Identify is the research stage of the IDEAL process model. It’s the stage where we situate the different analyst firms in our market, understand what our goals are, make an inventory of our past interactions with analysts and prioritize the analysts.
I had never heard of Synovate until one of its employees friended me on Facebook. That got me looking at it’s website. Hmm, actually has a little marketing going with some interesting branding (tag line “The global marketing company driven by curiousity”) has hip, clean visuals (brochure cover to left, click to enlarge) and uses social[…]
Everyday Influence is the new blog from Don Bulmer, VP of Influencer Relations at SAP. Interesting title, eh? Don is wicked smart and well worth following. Here is the description “Don Bulmer’s experience, best practices, and perspective on the new world of influencer relations, social media, communications, and leadership.” SageCircleSince 2000, SageCircle has helped analyst relations teams[…]
Last week we posted some “dont’s” about using analyst written research, so it seems appropriate to follow up with some positive actions for how to use the research and recommendations from the industry analysts.
Contrary to popular belief, IT market researchers and advisory analysts do not do either lab-based product evaluations or take an academic ivory tower approach and think great thoughts in isolation. Rather, the primary research tool is talking: talking to clients, vendors, investors, and the press – the people on the front lines of creating and using technology. Doing client inquiries is not only a way to deliver client service, but also one of the best research sources that analysts have available. Every inquiry provides an analyst the opportunity to find out why a client has some vendors on or off the evaluation list, how the product they installed earlier is working out, how good the vendor’s service has been, and so on. By gathering hundreds of data points from a number of sources, analysts can quickly use pattern analysis to determine what is happening in a market or with a vendor. Knowing how this research methodology works gives research clients insights into how they can better use analyst research, either written or spoken.
For consumers of analyst research an important question to ask analysts break during an inquiry is “What are the sources of information and number of […]
Since 2000, SageCircle has helped analyst relations teams to focus on business value by encouraging innovative thinking that leverages insights and drives revenue.
The two analyst firms that are publicly held conducted earnings calls last week, Forrester (February 5) and Gartner (February 6). This analysis does not look at areas of interest to investors, but seeks to pull out insights that are relevant to clients and prospects as well as CIT vendor analyst relations (AR) teams.
For clients of both firms, one important fact jumps out of the earnings calls – price increases will be […]
Since 2000, SageCircle has helped analyst relations teams to focus on business value by encouraging innovative thinking that leverages insights and drives revenue.
For several years now, Gartner Vendor Relations has held quarterly teleconferences for the analyst relations (AR) community. There is a discussion about a topic (e.g., in December it was about the policy change on surveying analysts) and Q&A on any issue. Sometimes the calls are pretty low key and other times it can get quite heated depending on […]
Since 2000, SageCircle has helped analyst relations teams to focus on business value by encouraging innovative thinking that leverages insights and drives revenue.
For IT vendor analyst relations (AR) teams, a critical success factor is treating each IT industry analyst as an individual, not some faceless member of a crowd. For example, knowing that an analyst loathes PowerPoint presentations can be an important “ah ha!” to improving a briefing by eliminating an irritation. Similar “ah ha!”s can be gleamed by knowing where an analyst is in his or her career. There are three major stages in an analyst’s growth cycle which will impact how you deal with them: Novice, Luminary and Sage. Each stage has specific motivators and the analyst comes into discussions with vendors with specific ideas, techniques, and needs.
While critical for AR teams, it is also important for research consumers – end user or vendor – to understand if the analysts they are reading or doing inquiries with are Novices, Luminaries or Sages. Each growth stage can provide different types of insights and advice.
The Novice Analyst – Motivated by knowing what their clients don’t know
Being a Novice analyst should not be considered a negative by any means. Novice analysts generally have strong industry experience – usually focused in one segment; have a sharp intellect; can be very […]
Since 2000, SageCircle has helped analyst relations teams to focus on business value by encouraging innovative thinking that leverages insights and drives revenue.
The goal of SageCircle’s AR Effectiveness Seminar is to teach attendees how to use powerful analyst relations best practices to leverage the analysts’ unique position in the technology marketplace to shape market perception and drive sales. Held the day before IDC’s Directions, the seminar will be in San Jose to make it convenient for folks[…]
Carter will be on Twitter (“follow” me at http://twitter.com/carterlusher) giving a running commentary. Even if you cannot follow live, you can see the complete commentary by clicking on my profile afterwards. The comments will be focused on the interests of members of the IT analyst ecosystem (e.g., AR managers and enterprise IT clients) not investors. The earnings call starts[…]