Author: SageCircle

Commercially available systems – The ROI of an Analyst Relationship Management System (part two)

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icon-tools.jpgThis is the second in a series of posts that will explore the resources required and the advantages gained in using a formal analyst relationship management (ARM) system.  In this post we look at some of the commercially available products.  Upcoming posts will suggest some best practices in using a system, and look at the values that can be obtained.  Your comments are encouraged. 

Where is your ARM?

Analyst Relations programs can use systems that are built in-house or use commercially-available software either on-site or hosted.  Significant factors in making the decision are the available IT support resources and the methods and resources you use to maintain the database.  Some teams have also expressed concerns about data privacy with hosted applications, but these concerns are effectively addressed by commercial providers with state-of-the-art security features.

If you do elect to create and maintain the database internally you will need to plan AR resources for ongoing research and maintenance Typical AR teams do not have […]

What is the definition of “analyst”?

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Over on Twitter, there is a conversation starting about the definition of “analyst.” This post is to provide a place to gather ideas and see if we can come to consensus. Please leave comments with your thoughts.

There is almost no barrier to entry for someone to call themselves an analyst. All one needs is an opinion, laptop, cell phone, blog/website and (maybe) a business card. There are no state certification boards, no professional associations and no university degrees.

For analyst relations (AR) and public relations (PR) professionals this is not a trivial issue as there are more and more demands on their […]

AR’s turn – How industry analysts can come to briefings better prepared

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After we published Research consumer’s turn – How industry analysts can be better prepared for inquiries we received several suggestions about how we should give AR managers’ their turn. In this case, the AR managers wanted to give the analysts a few friendly tips to the analysts about how the analysts can come to briefings better prepared.

In private conversations, AR professionals are more than happy to critique the analysts’ level of preparedness for a briefing. However, the AR pros are loath to actually say something to the analyst for fear of hurting the relationship or courting retaliation. We think that these fears are unfounded as most analysts would appreciate reasonable suggestions for how they can improve what they do. AR pros can leave suggestions via comments to this post (anonymously if you like) or by sending SageCircle an e-mail (info [at] sagecircle dot com). We will aggregate e-mailed suggestions and add them to this post.

To get the ball rolling here are few ideas that should only take an analyst a few minutes to do immediately prior to a briefing:

  • Review the information or materials that the vendor has (hopefully) […]

Why technology buyers use the IT industry analysts

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Sometimes IT and telecommunications vendors express frustration at the very existence of IT advisory analysts and their influence with the technology buyers (aka end users or IT managers). Often the vendors accuse the IT buyers of being lazy or stupid because they use the analysts instead of doing the research themselves. Bloggers are equally amazed at why end users would spend money on analyst contracts when there is so much information available for free on the Internet.

The reality is that the advisory analysts provide valuable services to technology buyers and have earned the trust of those buyers over the years. When they don’t understand the true reasons why the advisory analysts are widely used, vendor executives will miss opportunities to invest in analyst relations efforts.  This is also true for the sales force who need to understand the motivations for using the analysts,  Training is critical for preparing sales reps to handle lucrative deals that are impacted by IT analysts.

There are a number of reasons why IT advisory analysts exist and […]

Social media is a multi-facet opportunity for major industry analyst firms

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icon-social-media-blue.jpgMajor analyst firms like AMR Research, Gartner, IDC and Ovum are rightly criticized for being slow out the gate when it comes to addressing and using social media. The one major firm that has done the most to leverage the potential of social media is Forrester, but even Forrester has not been as aggressive as it could be. Here are some ways that major analysts firms should be involved with social media tools:

Research it

Social media should be a topic of research.  We think this is quite obvious, but with the exception of Forrester none of the major firms have done any in-depth, systematic research on the topic. No doubt some of the firms will say that […]

Use the analysts’ words to build executive understanding about the impact of the analysts on sales

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One of the critical success factors for analyst relations is strong executive sponsorship. Many AR teams believe they have executive sponsorship when in reality they do not. In these cases, AR is misinterpreting an agreement to do the occasional briefing as executive sponsorship. AR needs to persuade executives to take an active sponsorship and oversight role instead of just giving a passive, generic endorsement.

A key step in creating strong executive sponsorship is building the executives’ understanding the impact the communications and IT industry analysts have on vendors’ enterprise sales efforts. One technique for getting your executive to the “ah ha!” moment is by letting the analysts tell the story.

The first suggestion is have your executives listen to a few minutes of Gartner’s 2008 Investor Analyst Day webcast (click or visit the Gartner Investor Relations page). Starting at the 29:07 mark, Gartner SVP of Research Peter Sondergaard is explaining the value that IT managers […]

Why AR is more important than PR for a Startup [Startup Saturday]

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rocket-for-startups.jpgResearch by SageCircle, H&K (in multiple Technology Influencer Studies conducted by Penn, Schoen & Berland Associates), Lighthouse AR and other AR advisory groups has consistently shown that the most significant influence on purchases is peer recommendation and personal contacts.  Second is industry analyst opinion, which leads all other influence including advertising and PR.  For a startup attempting to break into an existing market or carve out a new market space this is critical information.

For a startup, traditional PR is certainly important and should not be ignored, but allocation of resources to AR can provide a higher ROI.  Press is very transient and even an outstanding article or mention does not have staying power over the long run if it gets buried in the clutter of a Google search.  Analyst reports have a much longer shelf life and may be referred to months after they are published as a relevant research note is more likely to surface during a research search on the analyst firm website.  Good research consumers will then contact the analyst firm for an update or discuss the report during an inquiry.

Industry analysts also convey information at industry events, act as sources for reporters, and can even have influence on Wall Street.  It is therefore critical that they are […]

Top Five Ways Analyst Relations can Help Sales [Vendor Sales]

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icon-dollar-euro.jpgThe ultimate goal of Analyst Relations is to drive revenues for your company.  Analysts influence revenues in a variety of ways that may impact your sales team and how they interact with current or prospective customers.  An effective AR program recognizes that there needs to be a high level of cooperation between Sales and AR. The basis of this cooperation is mutual assistance, collaboration, and communication.  This does not happen by accident, and should be part of your overall AR plan.

Obviously you have to develop your program in conjunction with the needs of your particular sales team needs, but some basic concepts apply to all AR teams.

#5 – Feed analyst research to Sales that can be used as collateral.

How you distribute analyst research will depend on the analyst firm and your contracts.  However, summary reports, abstracts, and public information can always be passed to the sales team.  This is often done well by creating a “silver bullet” memo that puts the research in context and positions it clearly for […]