AR Classics: Priscilla Awde on Telling the truth
Telling the truth: analysts tell operators and vendors what needs to be said rather than what is popular
Four expectations you need when interacting with Gartner
Gartner cares about IT buyers, not suppliers. That’s part of the DNA of the firm, from its very first decade. Of course, it’s also why suppliers of technology solutions take Gartner so seriously. In most markets, no other analyst firm is more successful in winning the trust of buyers. • Spokespeople need to be motivated…
COVID-19 boosts fear, authoritarianism and industry analysts
It’s been several weeks since I posted on the blog. I, and most of the analysts and analyst relations people I’ve been speaking to, have never been under more pressure. Clients and colleagues, friends and family, have to come first, I’ve been posting less frequently on this blog since January. It’s been several weeks since…
AR Classics: Gideon Gartner on Theory G and sales
Gideon Gartner’s website has been toppled by PHP problems, so I’m reposting one of the articles I’ve spent the most time reviewing while writing my PhD. In it, the Gartner, Inc, founder explains the role of the firm’s guiding theory in developing its approach to sales and pricing. Around 1986 I was still working to…
Vijay Modha: To pitch or not to pitch?
Retail industry consultant Vijay Modha is an expert on more than technology, operations and strategy. He’s also coached many business founders through pitches, and in particular to secure investment.
Hidden Champions? Part 2: Four ways niche analyst firms can win
Niche analyst firms in any market can learn a lot from four factors holding back the leading specialist firms in one of the most attractive markets: fintech.
Can tech marketing fit the preferences of young professionals?
A new blog post (https://wp.me/p4go6f-GL) by my Edinburgh University colleague Evelyn Antony picks up on some interesting points. According to Andrew Defrancesco one of the obvious challenges for analyst relations and B2B influencer relations professionals is that the pool of analyst relations (AR) specialists is small and the AR function has struggled to gain profile…
Webinar: What AR delivers, and what it’s asked for
On 31 March I’ll be presenting the findings from CCgroup’s annual survey of analyst relations professionals. In this survey, we’re highlighting the difference between what in-house AR people are asked to deliver by their managers, and what agency-side people actually can deliver. You can help with the research. Please take the survey at https://www.surveymonkey.com/r/DH3J2WS and…
