We just saw this news that Burton Group has been making good progress with its IT1 offer. Back in May we said that Current Analysis and Burton were two analyst firms that were well placed to withstand any future recession. It now expects a majority of its clients to adopt IT1, which gives clients enterprise-wide access to all of Burton’s research.
IT1 give clients much better value, at no extra cost to Burton. While Burton’s earlier services gave clients siloed access to research, IT1 gives clients full access across Burton’s research areas. Although this may cost Burton some lost revenue from firms that might have otherwise have bought more than one of its services, it should improve client retention and make the firm better placed to survive the difficult times ahead.
That’s important for analyst relations professionals, because Burton’s one of the firms with the largest share of its clients being end-users. The firms says that Burton Group’s client base is comprised of 85% percent enterprise IT end-user organizations. Its clients are primarily in aerospace, automotive, financial services, education, energy, government, healthcare, insurance, manufacturing, pharmaceuticals, and retail.