Developing valuable relationships by understanding analysts attitudes and needs
This weekend I’m re-reading Market-Driven Management by Frederick Webster, the core book in his MBA elective on business-to-business marketing which I took at Dartmouth. It focuses on the major shift in the 1990s away from strategic planning and towards customer-orientation. That’s a shift than analyst relations has yet to complete. In a nutshell, the strategic…
Vinnie has kindly written on our Recession communications course. There’s very deep interest in this topic, and our webinar on the topic had our highest-ever number of registrations. Vinnie compares the cooling of the high tech markets to the ‘nuclear winter’ of January 2002, when that course last ran. However, there’s another climatic comparison that…
One of Lighthouse’s traditions is the Boardroom: an annual working lunch for AR professionals, hosted in San Jose, CA, the week before Gartner’s Symposium. In April 2007, we met to discuss ways to maximize the value of AR in a recessionary environment. Geoff Roach is an wonderful host, and arranged a private boardroom for us…
Phew! We’ve just finished the number crunching from our readers’ survey. We’ve asked readers to rate the importance of 75 topics covered in analyst relations training courses. Participants have already received the results. We had an excellent response, with respondents spread fairly evenly between AR managers in telecoms, software, storage and ‘powerhouse’ technology providers. Around…
A “military victory,” in the sense of total control over the whole territory imposed on the entire population, is not possible.Henry Kissinger, former US Secretary of State, quoted in this week’s Marine Corps Times. Competitive approaches in tech market reflects military doctrine in two ways. First, there is great variance between the dominant doctrines found…
Some folk think we are over-impressed by the novelty of Forrester’s move towards multi-vendor briefing days. Thanks to Barbara for her comment: “I’m surprised that you don’t see the Forrester Briefing Day program pretty much as an analyst implementation of a vendor AR briefing day.I don’t see much common ground with the 3rd party multi-client/multi-analyst…
The IIAR is developing its rapport with specialist ICT recruitment experts. As a service provided free-of-charge to members of the IIAR who are considering changing roles, recruitment consultants will offer market appraisals, a view on those companies currently recruiting as well offering guidance on the structure and format of candidates’ CVs prior to them applying…
Interest in Lighthouse’s new course on Recession AR: Maximising the Value of Analyst Relations is continuing to grow. We have added a extra date, so the course will now run three times: At the Silicon Valley Capital Club on Monday April 16. Geoff Roach, Aberdeen Group’s former Vice President for Private Equity Services, will run…