As part of the Analyst Observatory’s Influencer Pitch Process research, 44 people at analyst pitches (on either side of the table) told us about times when the meetings went badly wrong. Seven mistakes came up time and time again. Indeed, everyone who commented mentioned at least one of these seven errors.
The IT industry analysts do a good job of researching and analysing the IT industry. Where they often do not do a good job lies in educating their own clients on how to use the research and recommendations. This is critical because analyst clients could end up making wrong decisions about technology and services, putting…
Most people trying to reach a decision for a vendor, a product or a service will try to get at least a couple of third party opinions on the downsides or benefits of any particular choice. In addition to recommendations from friends and business partners the world’s influencers are often key-components in this process.
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.
Services analysts are rapidly becoming major influencers in the telecoms and networking industries because they offer context and reassurance to managers in the business lines. It’s a strong parallel of the way that IBM has been one of the firms most trusted by telecoms analysts, despite not being a telecoms specialist. The snapshot below from our 2014 Analyst Value…
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.