Analyst Firm Awards to be announced on November 20th

The Annual Analyst Firm awards will be announced in Boston on November 20th. The awards reflect responses by several hundred users of analyst firms to the Analyst Value Survey (AVS) conducted by the University of Edinburgh Business School’s Analyst Observatory. This year’s awards will be given in the following categories. Global AI & Analytics Cybersecurity Read more about Analyst Firm Awards to be announced on November 20th[…]

2019 Analyst Value Survey now open

Now in its 19th year, the Analyst Value Survey is a unique resource for the tech and telecoms industry. The Analyst Observatory at the University of Edinburgh is conducting the survey, which spotlights the analyst and advisory firms with the most influence, and which deliver the most value for money. The responses also determine the Read more about 2019 Analyst Value Survey now open[…]

Training and tools are central to sales enablement

Sales enablement has to include bringing in salespeople, who are either new salespeople, or veteran sales reps who have not brought our solutions forward in the same way. In this video, Professor Deva Rangarajan explains that the average business sale includes 6.8 people. Selling means understanding the different benefits that those different stakeholders want to Read more about Training and tools are central to sales enablement[…]

Photo: yuankuei on Flickr

Cherry-picking and lemon-squeezing takes time

Generally, tech industry analysts tend to ‘cherry-pick’ their recommended options more than they warn people off picking a lemon. As a result, I’ve been thinking about Hardie and MacKenzie’s paper on lemon-squeezing (https://lnkd.in/dzhapJm). In a nutshell, the effort taken to evaluate things gets more complex over time. Even when it’s numerical data being calculated, it Read more about Cherry-picking and lemon-squeezing takes time[…]

It's better for analysts to mention you than not

It’s better for analysts to mention you than not

A common question for analyst relations people is: should we keep on responding to influential analysts if we know they won’t put our solution in the most favourable position? The answer is yes. There are many benefits from helping analysts with their research. If you contribute this time, then they will ask you next time. Read more about It’s better for analysts to mention you than not[…]

Duncan Chapple opens the track at SASE

Story sharing helps vendors & analysts co-create business futures

Analysts, vendors and investors need to improve the way they shape stories about the future. That’s the message I was sharing in three talks to an international audience of eminent researchers at SASE19 in New York last week. During the week my University of Edinburgh colleague, and co-author, Teea Palo and I had the chance Read more about Story sharing helps vendors & analysts co-create business futures[…]

Bookmarks Lounge at the Library Hotel

ARchitect AR Happy Hour in Midtown Manhattan – June 26

36 AR professionals confirmed – and rising! CCgroup and the Analyst Observatory at the University of Edinburgh will be among the organizations attending ARchitect‘s second annual New York City happy hour. I’ll be there from CCgroup’s analyst relations team, with Edinburgh faculty members Neil Pollock and Teea Palo. We’re all in the city to discuss Read more about ARchitect AR Happy Hour in Midtown Manhattan – June 26[…]

Sales enablement: Dave Eckert on winning sponsors and success

In the third part of Duncan Chapple’s interview, Dave Eckert explains winning sponsors and creating sales enablement success. Earlier installments are on getting started and on providing value to sales. After getting sales enablement basics in place, we want to win some sponsorship. The first thing we need to do is to find somebody in Read more about Sales enablement: Dave Eckert on winning sponsors and success[…]

Dave Eckert: Five things analyst relations must provide to sales

In the first part of my three-part interview with Dave Eckert, he outlined the foundations for the sales enablement of analyst relations. In this article, he outlines what AR must and must not do, as well as brutal truths about how to gain the resources needed. What analyst relations must provide to sales We’re going Read more about Dave Eckert: Five things analyst relations must provide to sales[…]

SageCircle alum Dave Eckert on getting started with Sales Enablement

Dave Eckert, who led the SageCircle analyst relations consultancy, is one of the most experienced veterans of the analyst relations community. His work helped SageCircle stand head and shoulders above other firms on issues of sales enablement. I had the chance to interview him. In the first of three SageTalk posts based on that interview, Read more about SageCircle alum Dave Eckert on getting started with Sales Enablement[…]

14 things you need to know about analyst interactions

My colleague Elena Georgieva gave a great Lunch and Learn talk to CCgroup colleagues recently. I tweeted the highlights and, wow, it’s enough to make a blog post! A briefing is a great way to inform both analysts, and analyst research, on provider updates and market disruptions. Analysts may know less than spokespeople expect them Read more about 14 things you need to know about analyst interactions[…]

Former Gartner, Inc. Vice Presidents Launch World-Class Analyst Network

It’s not often I get cited in an analyst firm’s press release, so it’s a delight to share this news. 19 experienced worldwide analysts announce The Analyst Syndicate BOSTON, March 14, 2019 /PRNewswire/ — Former Gartner, Inc. analysts Jeffrey Vining and Steve Hawald are the latest recruits to The Analyst Syndicate, a network of independent industry analysts founded by managing partners Tom Austin, Toby Read more about Former Gartner, Inc. Vice Presidents Launch World-Class Analyst Network[…]