Book co-authors: Bob, Duncan Sven

Influencer Relations book: 2nd edition spotlights Gartner’s MQ

Our book Influencer Relations: Insights on Analyst Value has an expanded second edition with a new chapter on Gartner’s Magic Quadrant. As a thank you to our newsletter subscribers we’ll be offering them a discount on the book. If you want a discount, sign up here. The book’s first edition quickly became the best-selling influencer relations Read more about Influencer Relations book: 2nd edition spotlights Gartner’s MQ[…]

Forrester declares a loss, shares fall 11%

Given the scale of the surprise, the 11% fall in Forrester shares on April 27 was a vote of confidence by comparison. Although the firm has been consistently profitable in recent quarters, it has often surprised many many (and sometimes all) Forrester watchers with its earnings. This first quarter of 2018 has been, in some Read more about Forrester declares a loss, shares fall 11%[…]
Fabio Neves Da Rocha in winning team at CREATe Pitching Competition

Pitches to analysts can learn 8 things from start-up pitches

Tech firms preparing their pitch to analysts spend too much time crafting the story about their own solution, and nowhere near enough time thinking about how to build a relationship with the analyst. As one of the CMOs I work with put it to me: “my spokespeople know our plan, but they don’t know their audience”. That doesn’t Read more about Pitches to analysts can learn 8 things from start-up pitches[…]

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

Barbara 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[…]

How to Think Like an Analyst: Boston dinner with Josh Bernoff on November 15

Josh Bernoff will speak at a dinner organized for analysts and Analyst Relations professionals in Boston, at 7.30pm on Wednesday 15th. The event is timed for analyst relations managers attending the ARInsights forum. Colleagues from several analyst firms will also attend, including 451 Research, Amalgam Insights and Deep Analysis, as will friends from Spotlight AR. Read more about How to Think Like an Analyst: Boston dinner with Josh Bernoff on November 15[…]

Spokespeople lose analysts’ trust if they cannot discuss business models

Over the last few weeks, my colleagues and I have been interviewing industry analysts about business models. After reviewing the results from the summer Analyst Attitude Survey, we found that business models are about 25% more relevant to analysts than to the spokespeople that vendors delegate to meet them. My colleague Esther Boyer developed a Read more about Spokespeople lose analysts’ trust if they cannot discuss business models[…]

Vendors wanted analysts’ attention: You won’t believe what they did at the airport!

Industry analysts could help their users to make better choices if they had diverse research lenses, for example looking more deeply into fundamental research, vertical markets, new business models, hidden champions, new categories and local markets. Non only do many analyst firms have convergent information collection methods, but they also have similar ways of analyzing and Read more about Vendors wanted analysts’ attention: You won’t believe what they did at the airport![…]

IoT analysts: focus, but look for new market opportunities

Analysts and advisors following the Internet of Things (IoT) see many aspects to the sector’s massive underlying growth opportunity. We’ve taken a look at some of the early responses to the Analyst Attitude Survey. In other areas, advisors and analysts had a lot to say about the challenges facing vendors. With IoT, however, the opportunities Read more about IoT analysts: focus, but look for new market opportunities[…]
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Microsoft layoffs: Can Seattle learn from Blackberry?

An ‘anchor’ tech employer, like Microsoft in Washington State or Nokia in Southern Finland, produces great opportunities for a region but also big risks. Microsoft and Nokia’s announcements of further job cuts over the last few weeks produce further challenges for cities like Seattle, Tacoma, Espoo, Tampere and Oulu. Even though these are firms are Read more about Microsoft layoffs: Can Seattle learn from Blackberry?[…]