4. Align, track & educate

What the Analyst Attitude Survey shows your firm can learn from IBM

This week we’re reviewing some responses to our Analyst Attitude Survey, and we’ve just posted a video to explain the survey and how it works.

One of the huge surprises for me, year after year, in every market, is IBM’s leadership. Even in areas like telecoms networking, where IBM is not a leading player, it’s one of the firms most trusted and most recommended by analysts. IBM’s key asset is candor; the factor most strongly associated with analysts’ comfort in recommending firms onto shortlists. IBM stands out not as the most candid firm (in most markets that award goes to European firms like Nokia and Alcatel which have different cultures) but as the most consistently open of the powerhouse vendors. That’s a real investment in honesty which adds invaluable momentum to IBM’s sales process, and well as giving more insight to IBM’s executives. You might not be able to exceed your competitors’ budgets but if you can be more open than they are, then you can win analysts’ support.

To find out more about our surveys, contact us and ask for more information.

Duncan Chapple

Duncan Chapple is the preeminent consultant on optimising international analyst relations and the value created by analyst firms. As SageCircle research director, Chapple directs programs that assess and increase the business value of relationships with industry analysts and sourcing advisors.

There are 7 comments on this post
  1. IIAR invites Chapple & Fersht to discuss AR’s crisis | Influencer Relations | Analyst Relations | Edited by Duncan Chapple
    September 10, 2014, 7:36 am

    […] Moreover, both analysts and analyst relations professionals alike are feeling the increasing pressure of dwindling resources, down-sized teams and meeting financial targets. A recent study found since 2009 there’s been a 37% increase in the percentage of analysts who say they need “much more” information from vendors, according to the Analyst Attitude Survey. […]

  2. These twenty boosts boosted our readership 56% | Influencer Relations | Edited by Duncan Chapple | Analyst Relations
    December 31, 2014, 5:50 pm

    […] 2015, we’ll be adding insight from two other research projects: the Analyst Attitude Survey and the Perfect Pitch […]

  3. Pitches Fail Because of Misunderstanding and Distrust | Kea Company Blogs
    March 09, 2015, 2:26 pm

    […] this month, as my colleague Christian and I speak with analysts who look part in the recent Analyst Attitude Survey. Roughly half of the 150 participants in the survey have volunteered for follow-up calls, and they […]

  4. New Influence Quadrant shows ‘powerhouse’ firms in trouble | Influencer Relations by Duncan Chapple | Analyst Relations
    July 27, 2015, 1:25 am

    […] unusual to see such broad falls in analyst research. According to what analysts are telling the Analyst Attitude Survey, it’s increasingly the case that analysts feel that some firms are dropping the ball on […]

  5. Fersht: Drag analysts into the as-a-service economy | Influencer Relations
    November 12, 2015, 5:53 pm

    […] City. The event reflects’ Kea’s threefold expertise: Research work (the Analyst Value Survey, Analyst Attitude Survey, Influencer Quadrant and other research into vendors and their interactions with the analysts, led […]

  6. Control in Analyst Attitude Surveys | Influencer Relations
    May 18, 2016, 8:24 pm

    […] not only because of our use of Panalyst and ARchitect Express, but also because no firm (not even IBM or Cisco) can build deep relationships with every […]

  7. Why KCG’s analyst relations awards beat the IIAR’s | Influencer Relations
    September 28, 2016, 2:42 pm

    […] to compare both the IIAR’s awards and KCG’s with the data from Kea Company’s Analyst Attitude Survey, which we believe is the largest multi-client study of analysts. Regression analysis showed that […]

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