Developing valuable relationships by understanding analysts attitudes and needs
Our concerns about the evenness of role-based research are deepened by Forrester’s latest AR research AR’s Graveyard: Unmet Sales Commitments. Forrester’s guidance is that, because most AR teams struggle to show how they contribute to their firm’s bottom line, they should focus on marketing and not attempt to support the sales function. Our view is…
Many thanks to a senior researcher in an international analyst firm for allowing me to share this comment with you: it gives a great flavour of the frustrations of many industry analysts… Some companies have such poor AR. There is one very big vendor who is infamous in our market for having the laziest AR…
Our post on growth opportunities for competitors to Forrester and Gartner has triggered some discussion, both in our monthly ‘Advisor Spotlight’ webinar, another blog and on our Boardroom. In particular, there’s a real discussion about how far other analyst firms have a toehold in the end-user market from which they can grow. In the Boardroom…
There’s some discussion on how to spot a good analyst, which has won some kudos. What this post really describes are the analysts who are most likely to give satisfying verbal interactions. However, other analysts, even ‘poor’ ones, are often as influential or more influential. Senior analysts are often not the ones who are on…
Around 150 executives were here with me for the start of IDC’s ICT Forum in Berlin, and the numbers are now probably closer to twice that. There are a number of AR professionals here, and it’s a good opportunity for them to see how large events like this can run well, and be improved. IDC…
Readers of this blog know our view is that firms reaching out to analysts need to have some situational awareness, and be able to show they understand the wider business environment. Increasingly, this means understanding the impact of the declining dollar and the need to shift to ‘Recession strategies’. Best estimates are the the dollar…
There are still a few places available for Thursday’s webinar on planning and alignment for analyst relations. After that, the next session in Efrem Mallach’s ‘Win Them Over‘ series on analyst relations is about executing analyst relations outreach: the ‘engine’ in the analyst relations process. The seminars are based on Efrem’s well-known one-day course. We’ll…
The latest ARmadgeddon post is an article by Bill Hopkins. I just saw it on my way out for lunch with one of Gartner’s competitors – who had already been discussing the article to see if it suggests any opportunities for them. Hopkins seems to feel that the role of analyst firms is to meet…