Category Archives: Analyst Relations Management

You may call it behavior modification, but one of the most critical components – often overlooked – for a successful AR social media program or analyst relations management (ARM) application deployment is change management. Without a way to reinforce new … Continue reading

Posted in Analyst Relations Management | Tagged , , , , | Leave a comment

We have identified over 40 key issues that analyst contract managers at vendors (e.g., analyst relations, market research and competitive intelligence) need to be aware of when buying and using services from the IT industry analysts. In this post we … Continue reading

Posted in Analyst Relations Management, Analyst Relations Spending Money | Tagged , | Leave a comment

Organizations that use the Balanced Scorecard to report the effectiveness of their interactions with influencers often make their lives more difficult and the Scorecard less useful by picking the wrong items to measure. This Top 5 looks at issues surrounding … Continue reading

Posted in Analyst Relations Management, Analyst Relations Measurement | 3 Comments

n: Executive sponsorship is a formal program where executives take an active part in establishing AR goals and priorities, providing the resources necessary to achieving the agreed upon goals, explicitly communicating the importance of AR to the company, providing timely … Continue reading

Posted in Analyst Relations Glossary, Analyst Relations Management | Tagged , , , , | Leave a comment

Knowledge is power when it comes to purchasing decisions about analyst firm contracts. Unfortunately, too many contract managers do not understand many of the underlying behavioral drivers when it comes to dealing with Gartner sales representatives, which puts those managers … Continue reading

Posted in Analyst Relations and Recession, Analyst Relations Management, Analyst Relations Spending Money | Tagged , , , , , , | 1 Comment

IBM AR manager extraordinaire John Simonds (Twitter handle) interviewed Carter for his podcast series about AR that he posts on his  “Delusions of Adequacy” blog.  Topics we discussed were: What is the state of A/R right now? What is a good … Continue reading

Posted in Analyst Relations Management, SageCircle news | Tagged , , , , , , | 1 Comment

SageCircle is handling more and more client inquiries about how to reduce the cost of Forrester and Gartner contracts.  One aspect jumps out: too many purchasing managers (e.g., AR, market research, or procurement.) focus on managing costs mainly at contract … Continue reading

Posted in Analyst Relations Management, Analyst Relations Spending Money | Tagged , , , , | 2 Comments

One of SageCircle’s recommendations for AR programs thinking about launching an AR-Sales Partnership Program is to leverage the existing sales infrastructure for training, information distribution, and sales support. These are all critical aspects of creating a partnership, but AR simply … Continue reading

Posted in Analyst Relations Management, Analyst Relations-Sales Partnership | Tagged , , | 1 Comment

A common client inquiry we receive is in the context of someone negotiating with Gartner. Our clients want to know why in the midst of a terrible economic downturn, when vendors are cutting budgets left and right, that Gartner does … Continue reading

Posted in Analyst Relations and Recession, Analyst Relations Management, Analyst Relations Spending Money, Industry Analyst Research Client Best Practices | Tagged , , , , , , | 7 Comments

One of the most hotly commented on SageCircle posts was What are the pluses and minuses of former analysts taking on vendor AR roles?  The blog post had 42 comments with about as many from analysts as from vendors.  There … Continue reading

Posted in Analyst Relations Management | Tagged , | Leave a comment