This first episode of Kea Company’s Influencer Insights Podcast covers a number of interesting developments in the IT research industry including a number of prominent Forrester analysts leaving and an interesting move at Germany-based Experton Group.
Gartner’s Magic Quadrant can have a powerful impact on IT vendor sales cycles – anointing some vendors as a prime candidate for a sales opportunity while denying other vendors even a chance to bid. In order to exploit positive placement on a Magic Quadrant and mitigate negative placement, vendor sales executives need to work with…
Forrester Research’s management sounded confident when they announced the firm’s quarterly results this week, but shareholders are not.
There is a certain amount of self congratulations that occur when a vendor achieves a favorable “Leader” position on a Magic Quadrant. Because they are in the “Leaders” block, vendors feel like their job is complete. The problem is that such an attitude could lead to complacency and endanger a company’s coveted status in the…
One of the most interesting discoveries of the Analyst Value Survey was that some demand-side firms have a very different idea from supply-side firms about which analyst firms are driving business growth. We asked users of analyst services to name the five firms that most drove business growth, Generally there was agreement about the top…
Marketing is by far the most complex organization within a business. The same individuals tasked with building brand standards and designing websites are also architects of intricate demand generation programs to drive lead flow to the sales team. Often these left-brained / right-brained activities are at odds with one another, which eventually leads to specialization…
It is quite easy to talk about the qualitative aspects of analyst relations, but when it comes down to the numbers, things tend to get more confusing. Measuring has become a holy grail of business operations and a lot of times things that can’t be measured in terms of ROI get discarded quite quickly.
Repositioning your ‘dot’ on a Gartner Magic Quadrant does not happen just because you have a great product or service. It takes information, a plan, Analyst Relations execution and avoiding mistakes.