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.
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 […]