Author Archive | Ludovic Leforestier

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.

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Gartner improves the vendor briefing process

In the most recent Gartner Analyst Relations Newsletter, Peter Kalinowski explains how the Vendor
Briefings
process has been simplified based on feedback received from AR professionals.

Amongst other things, all analysts now have access to the materials and the scheduling is easier. Also, vendors are getting a single point of contact -a welcome return to the client relationship model that META Group used.

This is a great improvement however some other questions like materials under NDA and access by Gartner’s consultants have been raised at the last IIAR Forum and would merit being clarified.

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A dream for a collaborative AR platform

Gartner Inc. (NYSE:IT) came around yesterday for the IIAR forum at CA’s offices (thanks to Geoff Dorrington for hosting). So, thank you Aaron Yaverski (GVP High Tech Provider Product Management) and Andrew Rosenblatt (from Product Development). They presented some of the roadmap for the “Gartner for AR” offering and this got me thinking…The first thing they spoke about was the progress they made on the granularity and refresh cycle of the inquiry mining service. This is great news for vendors as it means they can now have an idea of what sort of things IT users are asking Gartner analysts. Of course, for confidentiality reasons we can’t access the details but it’s fantastic to have some insights on the conversations Gartner analysts are having with their end-user clients. IMHO, this is really the value of Gartner, not the actual research notes they produce.And as David Taylor commented, having a deeper understanding of how Gartner’s Influences the sales cycle, could a great step forward in solving the “Holy Grail” of measurement.

About that research, another point of importance is that the five star rankings are now available to IT vendors, but we can’t rank them let alone comment on them – like we can do on Forrester’s. While I understand there may be some sensitivities around this, it would be great to see Gartner opening the kimono and harness the community around itself.

Then we went in to “pie in the sky mode” as Gartner asked what we’d like. It was very encouraging to see Aaron and Andrew proactively soliciting views and opinions from the European AR community on what we would like to see in the future.

For me, we need a paradigm shift: Gartner needs to move from being a super Google, from presenting us information in the best way they can (and they’re doing a good job at that) towards a partnership approach. I’d like Gartner.com to be more like Facebook and less like my online banking site: of course it’s great to be able to check which bank transactions I’ve made but it would be way better if I could use the site to work with the analyst.

My Gartner-Facebook site would look like this:

  • I could check the analysts availability and that would help solving one of the biggest headache AR people have: scheduling briefings for busy execs and busy analysts who have more chance to meet in the airport lounge than in my customer visit centre. Oh, and by the way, if that Australian analyst that I deal with all the time is planning to visit London, I’d like to know please. It would be both a best use of analysts time as their travels would be optimised and save vendors money collectively.
  • Andrew showed us a “my activity” box which displayed the latest searches any given user has made. But hang on, that’s NOT my activity with Gartner. What I’d like is a report of all my inquiries, all my briefings and all my SAS days, etc.. This would help solving my second problem: reporting back to my boss my interactions with Gartner.
  • Next is the collaborative aspect. We spend a lot of time PDF’ing, zipping and sending Powerpoints (because we like our 50+ slides decks with lots of customer logo pages and our email systems don’t like anything over 10MB), receiving draft research notes and sending them back with our comments. I’d like to be able to post them on the “analyst wall”, check she/he’s got access to the latest version of our deck because otherwise he’ll be advising customers using old information. And also, make it available to his/her colleagues –or not if it’s under NDA.
  • For SAS days, the GartnerFacebook site would have a project page with a checklist and attachments: first scoping call, presentation abstract and title if it’s a speaking gig (that’s important for our marketing teams to send invites), briefing material, agenda of the day, logistics, etc…
  • The list could go on and on, but I guess by now you understand what I’m up to: I’d like a workflow extranet to interact with analysts. Some of the pieces are there already: at the IIAR we use Google Docs to share and peer review documents, I use Google Calendar to discover that I can’t attend the Forrester drinks because it clashes with the School Bingo Night, we have an extranet to post content, etc…

So, in short, what I’d like is a tool that reflects what we do together with the analysts, rather than something were I can just consume research. Gartner for AR is going in the right direction with providing us better insight into our clients and prospects’ mind, but it’s still a one-way street.

PS: From what Aaron and Andrew said, there are going to be many more discussions in the next few weeks and months. I’d encourage you to share your views and thoughts with Gartner – either by commenting on this blog or talking to Gartner directly. It looks like there are going to be some good and interesting developments happening later in the year. Now is our chance to make sure our voices are being heard.

PPS: thanks to Hannah Kirkmann, Marius Jost, David Taylor and David Rossiter for their input and for reviewing this post.

Disclaimer: The views expressed on this blog post are my own and do not necessarily reflect the views of Oracle or other members of the IIAR. While every effort has been made to ensure accuracy and compliance with copyright laws, we can’t be held liable for any unintentional misrepresentation on this post but are happy to correct any wrongs quickly.

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IIAR Member Directory

The new IIAR Member Directory has just been posted to the IIAR website – to view, go to the Library section, under IIAR General Information (membership required for access).

The directory will be updated regularly so if any members who are not included would like to be added to future editions, please just drop me an email. If any information included is incorrect or out-of-date, please let Hannah know.

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Blogging…

I never thought this would be so difficult!

Duncan kindly suggested WordPress because it’s much better, which I did. It’s much more difficult to set up than blogger and as soon as I did Catherine was commenting on Twitter that it’s buggy. I finally got around redirecting it but still can’t get the domains to work on WordPress (apparently I have to do something to the INAME or whatever) so that it’s seamless between the blog and analystrelations.org.

Anyway, it’s now up and running and all the IIAR members can post. We’ll be accepting guest posts too.

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Welcome to the IIAR blog!

During yesterday’s forum, kindly hosted by Susan from Logica and masterfully chaired by Janine from Vodafone, it has been decided to create a blog for the Institute. So, here here we go.
In accordance with the IIAR philosophy, it will be open to all the members and won’t be a single version of the truth -because we don’t see the world in black and white. We want this blog to be a community forum where we can debate openly, some posts might be controversial and that all more intesting.  As such, it is also a way to share thoughts and engage with the analyst community, about analyst relations the industry in general.

We will also post here survey results highlights, Task Forces thoughts, ideas around best practices and more.  However, the detailed results, best practices papers, presentations will remain on analystrelations.org‘s members area.

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