Developing valuable relationships by understanding analysts attitudes and needs
Clay Cocalis, the vp of worldwide sales for TowerGroup, focusses on three clusters of buyers: “We typically don’t sell into the sales organization, we mostly go into analyst relations, marketing or to the C level“ Cocalis says. Cocalis’ comments reflect one of the most startling effects of the growth of analyst relations: AR is now…
An American colleague working from Lighthouse’s London office today had what he called “a classic English moment”. London is not a hot city in any meaning sense of the word. Today is one of the hottest days of the year, yet we have just 88 degrees Farenheit and 31% humidity; it is less comfortable in…
Our Analyst Value Survey (AVS) considers itself to be independent from the analyst firms. Every year or so an analyst will ask if we are, sometimes directly or more often not. It’s almost always a response to the same stimulus: our annual survey of users of analysts’ services and insights: a large majority of the…
What happens when everyone one uses the same ‘rule of thumb’? Most of us use general principles to simplify the complexity around us. But if almost all of use make the same simplifications, and we base our work on that which is most obvious, then someone else benefits from that which is least obvious. Analyst…
While the research world is increasingly global, the work of everyday life is still marked strongly by national cultures. I tend to recommend Kate Fox’s book, Watching the English, to international professionals trying to cross the cultural divide when working with folk in England. To a degree, much of her findings also hold true for…
Lighthouse is offering analyst relations teams a free conference call on the IDEAL methodology – to get an invitation, please email analysts at lighthousear dot com. Over the last couple months we have been engaged in our IDEAL powered AR audit. This sees us interviewing leading AR practitioners about the makeup of their analyst relations…
The growing demand for analyst relations managers is also reflected in the rising interest in training for analyst relations. However, training can only meet some needs, and not all people will find training seminars the best way to develop analyst relations expertise. Lighthouse has four-level development program for analyst relations managers. Each stage is focused…
Tomorrow, a team from Lighthouse will be running our foundation course in California’s Bay area. Nature has blessed the state with a fertile wine growing region. Over half a million acres have been cultivated by over 1,000 vineyards, making it the largest wine-growing region outside western Europe. The Bay area is the centre of the…