Archive | April, 2008

Last chance to vote for your analyst of the year!

The Institute of Industry Analyst Relations closes the Analyst of the Year survey at 10:00 p.m. BST on Wednesday April 30. To vote, go to http://snipurl.com/23gv1. In exchange for sharing your opinion, you’ll get a summary of the results next month.

The IIAR is a not-for-profit organization established to raise industry awareness of the value of analyst relations, promote and share best practice in AR, and give opportunities for AR professionals to meet and network with their industry peers. Members can participate in regular events and teleconferences, gain access to a growing online library of AR tools and resources, and contribute and share experiences with other AR professionals through working parties.

To find out more, visit the IIAR website at www.analystrelations.org.

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Around Josh Krischer from Josh Krischer & Associates in 12 questions

Josh KrischerThis week, in our continuing series of analyst interviews, Josh Krischer, founder and principal analyst with Josh Krischer & Associates, shares his insight on the IT analysis market.

  1. What are your coverage areas?
    I cover Mainframes, high-end computing, storage, disaster recovery techniques and data center consolidation.

  2. What are your opinions of the IT Analysis Marketplace and where do you see it going?
    Vendors, in particular large companies, tend to devote too much attention to analyst firms rather than to individual analysts. Much bigger spending with the large companies and not enough support for the small, independent shops.IBM EMEA, for example range the analysts according to their influence and reputation and not for which company they work. For example, despite being a “small shop” I evaluated last year several RFPs among them most likely the largest storage RFP in EMEA (two digit million EUR)
    Some time ago, giving interview to a German journalist I was asked what is the difference between the services which a small company (like mine) can give in comparison to the large players. My answer was that in analogy it is like the differences between a department store and a boutique. I can tailor my services better to customers’ needs.
  3. What’s your typical day like?
    Every day is different; emails, projects, meetings, admin , marketing, vendor briefings, writing, etc. Storage is very dynamic industry, with constant flow of news on announcements, acquisitions and new innovations therefore I spent a lot of time on self-study and research.
    For example an excerpt from a proposal for RFP evaluation:

    Scope of the Work
    To fulfil the above obligation, the Service Provider will provide the Client with the Service provider who shall perform the following tasks:

    1. Prepare validity proof of the vendors’ claims.

    2. Set decision criteria matrix and assign weights for each proposal according to this matrix.

    3. Verification of the assessment prepared by the procurement team.

    4. Prepare numerical and graphical presentation of each vendor proposal.

    5. Prepare price comparisons (against the prices obtained in other, especially European, countries) and suggestions for the negotiations with the vendors.

    6. Deliver arguments for negotiations and support during the negotiations with the vendors

    7. Comparisons of the proposals from the strategic point of view and according to bank requirements

    8. Prepare management summary and recommendations.

    9. PowerPoint presentation of points 1-7

    10. Two days discussions with technical and management staff in xxxx .

    Depends on the RFP size such evaluation will take from 3 to 10 days to complete. In my previous life, working for a large analyst company the output was usually 30 minutes conference call sometimes followed by an email.

  4. Now, c’mon, tell me an AR horror story?
    Too many; all the vendors which „danced around me“ when I was VP research in Gartner but disappeared since I left.
    A funny AR story (not bizarre) on NDA and confidential information:
    Being a new analyst I called Steve Bardige (AR manager EMC) and ask him about a project with code name „calypso“. After asking the question I could hear Steve fainting on the other side of the Atlantic. After few second he answered; „Josh, you are not supposed to know about this project and not to mention even this code name, how did you find about it?“ I answered, „it was easy, one of EMC marketing guys in Germany made a presentation about Calypso on GUIDE/SHARE (IBM users forum) meeting in Hamburg.
    The morals of the story are: 1) that in some companies the AR are too paranoid in relation to secrecy 2) Giving information to customers before telling it to analysts may put analysts ( who the users expect to know everything) in inconvenient situations 3) sometimes an analyst may know more than you may expect.
  5. How do you position your firm? What is your business model? (where are your revenues coming from, mix between users and vendors?)
    In 2007, about 60% of my turnover came from IT end users: I work with them on various projects, including RFP evaluations. With vendors, I author positioning papers, technical white-papers and carry-out sales training.

  6. What is your research methodology, in 255 characters or less? (primary research, F2F or phone, secondary only, etc…)
    Trying to attend any vendor briefing which I can (and trying to stay awake), speaking with customers and trying to learn from their experience. Trying to listen and to ask as many questions as possible. Searching daily for new information and evaluating it. Usually have more value speaking with CTOs or product managers than with CEOs.
  7. Any favourite AR professional you’d like to mention? And why?
    Hans-Jürgen Rehm IBM Germany, Bill Reed of IBM EMEA, Ludovic Leforestier of Oracle (ex-IBM EMEA), Steven Zivanic of DataDirect (ex-HDS US) – always very helpful in good times and bad times.]
  8. Tell us about one good AR practice you’ve experienced or one good AR event you’ve attended.
    Never lie to analyst and try not to waste his time
  9. What are your offerings and key deliverables?
    RFP evaluations, Assistance with RFP preparations, Pricing evaluations & negotiations with vendors, Strategy development, Proofs of concept, Refresh of knowledge.
    Competitive analysis, SWOT analysis,Operations management & engineering
    Presentation preparation & delivery, Market analysis & business development

    Pre-sales consulting, Authoring & education, Keynote speeches, Revitalizing and motivating sales organizations, Sales training, New product opportunity – research and introduction ,Major account development and management, Marketing communications planning
  10. Any hobbies or favourite restaurant / food that you’d like to share?Gardening, carpentry. Any food ( with the exception of English) which is “dead” in particular Thai, Lebanese and Italian]
  11. What is your biggest challenges for the upcoming 6 months? And for the next 30 mn?
    To be the best analyst in the areas which I cover
  12. Is there another analyst (a peer in your firm or with another firm) whose work you rate highly?
    Dave Russell, Gartner – professional, fair and modest
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Around Ray Wang from Forrester in 10 questions

Ray WangThis week we have the pleasure of interviewing R “Ray” Wang from Forrester Research. In his spare time, he also contributes to the insightful Software Insiders blog. Thanks to Ray for his insights on the Software industry and also some thought provoking views on the IT Analysis industry too.

  1. What are your coverage areas?
    Research agendas for the business process and applications role focus on sustainable enterprise application strategies that include areas such as organizational readiness, vendor selection, software licensing and pricing, contract negotiations, instance consolidation, and SOA strategies for packaged apps such as ERP, Order Hubs, and Project Based Solutions. In addition, research focuses on business processes such as the order management cycle and continuous customer management, and I look at functional areas such as customer data integration and the impact of service-oriented architecture (SOA) on packaged applications. From a technology strategy perspective, I spend time evaluating the the emerging area of software ecosystems for SI’s and ISV’s.

Continue Reading →

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Around Rüdiger Spies from IDC in 9 Questions

R SpiesThe IIAR has started a series of email interviews, where analysts from around the world are presented. We have talked to Rüdiger Spies from IDC . Thanks again fo him for the time he spent to give us some insight about IDC and the industry.

 

 

1. What are your coverage areas?

A) It’s pretty broad – basically Enterprise Applications (ERP, CRM, SCM, DW / BI, etc.) combined with architectures (SOA), integration technologies and related applications (i.e., BPM, workflow, mashups, social computing). As enterprises tend more and more to establish a common platform as their backbone system, integration among the different pieces becomes more weight than pure point to point approaches technologies. Seamless integration and cross system, cross dependent and cross enterprise workflows become paramount to success in multi-enterprise business networks.

B) A second focus area is intellectual property (i.e. patents, trademarks, IP portfolios, licensing). I am working with the patent law firm DHS in Munich, Germany and focus on the high-tech industry.

 

2. What are your opinions of the IT Analysis Marketplace and where do you see it going?

The market has matured and will continue to do so. A number of niche and boutique firms have grown under the price umbrella of the three big players. Computer technologies will continue to need advice at management level, however required skill levels and visible engagement of solid analysts will continue to increase. Lightweight analysis is in many instances already available on the internet. I think also the
requirement to think across technologies, across vendors and across subject area will increase.

 

3. What’s your typical day like?

Well, in the morning I get up, have my tea and start to work. That might be in Munich, Paris, London or in Boston or wherever our services are required.

 

4. Now, c’mon, tell me an AR horror story?

The day before the official analyst conference started the vendor had organized some outdoor activities. Unfortunately, two of my colleagues got seriously hurt during the outdoor activities. That was not a good
start to the conference.

 

5. How do you position your firm? What is your business model?

We are global IT and related industries market and trend watchers with the longest successful track record in the IT analyst market.

 

6. What is your research methodology, in 255 characters or less?

The research is going into many dimensions. There are ongoing market development studies that are based on a globally integrated model.
There are region or country specific studies and there are studies that are developed as part of special interest groups. All quantitative results and qualitative trends are based on primary industry research. In the vertical industries we rely on a team of experienced industry professionals. Overall the approach is structured and consistent – the best results combining a top down and a bottom up approach.

 

7. Tell us about one good AR practice you’ve experienced or one good AR event you’ve attended.

Good events respect the time constraints of analysts and care about travel convenience. Don’t choose strange locations. And the best AR people should work in a similar manner as analyst do. This way vendors are able to coordinate AR work on a global level.

8. What are your offerings and key deliverables?

 

In a nutshell – on one hand everything vendors need to know to make future oriented strategy decisions … and on the other hand everything required to tactically address specific markets. End users get the best insight into trends and mid to longer term developments in the industry that is influencing their ability to operate

9. Do you have any hobbies or favourite restaurants / food that you’d like to share with us?

 

Analysts are in many instances social people, however they still care about their privacy.

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Blog readership continues to double

IIAR blog readership continues to rise Readership of the IIAR’s blog has continued to rise over the last few months. In fact, the number of visitors doubled in February, March and April.

David’s post on Ethics and Independence Among Industry Analysts has caught huge attention, as has Jonny’s Analyst of the year survey.

The next most-read article was about our 2007 survey which showed that IIAR members felt Forrester rose in influence. Ludovic’s post our dream for a collaborative AR platform was also popular.

Of course the readership of the blog also reflects the IIAR’s growing audience. 150 people have joined us on Yahoo, 33 on LinkedIn, and even 32 hipsters on Facebook. There are also 18 on the German-language list. To find our more, visit us at analystrelations.org.

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Analyst of the year

IIAR Analyst of the Year

Do you want your favourite analyst to be recognised?

Do you feel that enough recognition is given to your preferred analyst house?

If you have answered ‘yes’ to any of the above questions – please fill in the analyst of the year survey now. This survey is open to everyone who works in AR. Send the link to your colleagues in the industry and make sure your voice counts.

… don’t delay though as the deadline for the survey is rapidly approaching (end of April 2008).

To take part in the survey please click here.

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Around Ben Wood from CCS Insight in 11 Questions

ben Wood matrix Today we hear from Ben Wood who is a director at CCS Insight and one of the best known analysts in the mobile world. He and others in the CCS Insight team can be found blogging here.

1. What are your coverage areas?
CCS Insight specialises in research about the mobile and wireless industry — but we have a diverse range of customers from all sectors, because mobile is on the agenda of almost every company these days. Personally, I’m best known for my knowledge of mobile devices and everything that is associated with them — applications, services and so on. Continue Reading →

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Around R. David Hofferberth of Service Performance Insight in 12 questions

R. David HofferberthContinuing our series of analyst interviews, next into the hotseat is David Hofferberth, from Service Performance Insights, one of the few analysts covering the Professional Services market -a huge but little spoken about industry.

  1. What are your coverage areas?
    I cover business applications that are used in the professional services sector. Traditionally, these have boiled down to include Enterprise Resource Planning (ERP) and Professional Services Automation (PSA). However, now I am also beginning to review other applications that include Human Capital Management (HCM), Procurement and Business Intelligence (BI) The lines have begun to blur as more product-driven organizations realize services will become one of their core differentiators going forward, I am now actually spending more time now talking to the professional services divisions of these companies.
  2. What are your opinions of the IT Analysis Marketplace and where do you see it going?
    There are obviously fewer major analyst firms than there were a decade ago, similar to what I have seen in the business application market. I would expect there will always be three to five large IT analyst firms to keep the market competitive and provide different points of view. However, I have seen a number of analysts, including myself, who have ventured out on their own. This independence has allowed us to focus on specific areas of interest, without the need to change our area focus every time some new supposed “breakthrough technology” comes along.
  3. What’s your typical day like?
    I have a long but enjoyable day typically. My commute is very short, as I only have to walk up one floor to my office. That is when I am not traveling. I begin each morning scanning the e-mail I received overnight as well as the headlines from the various technology and business-related periodicals. In the morning I normally interact with people over in Europe, while later in the day I speak with people on the West Coast and Far East when necessary. I try to deliver any information that is asked of me in the morning, as I prefer to spend my afternoons conducting research and writing.

  4. Now, c’mon, tell me an AR horror story?
    I have only had two AR interactions that went a poorly in my ten years of being an analyst. The sessions were argumentative and not very productive for either me or the company I interviewed. Ironically, neither of these two organizations lasted six months after my meeting with them. It probably came down to their ego in trying to tell me how the world has changed, and my disagreement that what they were doing was really world-changing.
  5. How do you position your firm? What is your business model? (where are your revenues coming from, mix between users and vendors?)
    I established my firm so that I could continue my research into workforce productivity through the use of information technology. Ideally, I conduct research in the professional services sector and how they use technology, then publish the research and sell it on my website. From time to time I do consulting with end-user organizations when they have a specific need such as an independent opinion of their application infrastructure and where they should go ahead going forward. I also give speeches at a number of software conferences as well as other independent conferences focused on specific topics that interest me. These conferences generally bring leads for additional work, as well as provide me contact information on organizations that I eventually survey. Currently my revenue is approximately 75% from end-user organizations and 25% from independent software vendors.
  6. What is your research methodology, in 255 characters or less? (primary research, F2F or phone, secondary only, etc…)
    I conduct primary research via surveys, by phone, or in person. I believe that primary research is fundamental to my ongoing success.
  7. Any favourite AR professional you’d like to mention? And why?
    I will say a Ludovic Leforestier of Oracle because he is the one who introduced me to this Blog. Most of the AR staffs that I have met with keep me informed on a regular basis. However, Ludovic does a better job than most of keeping the current with Oracle’s activities.
  8. Tell us about one good AR practice you’ve experienced or one good AR event you’ve attended.
    The larger software firms typically have the most seasoned and polished AR practices. They understand the importance of keeping analysts informed in a timely manner. Analysts don’t like to be caught off guard when announcements are made. I especially like it when they provide me with concise information on current announcements in a book or PDF format, so that I can keep it and review as needed. I also like when these organizations provide me with a CD or thumb-drive with all of the relevant presentations on them that I can use as needed.
  9. What are your offerings and key deliverables?
    My firm has a number of offerings: from marketing strategy, to solution development, to presentations to reports. Each of the offerings have key deliverables that range from a one page a write up of the meeting that I attended to more customized research and analysis, which ultimately leads to presentation slides.
  10. Any hobbies or favourite restaurant / food that you’d like to share?
    One of the great things about being an analyst is that during your travels you have the opportunity to eat at many great restaurants. Currently, my favorite restaurant is Boulevard in San Francisco. However, it is always nice to stop at a Wolfgang Puck restaurant during my travels. In London, my favorite restaurant is the Bleeding Heart, which combines excellent food and an intriguing atmosphere.
  11. What is your biggest challenges for the upcoming 6 months? And for the next 30 mn?
    When I became an analyst again two years ago I thought that I would be spending a majority of my time covering the PSA market, as that is where I gained market credibility a decade ago. However the ERP solution market has begun to make significant inroads in the professional services sector. I must continue to research the ERP solutions, as they are much more complex than the PSA solutions I spent most of the last decade covering. It is important for me to understand each of the vendors’ integration strategy, and how that will improve performance going forward. I suppose for the next 30 minutes I must work hard to get this document completed, as well as handle a number of phone calls that continue to interrupt me.
  12. Is there another analyst (a peer in your firm or with another firm) whose work you rate highly?
    There aren’t many analysts who cover business solutions for the services. I would suppose that I always had a lot of respect for Matt Light at Gartner Group who occasionally ventures into this area.
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IDG to merge IDC with Gartner?

We have heard today (from three sources) that IDG, the parent of IDC, intends to buy Silver Lake Partners’ share in Gartner and the holdings of CEO Eugene Hall. As part of the deal Neil Bradford, former head of Forrester Americas, and Anthony Parslow, until recently head of Datamonitor, will replace Gene Hall as co-CEOs. Bradford will direct the US business; Parslow (who serves on IDG’s board) will head Gartner’s troubled operations outside the Americas. This is obviously news that will shape the industry – you have seen it first here!

Generally speaking, this isn’t a surprise.

– Silver Lake was, for a long time, the largest shareholder in Gartner. As the firm’s stock price rose it aimed to cash in its gains. Despite a large share buy-back by Gartner, the value of the shares has now fallen. Silver Lake is looking for opportunities to exit. IDG will pay a 7% premium over the current Gartner stock price.

– IDG has a strategic orientation towards expanding its share of the analyst industry. It narrowly lost out to Gartner in bidding for META Group. It sees the possibility for a roll-up spanning different price points across the value chain. IDC’s end-user Insights businesses could gain from the custom-consulting and mid-market work that Gartner cannot do economically. The businesses could also benefit from common base data, as the Datamonitor companies do.

– Gene Hall has revolutionised Gartner, and taken it to a new level. It’s a good time for him to cash in and move on.

However, we are skeptical of claims that IDG will merge IDC and Gartner. There are two strong brands with different positions. The main opportunity in the closer co-operation is for IDG’s non-IDC services to reuse and promote Gartner research, and to use IDG’s events business to rebuild Gartner’s now-sold vision events business.

To see a copy of IDG’s statement, please click here:
http://tinyurl.com/2q9j9y

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