• 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 […]

There are many types of problem analysts

For the most part, IT and communications industry analysts are a hard working, diligent group. They do their homework, make sure that they are up-to-date and act in an ethical manner. Unfortunately, this description does not cover all analysts.

While the analyst community can rightly say that there are problem AR teams, the reality is that there are problem analysts as well. However, there is no single type of problem analyst. Rather there are a variety of types each with their own characteristics. AR professionals need to identify the type of problem analyst they are confronted with and develop a plan that addresses his or her specific characteristics. The types of problem analysts that SageCircle has identified are:

Got a problem analyst? Screaming won’t help.

That primal scream of frustration from the throats of many AR professionals often comes as a reaction to something that a “problem analyst” has said or done. Be it the killing of a promising sales deal or an uninformed but highly visible press quote, problem analysts can wreck havoc on the AR team’s plans and standing within their own companies. How should AR professionals react when they are confronted by the wrath of an executive screaming?  What activities should a team plan to turn around negative analysts?

An approach that rarely works is for the AR manager to turnaround and scream, whether at the analyst or the analyst’s boss.  What does work is for the AR manager to step back, take a deep breath and calmly analyze the situation.

One issue that AR has is determining whether or not it even makes sense to invest any effort into turning around or countering a problem analyst. Frankly, many problem analysts are not worth the effort because they have little influence. The next issue is to determine the type of problem analyst you are confronting (e.g., pragmatist, know it all, budget vampire, well-known press hound, rock star, among others) because different types of problem analysts require different approaches.

The critical step – if the decision is to turn the analyst around – is creating a plan to address the situation. Oh, don’t forget to equip your sales force with information and tools to mitigate negative commentary in the meantime. Of course AR has to do this while your executives are breathing fire down your neck.

Announcing the SageCircle “Dealing with Problem Analysts” Webinar

Our SageCircle AR Webinar will provide you with succinct and actionable information that will help you analyze your situation and determine Continue reading