Engaging in Analyst Relations is sending a message: Five common traits confident vendors are displaying

Success breeds success: When I talk to technology vendors about starting an analyst relations program I get all kinds of reactions. One way or another most vendors have had first or second hand experiences with analysts. Either they’ve seen competitors promoting the latest research publication which featured them in a favorable way or they have Read more about Engaging in Analyst Relations is sending a message: Five common traits confident vendors are displaying[…]

Adapt or Fail! – Analyst firm business models are changing – does this mean that analyst relations needs to change as well?

In recent years we have seen quite a few changes in the analyst landscape: We’ve seen new boutique analyst firms entering the market and focussing on sub-segments or geographies (HfS Research, Crisp Research, Greyhound Research etc). We’ve seen M&A activities indicating a trend towards bigger firms and more comprehensive research coverage (CXP/BARC/PAC, ISG/Alsbridge/Experton, Informa/Ovum). And Read more about Adapt or Fail! – Analyst firm business models are changing – does this mean that analyst relations needs to change as well?[…]

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 adaptability if the executives to adjust to the market and conversation. The solution pitch is used to assess the ability of executives to adapt.

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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 a partner in Kea Company, which obtained substantially all of Active Influence’s intellectual property and assets at the end of 2016.
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Thought Leaders

Thought leaders are characterised by thinking differently about important issues. Martin Luther King was a thought leader – his vision of a society where whites and blacks could live together changed the rules of thinking and behaviour in American society. The British nurse Florence Nightingale was a thought leader. She changed the 19th-century philosophy in health care, amongst others through the promotion of the importance of hygiene. Steve Jobs is hailed as a thought leader. He changed the way we look at the use of computer technology. These three persons contributed to this world with their vision and indeed, were eventually seen as thought leaders. But what is thought leadership in an organisational context? Why should organisations want to promote thought leadership? And how do you build this? How many thought leaders do you know personally? […]

There’s no Such Thing as a Free Lunch

The economic theory, and also the lay opinion, that whatever goods and services are provided, they must be paid for by someone – i.e. you don’t get something for nothing. The phrase is also known by the acronym of ‘There ain’t no such thing as a free lunch’ – tanstaafl.

What is wrong with this world? Why do people talk nonsense fifty percent of the day? I am clearly fed up with this. I exactly took thirty minutes out of my busy schedule to tell this to you. […]

How Cool is That?

Today, of all days , I spend some time in a sub par hotel in the deep south of the Netherlands. Nothing cool about that I hear you thinking, but if I tell you that this place has a 750 seat capacity, the next bit will sound like winning the lottery. I walk in, pick a good seat close to the wireless access point. When I wanted to start with my first course two people sat down next to me and started to discuss next year’s budget. Nothing cool about that either you might say, and I was just enjoying my meal at first. Then it became clear that they were responsible for a tech company, just over the border in Belgium. They were discussing marketing and then, you’ve guessed it, the magic words came out – “Analyst Relations”.

Now we are talking! […]

Failure is not Always Incompetence

Anyone who can think straight and does more than reading the local newspaper or watching one of the indoctrinated television channels around the world, knows that the “economical crisis” is not so bad as it sounds. A group of people who run this world via the banking corporations messed up big time and now they let us pay for it and call it a worldwide economical crisis. Enough said here. In this particular case, failure is incompetence.

I would like to shift my focus a bit more to the people who work hard and play hard. In this current environment, you need to invest just as much time and energy as you did in the times that there would not be a so-called crisis. In advertisements, it is always about showing your face. In good times and in bad times. Companies that stop developing their core business will shut down sooner than later. Stop telling yourself that this happened because of the crisis. It didn’t. There is always a market ready for you. You need to shift, not stop doing what makes your product or services so different from the competition. […]

Do You Know Who That Is?

We get the feeling that sales enablement is something that popped up recently in the office of many AR professionals. How is that possible, you might ask yourself. Well, the people that pay your salary are just being informed about what AR does and how it can contribute even more to the company. […]