Our April SageTalk features Stephen Loudermilk who will explore the essential customer testimonials and references with industry analyst firms and consultants necessary for every AR professional. By helping industry analysts partner with key client references, companies can increase their market share by enhancing their overall messaging and strategic corporate direction as well as internal and[…]
We often hear AR teams complain about the difficulty getting full team participation in their Analyst Relationship Management (ARM) application. It seems that some team members don’t appreciate the value or perhaps are not sufficiently trained. When only part of the data is entered it limits the ability to generate metrics or encourage good collaboration.
Dave was speaking with the CTO of ARInsights the other day during one of the periodic calls we have with them about ways their product can more effectively manage an AR program. The discussion was about their soon to be released Add-In for Outlook 2007. Just as with the 2003 version this code helps to integrate their ARchitect product into the normal work day and automate data entry.
If you send an email to one or more analysts, even using blind carbons, the integration allows you to create an interaction and post the data directly into the ARM. This makes tracking activity such as sending out quarterly earnings, press releases, or simple exchanges very easy. You can also track your email threads automatically – allowing team members to know about activity with analysts you have in common.
Forward planning is critical for an effective AR program. Integration between your Outlook calendar and ARchitect enables you to easily create future interactions, add then to your personal Outlook, log them to ARchitect, and display them on […]
Since 2000, SageCircle has helped analyst relations teams to focus on business value by encouraging innovative thinking that leverages insights and drives revenue.
Obviously, SageCircle really, really focuses on AR and the analysts (click on the graphic to the right to enlarge).
However, Wordle is not just a toy, but potentially a useful tool for analyst relations professions with analysts that blog. Now you can in a minute with only a simple cut-and-paste of a URL get a feel for the most frequent – and by extension, most important – words in an analyst’s blog. For example, the word cloud to the left is for […]
Since 2000, SageCircle has helped analyst relations teams to focus on business value by encouraging innovative thinking that leverages insights and drives revenue.
This is the fourth 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 investigate how these systems can enhance collaboration. Other posts will explore metrics and look at the values that can be obtained. Your comments are encouraged.
It is 11 PM, do you know where your analyst is?
AR teams should know the perception of analysts long before the curfew of a Magic Quadrant. Getting blindsided by a presentation, or knowing you have been dropped from a short list is never fun. There are many ways to determine current analyst perception – but one not to be overlooked is simple team collaboration. This becomes especially true with larger AR teams, or those that are organizationally or geographically distributed.
Tracking your AR activities and the perceptions that analysts have about your company is not an individual effort, but requires teamwork. Methods that promote easy sharing of […]
Since 2000, SageCircle has helped analyst relations teams to focus on business value by encouraging innovative thinking that leverages insights and drives revenue.
This is the third 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 review some best practices in using a system. Other posts will explore metrics and look at the values that can be obtained. Your comments are encouraged.
Data entry needs
A good ARM will allow you to append interaction information to each analyst record. This information can include personal entries about analyst perception, but most significantly it can be the corporate memory of analyst interactions. By recording the date, type, and results of each interaction with each analyst you build a history that is available to the entire AR staff as well as new members.
We have heard comments from AR managers who believe that data entry into any ARM takes too much effort and the value is not worth the work involved.* This is a short sighted view for several reasons.
Since 2000, SageCircle has helped analyst relations teams to focus on business value by encouraging innovative thinking that leverages insights and drives revenue.
This 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 […]
Since 2000, SageCircle has helped analyst relations teams to focus on business value by encouraging innovative thinking that leverages insights and drives revenue.
This is the first 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 will look at the characteristics of a good system. In future posts we will review some of the commercially available products, suggest some best practices in using a system, and look at the values that can be obtained. Your comments are encouraged.
What is an ARM?
Sales and service organizations have long used customer relationship management (CRM) systems to provide customer service, track and promote sales, and maintain general customer records. These can range across home-grown in-house systems, commercially-available software run by IT, and hosted solutions provided by outside firms. The value of these systems is well documented. Public Relations departments often track their work in PR-specific systems that fit into the same three categories. Analyst Relations teams need to look to […]
Since 2000, SageCircle has helped analyst relations teams to focus on business value by encouraging innovative thinking that leverages insights and drives revenue.
Managing relationships with your IT Industry Analysts is not unlike salespeople managing their customer relationships. Therefore it is surprising that so many AR teams do not employ a CRM-style system tailored to analysts. An Analyst Relationship Manager (ARM) system can greatly improve group collaboration and efficiency while maintaining a corporate history of analyst interactions. A survey of AR teams can turn up processes that use spreadsheets, small databases, paper files, or modified sales contact systems. Record keeping and group collaboration may take the form of shared file spaces and extended email threads. These piecemeal attempts generally do not […]
Since 2000, SageCircle has helped analyst relations teams to focus on business value by encouraging innovative thinking that leverages insights and drives revenue.
