Evaluating the effectiveness of analyst outreach is Lighthouse’s key activity. One insight it gives us is that even vendors with well-resourced and positive media relations often develop poor relationships with analysts. Typically, that’s because analyst relations managers are measuring the wrong things, or nothing at all. As we have explained back in July, without objective…
Why is the business model for the analyst firms so different in the German-speaking regions? The greater interest in custom consulting projects outstrips demand for research. This is great news for mainstream consulting firms, but a real challenge for the analyst firms. Many strategy consulting firms, such as McKinsey & Company or the Boston Consulting…
Presented below is some food for thought in making AR resolutions for 2006: Stress flexibility and agility of our company’s execution over dominating power. Even for Microsoft this is more critical than ever. Strengths at flexibility and agility as evidenced by user references across targeted vertical markets and your software’s ability to fit into how…
Professors W. Chan Kim and Renee Mauborgne of INSEAD, a well-known business school in Fontainebleau, France, whose book Blue Ocean Strategy: How to Create Uncontested Market Space and Make Competition Irrelevant by Harvard Business School Press, 2005 has become required reading in many international business courses, delivers useful market constructs to align analyst expectations by….
The discussions around how analysts spend their time remind me of just how big of a percentage of time analysts spend supporting new client and renewal sales cycles, and further, how some sales people waste analysts’ time trying to sell using fear versus promoting insight. For example, AMR Research still has a very entrepreneurial intensity…
There’s been a nasty spat over on ARmadgeddon over the question of whether industry analysts spend enough time researching. Look here, there and everywhere. The dispute is this: the clatch at ARmadgeddon think that analysts don’t spend enough time collecting data, and what they do collect is biased against the vendors. I disagreed. A former…
When analyst relation appeared as a community, in the 1980s, a lot of AR specialists were focusing on both consultants and analysts. The first edition of Efrem Mallach’s book, for example, was billed as a guide to ‘corporate consultant relations’. Over the years these two audiences have become separated out. Today, few programmes are focussed…
“Bubbles need not apply…” emphasises the recruitment pack of the Lexis PR agency. I had no idea what they meant when a mentee from my alma mater showed their excellent guide to me (to my mentee, however, the meaning was obvious, so Lexis are ‘on the money’). Presumably hoping to attract the cream of the…