• 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 […]

Presentation déjà vu could be a sign you are dealing with a problem analyst

Something that always stands out in my experience as an AR manager at a major vendor is what I call “presentation déjà vu.” This happens when you are reviewing an analyst presentation and just feel like you’ve seen it before. This typically occurs when you are looking at the slides of an analyst you have not dealt with before. Perhaps you have seen the presentation before or maybe the deck is just so generic or archetypical that it is immediately recognizable. No big deal. However, presentation déjà vu might also be a warning signal that you are dealing with a type of problem analyst.

Some analysts fall into a trap of doing a light revision of a past presentation for an upcoming conference. This is especially true for Gartner analysts who have to do essentially the same presentation year-after-year at Symposium (e.g., the Powerhouse Vendor and its successor session Gartner Compares). This can be a real problem because if the analyst is not paying careful attention in the revision process, old information and recommendations could be repeated.  This may cause tech buyers to make wrong decisions resulting in missed sales opportunities for vendors who are mis-represented. This could be disastrous for both the IT manager and the vendor.

Rather than pouncing on the analyst for using Continue reading