Influence
Eva Hörtrich (@eva_hoertrich) is somebody whom we long wanted to bring into our Coffee Talk series: somebody with long experience and one of the Analyst Relations managers who is in the most interesting position because she’s in a global brand and working part-time in a role that stretches all the way through the the analyst relations process from building relationships to managing…
In Q1 and Q2 2005, Paul Allen conducted research with 50 EMEA analysts across the leading analyst houses into exactly what they thought of both technology vendors and PR/AR agencies. Back then Paul and I were working from the Lighthouse & Rainier office in Palladium House. Paul found that agencies have much to learn about delivering analyst relations…
Vicky Griffith, who succeeded me as director of analyst relations at Brodeur in 2002, shared these ten tips to increase sales on the Pleon website in 2005, when she was still Vicky Steel. Pleon is now long gone, so I thought I’d share the article. It’s still useful. Decision making is not getting any easier –…
Yesterday I spent a couple of hours with Rick Nash discussing AR and Analyst Relationship Maturity. Rick is a Kansas City-based AR leader. Like many, he uses a relationship ladder to track the progress that he makes in building rapport with analysts. I coined the phrase Analyst Relationship Maturity back in 2005 and developed a…
In a discussion at the Informatics Forum at the University of Edinburgh on September 19, Efrem Mallach outlined his 40 years in the industry to a seminar room crowded with technology researchers. The university is Europe’s largest centre for IT research. Efrem’s second job was in Honeywell; he ended up as a manager of competitive analysis. In…
Debleena Paul from SapientNitro and Vodafone’s David Taylor stressed the role of maturity in sales enablement when speaking at the Analyst Relations Forum on September 17th. Go to market strategy has a direct influence on how easily AR teams can enable sales. Taylor, who previously contributed to Kea’s sales enablement process, stressed the global factors that need…
Unexpectedly, the Analyst Value Survey has identified some new areas where the leading analyst firms seem to be failing. Yesterday’s preview webinar for participants in the Analyst Value Survey found a lot of continuity in the market. Looking at the top 15 firms, we found that: Influence on buyers is fairly stable Gartner is the…
We are now gleefully buried in charts this week as we dig through the data from the Analyst Value Survey, rather like children rolling in the bountiful autumn leaf fall. We’re learning a lot. The larger number of participants is allowing us to see some substantial trends in the data. As you might imagine we…