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.

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

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

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.

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.

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.

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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