The second-most important pitch for start-ups, after the investor pitch, is the analyst briefing. These are the formal oral presentations which are more or less mandatory for any new solution coming to the IT or telecoms markets. This month I’m gathering data from over 100 professionals who take part in pitches, looking to understand what…
For two reasons: 1. To save money. 2. To get better results.
As part of the ongoing struggle to convince their management about the value of analyst relations, AR professionals often prove the effectiveness of their AR programmes by showing written research with mentions about the vendor. This type of metric is often shortsighted because it does not take into account the verbal delivery of research via…
Getting started with analyst relations can prove to be quite a challenge if a company does not have any previous experience in dealing with analyst companies. At this point it is time to consider the alternatives of in-house analyst relations and/or utilizing an external analyst relations agency.
When asked about analysts and analyst relations the reaction of technology vendors seems to be divided into two main groups. Those that believe that analyst relations is something a vendor is supposed to work on and those that believe that analysts are an external force – some kind of godlike alien species – that works…
In the bustle of daily activities, it is sometimes hard for Analyst Relations (AR) managers to keep their teams focused on their key operational activities. Kea Company created the 5 I’s of Analyst Relations to provide an easy mantra of essential activities.
Warning: Homework ahead! It is critical for AR to thoroughly research a particular Magic Quadrant and its history. Even AR staffs that have been working with Gartner on a MQ for a long time could benefit from doing a little digging into the background of the MQ in order to separate reality from faulty memory…
For a variety of reasons, communications and IT vendor Analyst Relations and executives make a number of mistakes concerning the Gartner Magic Quadrant (MQ) and how their companies should react to it. Decision makers at IT vendors need to take a step back and carefully consider the appropriate level of effort to put into “moving…