Developing valuable relationships by understanding analysts attitudes and needs
When hiring analyst relations team members, should firms look for senior or junior staff? That’s the question I’ve been evaluating recently in a discussion with a colleague in Silicon Valley. “If AR is done right there are no seniors and juniors, it is just one team acting in unison”, says my correspondent. There’s a lot…
Industry analyst firms, like Gartner, AMR, Forrester, and Ovum represent a multi-billion dollar market of specialist advisory firms that consult to large enterprises on the basis of an independent research agenda. That influence is strong across almost every market sector. Analysts influence between 40% and 60% of commercial technology deals in the United States, and…
Melissa Beck has written a short article on analyst relations for the Washington Institute of Technology magazine. She explains how often a third-party industry analyst or firm will be referenced as unbiased persuasion to buy, sell, or invest and outlines some key myths in AR: Myth #1: A Sales Presentation can be used as an Industry Analyst…
We are holding our foundation course in Singapore, Influencing Industry Analysts, on Monday 15th August 2005. This is the first level of four courses aimed at analyst relations managers with differing goals and spans of control. The Singapore course has been substantially reworked to reflect the broader responsibilities of pan-regional managers. It offers a comprehensive…
Today’s New York Times has a further installment on the dispute the Altera which wrote about on Wednesday. Thanks to John Sun at Mobile Analyst Watch for pointing this article out. In it some other companies, which are also hard with critical analysts, get a roasting. It’s only a matter of time until this spotlight…
Most blogs fail to get past the first ten postings, but Mobile Analyst Watch is now up and walking. Silicon Valley geek John Sun has started his own blog, which tracks the analysts covering the mobile devices, content and services market. If you have a chance then check it out. John has a broad approach…
Our annual Analyst Attitude Survey benchmarking study shows how the key principles of analyst relations success are the same in many tech markets, but the results are amplified where the deal size is larger, like telecoms. Generally, there are a lot of indicators that point in the same direction. Compared to their competitors, firms that…
According to an article from the New York Times, a Wall Street technology analyst has been forced to drop coverage of semiconductor leader Altera. According to Times journalist Gretchen Morgenson, Tad LaFountain is “dropping coverage of the Altera Corporation, an industry giant, because its executives had told him they would not take his phone calls,…