gather operational metrics to manage their program – measurements of the activities they do.  But your executive sponsors want to see performance metrics – measurements of what you have accomplished.  These include such concepts as change in analyst perception, lead generation and short list placements, and positive analyst impact on sales.  While these are harder to obtain they are far more meaningful and demonstrate AR’s strategic value.  To help analyst relations teams focus their measurement program on strategic data, SageCircle is announcing a new public webinar focused on providing the best practices and insights needed to efficiently collect, analyze and report performance metrics. 

In this webinar we review various types of performance metrics, the processes needed to obtain the data, and methods for weighting and reporting these using various techniques such as a balanced scorecard.

Key Issues to be addressed in this webinar include:

  • How are performance metrics different from operational metrics?
  • What are the performance metrics needed to demonstrate AR’s strategic contribution to the company?
  • What are the best practices for collecting performance metrics?
  • What are the approaches for reporting on performance (aka outcomes or accomplishments), either as standalone reports or as part of a broader reporting structure?

In this SageCircle Webinar, our strategists will provide a succinct analysis of the options surrounding  Continue reading

AR Performance Metrics – July AR Coffee Talk

icon-coffee-talks.jpgThere are two types of AR metrics – operational and performance. Operational metrics are useful for the AR team only. Proving the value of AR requires data on the performance of the AR program rather than simple counts of analyst mentions or briefings held.

Join us to chat about what make good performance metrics that demonstrate the strategic value of AR.

August 4 at 8 AM Pacific – Free – Click here to register

August 13 at 10 AM Pacific – Free – Click here to register

AR Coffee Talks

Networking and chatting with peers is a great way to expand your knowledgebase. Unfortunately, we do not always have the time to Continue reading

AR & recession – Refocusing metrics to emphasize outcomes not activities

AR Metrics & MeasurementWe are continuing our commentary on analyst relations (AR) and the implications of the recession (see recession category for all posts). SageCircle suggests you think about how metrics need to change during a recession as you are refocusing and placing emphasis on something different. In this case, it is important to be capturing and reporting metrics that demonstrate AR’s outcomes and ability to impact revenues. 

In typical times, most AR programs emphasize operational metrics and simple mention counts (e.g., the number of times analysts mention the vendor in published research and press quotes). This is never the best approach even in the best of times, as we state in moving beyond operational metrics.   However, during a recession it can be fatal as it sends the message that AR is a boring tactical function whose headcount and budget can be cut without much downside. Instead, AR needs to shift all metrics reporting to performance metrics that position AR as something more akin to a strategic profit center.

Of course, this shift is a non-trivial effort as it is much easier to capture data for operational metrics than performance metrics. For example, capturing sales impact data requires establishing a working partnership with the Sales organization. Showing success shaping analyst perception requires performing Spoken Word Audits and measuring tonality not just mentions in published research.

SageCircle Technique: