Developing valuable relationships by understanding analysts attitudes and needs
Our Credo series on AR principles comes into the final stretch with our seventh belief: different analyst relations approaches are effective for different ICT solutions, even from the same vendor. The key variables here are the impact of analysts on the firm’s ability to grow profits, and how prepared each business unit is to support…
Analyst relations professionals increasingly find themselves discussing influencer relations. Don Bulmer uses a nice definition: a systematic way to identify, measure and build bridges with influential people who impact customer perception. SAP’s useful taxonomy breaks this down into clear categories such as customer communities, IT Influencers (such as Industry analysts, developer community, consultants, and bloggers);…
If you’re standing pregnant and bloated at the “Peak of Inflated Expectations” and wondering how to deliver on some of your recent visionary slideware; or if you’re wallowing in the “Trough of Disillusionment” as your development team creaks at the seams to ship your beta code, then we recommend you try a new marketing paper….
Lighthouse will launch a half-day “AR 2.0” seminar on September 17. “Using social media to build analyst rapport” will outline how web 2.0 technologies can help AR managers to develop their ongoing dialogue with influential analysts. The seminar will also strip away the “AR 2.0” hype (which suggests that AR 1.0 is obsolete), outline how…
Our Credo series on AR principles has to address the most challenging pressure on AR professionals: how to say no to activities with little or no marginal benefit to the organisation. It’s a classic example of the triple contraints: time, cost and scope. Analyst relations managers increasingly understand the need to tier analysts so that…
As we mentioned last week, Analysys Mason has bought telecom software shop OSS Observer. That’s a significant move for Analysys’ managing partner Tony Lavender: he arguably now leads the biggest practice in BSS/OSS/telecoms IT in the world. Certainly the OSS Observer guys are well respected and, because they’re based in the US (only one in the UK), the two practices…
Lighthouse’s roundtable discussion is about how Green IT fits into the way that analysts (and other stakeholders) evaluate the brand positions and CSR strategies of top IT companies. Environmental sustainability is an increasingly important topic for IT buyers worldwide. To better understand the opportunities, Lighthouse is supporting a research project to look at how (and whether) IT…
Guest post by Aleksandra Bosnjak, Lead TMT Analyst at StrategyEye, in advance of our recent webinar. Informa, the UK-based B2B publishing and conference giant which just broke off its talks with UBM for a merger, now has another possible group of bidders: private equity groups Providence Equity Partners and Carlyle are working on a USD3.53bn…