[Job Posting] Agency AR Director Wanted – USA

Burson-Marsteller’s Technology Practice has an opening at the Director (VP) level. This is a high profile position working with major global clients. Analyst relations experience is required, such as outreach to support events and announcements, creating strategic plans, and recommending strategies and tactics to support client analyst relations objectives. Candidates should possess strong writing and client counseling skills as well as the ability to pitch and win new business. The Director/MD will be responsible for leading new business strategies and execution encompassing public relations and IAR.

*The Director can be based in Boston, New York City, Chicago, San Francisco or DC – USA. Continue reading

[Guest Post] Why IT Vendors Should Take Industry Analysts (More) Seriously

By: Dr Neil Pollock, University of Edinburgh Business School

After several years’ research on industry analysts and IT Research firms there are some interesting conclusions to be reached on how industry analyst firms are exerting influence on IT vendors and their product markets. This is just a snapshot of some of Dr. Pollock’s findings.

1. Industry Analysts Stifle Novelty

The first point shows how industry analysts are one of the new ‘institutions of information technology’ with the cognitive authority to shape technological fields. One common way they do this is through proposing names and definitions for emerging technological trends, an activity with positive and negative consequences. We saw, for instance, how this could stifle innovation. IT vendors offering new kinds of products were penalised if their technologies did not conform to standard product definitions. We observed how one seemingly novel solution belonging to a newcomer received a critical review, which led to its rejection from a major procurement contest, effectively calling into question the robustness of its solution. The suggestion here is that industry analysts can help but also hinder innovation. Continue reading

[GUEST POST] Maximizing the impact of an analyst briefing – 2 of 2

 By: Richard Stiennon, Chief Research Analyst at IT-Harvest and a former VP of Research at Gartner

The second of a two-part blog on ’Maximizing the impact of an analyst briefing’. This is an adapted excerpt from Richard Stiennon’s book - Up and to the RIGHT: Strategy and Tactics of Analyst Influence. You can read part 1 here. The IIAR will be holding a webinar with Richard on October 4th to hear more about his book and IIAR members wishing to buy his book will receive a 50% discount.

Build a relationship

Every interaction with the analyst builds on your relationship but the briefing is a structured opportunity to establish a communication bond. It is important to identify who is going to represent the company to the analyst.  Contact consistency is key. If a different person briefs the analyst each time, they are not going to know anyone at your company at all. There are two separate bonds to create. The bond with the AR/PR person and the bond with the product person. Continue reading

Constellation Research continues expansion with digital marketing appointment

By Dave Noble, IIAR board member & APJ chapter lead

Constellation Research has added to its research portfolio with the appointment of an Australian digital media veteran to lead its coverage of digital marketing transformation, a new research theme which again shifts focus away from traditional IT purchasers and on to business buyers.

Based in Sydney, Gavin Heaton was for five years the leader of social media engagement for SAP’s Premier Customer Network, a CEO peer group encompassing 300 of the software vendor’s most strategic global accounts – not surprisingly, few of these customers are located in the southern hemisphere. Continue reading

[Guest Post] Maximizing the impact of an analyst briefing – 1 of 2

 By: Richard Stiennon, Chief Research Analyst at IT-Harvest and a former VP of Research at Gartner

In a two-part blog, the IIAR will be publishing an adapted excerpt from Richard Stiennon’s book - Up and to the RIGHT: Strategy and Tactics of Analyst Influence. In this post Richard provides some advice to AR pros on ‘Maximizing the impact of an analyst briefing’. The IIAR will be holding a webinar with Richard on October 4th to hear more about his book and IIAR members wishing to buy his book will receive a 50% discount.

Most analyst firms, including Gartner, do not charge for analyst briefings. Savvy PR professionals take advantage of this to get early recognition of their clients. The analyst briefing is one of the most important ways to influence a vendor’s position in the all important Gartner Magic Quadrant. With Gartner, the vetting process is more stringent than for an inquiry, which is another opportunity to interact with key analysts but is reserved for paying clients.  You have to fill out a briefing request and send it in. You should know beforehand which analysts you want on the call; if you appeal to more than one, you may get several on the call. A briefing is a rare opportunity to get a full hour of an analyst’s time. Follow this guide to maximize the impact of your analyst briefings. Continue reading

REMINDER: IIAR to host cocktail reception for AR managers, Sept. 19 in Palo Alto

The IIAR will be hosting a free cocktail reception for AR managers in Palo Alto, CA on Wednesday, Sept. 19 at the Westin Hotel from 5:30-7:30 PM.

This reception is being sponsored by the IIAR in conjunction with the AR Insights ARchitect User Forum 2012, which is running the following day (Sept. 20) from 9AM-3PM PDT at the Westin Palo Alto. The User Forum includes general AR topics in addition to ARchitect focused topics. Please contact Ed Capps (edcapps@arinsights.com) if you are interested in more information about ARchitect or about the ARchitect User Forum.

The IIAR-sponsored Cocktail Reception is free and open to all AR professionals, and we welcome your attendance and participation. We hope to see you there !! If you want more information or have questions, don’t hesitate to contact Gerry Van Zandt at gerryvz@hp.com or via Twitter at @gerryvz

Around Phil Hassey from capioIT in 10 questions

Following on from the recent IIAR APJ panel discussion on New Analyst Firm Business Models, we hear from Phil Hassey – Founder of capioIT. Phil set up the company two years ago having established the Australian and Services business units at Springboard Research  where he was Vice President and been Services Director for IDC. He is widely regarded as one of the leading IT experts in the Asia-Pacific region. You can hear more via his blog and on twitter.

  1. What are your coverage areas?
    capioIT focuses on emerging technology and delivery models in emerging markets. From that footing there is a focus on integrating the emerging and disruptive business models from technology to the business.
  2. What are your opinions of the IT Analysis Marketplace and where do you see it going?
    The broad church that is the IT Analysis marketplace is on the cusp of fundamental change. The days of IT analyst firms from New England completely dominating the market will reduce with increased opportunity and demand for insight from emerging markets (geographic and technology) based analyst/advisory firms. Continue reading

[Job Posting] Sage Group Seeks AR Consultant in Palo Alto, CA – USA

The Sage Group is looking for an Analyst Relations Consultant for a leading cloud computing company in Palo Alto, CA. This individual will work with the Cloud Infrastructure Management team to drive both inbound and outbound information sharing programs.

Responsibilities include: Continue reading

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