Influence
A key part of Lighthouse’s approach to AR measurement is that it not only help prove that it’s adding value, but also helps businesses control their risk of being outflanked by competitors. The flip side is also true: AR teams that are only measuring their own activity, or outputs that might not reflect real business…
Last October, after Hyperion hired Howard Dresner, we asked what happens when a competitor hires the analyst who follows your firm. Generally, not many analysts want to move into an analyst relations role (see Richard‘s comment) and not every analyst thinks former analysts make good AR people (See James’ opinion). So it was no surprise…
I’ve just been writing a précis of an interesting report contrasting the analyst relations performance of super-sized technology businesses. While the findings are useful for any large $10bn-plus business with multiple divisions, the report uses desk research to estimate the strategies of firms like General Electric; IBM; Microsoft; Philips and Siemens (the report’s author had…
InformationWeek’s Larry Greenemeier and Paul McDougall have written to suggest that the growing contradiction between analyst firm’s obligations to vendors and to buyer is subject to a uncomfortable conspiracy of silence. They are, in our opinion, largely right and slightly wrong. Certainly, there is a lot that happens in the relationship between analyst firms and…
Cross-cultural issues loom large in the AR teams of most multinationals, and there is an interesting discussion on whether the German offices of US firms are closer to the German culture than to the US culture. That’s an interesting discussion, and one usefully illustrated by examples. For example, I recently visited the large German offices…
Dr. Thorsten Wichman, CEO of the Berlecon Research firm in Germany, has something to say about my hypothesis about why analysts’ consulting services are so much more in demand there. German speakers can see Thorsten’s comments, together with a good summary of my thoughts, on his blog. My very rough summary of his comments are…
Readership of this blog is continuing to rise, it’s time to take a moment to explain who writes this blog and where we are coming from. In a nutshell, Duncan Chapple is a former analyst that helps global providers of high technology solutions to track and improve their rapport with influential analysts around the world….
Next month I’m lecturing to Sheffield MBA students about the connection between PR and the brand. Businesses that sell to other businesses, like yours probably, have especially deep branding needs. You are often trading on intangibles, because you are selling to savvy buyers. However, most of the spokespeople I meet are so focused on topical,…