Developing valuable relationships by understanding analysts attitudes and needs
Two dozen people, including eight analysts, have been laid off at IDC. The new alumni include semiconductor analyst IdaRose Sylvester and analysts in a number of areas, including handsets, OSS and billing, and business consulting. This is a modest change for IDC, as we discuss below, but it has some strategic and tactical implications for…
In today’s competitive technology market, IT industry analysts have become increasingly important opinion leaders, with influence over a range of user purchasing decisions as well as helping shape sales and marketing strategies for vendors and channel players. Building mindshare and momentum with these influencers is not just a matter of luck; it requires knowledge, insight…
We’re now half-way through our Credo series, which outlines the principles we seek to convince AR managers to share. Our fifth credo is the notion that analyst relations teams should be organized around the information needs of industry analysts, rather than being driven by firm structures. The first four principles discuss various forms of the…
In a meeting today, with a US start-up looking to win clients in Europe’s financial sector, I went over a number of the factors that new firms need to consider about industry analysts. There’s some strong general guidance on this topic, which outlines some of the mistaken grounds for cautious engagement with the analyst community….
The rising interest in influencer relations will dangerous disorient managers who see influencers as a new category, separate from and exclusive of existing audiences, such as industry analysts and the media. In particular, its would be quite mistaken to think that because ‘influencers’ are influential, that analysts and journalists are not. Sadly, that seems to…
Managers can learn how to accelerate the momentum of their analyst relations programme at Lighthouse’s seminar on Building AR Momentum. Lighthouse’s second-level AR course runs in the second quarter of each year: in Munich in April, in Singapore in May and prior to the Forrester IT Forum in June (Thanks to Marius for the photo…
The reality of the credit crisis and the potential for an economic downturn is a hugely important dynamic in our market. Lighthouse is proposing holding a seminar in May to share and discuss various aspects of the situation and tactics that will help minimise the potential AR impact. What should your new AR Modus Operandii…
Voting is now open for the Analyst of the Year. The prestigious award from the Institute of Industry Analyst Relations is the most respected acknowledgement of analysts and analyst firms. To vote, go to http://snipurl.com/23gv1. Only entries coming from ICT vendors and consultancies are taken into consideration. That anonymity helps ensure that all voting is…