Coffee Talk with Robin Schaffer
In this Coffee Talk, Robin Schaffer from NICE Systems (now: UNIT4) talks over her route from AT&T into NICE Systems and into Analyst Relations, and her thoughts about the Analyst Relations Forum.
Building Credibility to Boost Sales with IT Analyst Relations
When talking to IT vendors eager to grow their business I usually come across a number of common challenges they face. One of the biggest issues which lies outside the companies (as opposed to e. g. finance requirements to fund the growth or adding enough skilled people to their workforce) is that once they are…
AR Classics: Get Ahead Of Analysts: The Murphy Approach
For several years in the 1990s I shared a household with an old golden retriever named Murphy. Murphy had ESP. He’d know exactly where one of us would want to be in five minutes. He would position himself right there, in the way. It didn’t matter if the place was the refrigerator, the best chair…
Coffee Talk with Sanchit Vir Gogia
For this Coffee Talk we invited Sanchit Vir Gogia, Chief Analyst and CEO of Greyhound Research, an independent IT & Telecom Research & Advisory firm. He also is the author of the blog As Disruptive As IT Gets.
“I will do it myself.” – Why ‘Trial and Error’ is a Bad Idea in Analyst Relations.
If you think back on the many occasions when you’ve heard this phrase, or for that matter used it yourself – how many times has it been a good idea to give it a try yourself first? Trying something implies that there is the potential to try again if the first attempt fails, or where…
Talk to the Analyst: The Magic Quadrant and Tech Vendors (Part Four)
It is critical for Analyst Relations (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 and…
Coffee Talk with Dr. Efrem Mallach
For this Coffee Talk we’ve invited Kea Company’s own Efrem Mallach. Efrem Mallach, PhD, literally wrote the book on Analyst Relations. A quarter of a century ago, Win Them Over was the first book about influencing analysts, consultants and advisors. Building on his experience at Honeywell and as an analyst, Mallach led two Analyst Relations…
Which Influencers Are Most Relevant?
One of the more common inquiries that Kea Company handles is “How can I know which analysts are most relevant? Should I focus on traditional influencers or put some effort toward these new style influencers?”
