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Leveraging the Power of Analyst Relations

Industry analyst relations is an essential, if underutilized, tool in the marketing and positioning of software and IT services companies. Because of their relationships with buyers of technology, analysts like Gartner, Forrester and IDC hold tremendous power over vendors of IT products and services. They interact with existing and potential customers, employees and financial analysts. Read more about Leveraging the Power of Analyst Relations[…]
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Kerler: Absurd vendors want analysts to be both biased & neutral

Click to read ‘Warning: Don’t use guesstimates of analyst firms’ revenue’ Our article called ‘Warning: Don’t use guesstimates of analyst firms’ revenue’ is a useful compliment to Joerg Kerler’s article below. Click the button above to find out why AR people can be misled by guesses of analysts firms’ revenues. Click here for the article Read more about Kerler: Absurd vendors want analysts to be both biased & neutral[…]

Vicki Jenkins: AR Planning Doesn’t Have to be Like Nailing Jell-O to a Tree

With a background as both an analyst relations (AR) professional and an industry analyst, I have seen what happens on both sides of the fence, and communication between the two sides is not always straightforward. Hence, this is the first in a series of blogs for AR professionals containing tips and pointers on how to Read more about Vicki Jenkins: AR Planning Doesn’t Have to be Like Nailing Jell-O to a Tree[…]

Guest post: Don’t settle for horizontal analysts

Many thanks to Evan Quinn at QAD for allowing us to publish this post disputing the recent post on vertical analysts. There is “very little verticalized technology?” That is patently incorrect, and this is not the right advice. There are a ton of vertically-oriented tech solutions out there. What there is, however, is a relative lack Read more about Guest post: Don’t settle for horizontal analysts[…]

Guest post: Do Chinese managers use communication channels differently?

Chinese businesses and consumers have on their hands similar channels of communication as we do. However, did you know they are often used in slightly different ways? Grace Zhao runs China Unbound, the London China Business Accelerator. In anticipation of their new Chinese Business Culture course, here are some of the subtle but important differences: Read more about Guest post: Do Chinese managers use communication channels differently?[…]
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Guest post: Building social media alignment 

Yulia Sidorova PhD researcher at Politecnico di Milano is looking for three large organisations in Europe as case studies for a new Social Media Alignment Assessment. Visit eventbrite for a free seat at the 28 May webinar to Yulia will give to explain the process. The process is led by one of Europe’s top management Read more about Guest post: Building social media alignment […]

Guest Post: AR pros are not scheduling coordinators

The technology services industry has evolved at such a frightful pace in recent months, I won’t be surprised that in some time it may be renamed as Digital Services industry doing completely away with the traditional era terms. In the immediate future, some of the older legacy phrases may just fade away too and if you happen to accidentally glance your archived notes and stumble on words like ERP, PCs, TCP – you may wonder just how we managed them all. […]

Guest post: Gigaom research leader explains what worked

Gigaom Research, where I was working as a research lead for the past several years, has ceased operations as part of the takeover of the operations of Gigaom by creditors. Obviously, the company as a whole was living beyond its means for some time, as $22 million in venture money has been burned in the Read more about Guest post: Gigaom research leader explains what worked[…]

Guest Post: When Your Company Takes Out Your Favorite Analyst

It happens to the best of us. Your analyst relations program is humming along nicely – your analysts are behaving, your internal constituents under control – when one day, wham! You get a call from one of your SVPs sharing some exciting news! Joe Analyst, one of your company’s key advocates, has now joined your company. […]

Guest post: Karin Nauth Shelley on The Trusted Advisor

Forrester alumna Karin Nauth Shelley, who recently joined me here at Kea Company, has written this excellent review of The Trusted Advisor. I met the book a dozen years ago, in a master class John Brodeur taught for senior managers at Brodeur Worldwide, and join Karin in recommending it. The Trusted Advisor, by Maister, Green and Read more about Guest post: Karin Nauth Shelley on The Trusted Advisor[…]