Archive | Dennington AR

[GUEST POST] Analyst Relations Best Practices: Seven Tips to Make Your Company a Star at Industry Analyst Events

By Caroline Dennington / Dennington AR (@CDenningtonLinkedIn).

Summer is upon us and though that means wet weather for Caroline Dennington in the UK and heatwaves and wildfires for Caroline’s writing partner Phil Nash, analyst relations (AR) professionals around the globe are getting ready for another busy event season with the industry influencers.

InfoSec and Forrester Forum have already taken place in London and once again, Gartner Security & Risk Management Summit in Washington, exceeded all expectations attracting a huge delegate audience and of course, hundreds of analysts!

With Symposium, IDC Directions, Catalyst, BlabkHat and numerous other major events such as Sibos and ACAMS on the calendar, how can AR Managers ensure they secure relevant analyst time at these events and importantly, engage their executives and sales personnel in meaningful conversations? Continue Reading →

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[GUEST POST] “This position has now been filled” – IIAR and Job Postings

By Caroline Dennington / Symantec (@CDenningtonLinkedIn).

When the IIAR was first formed, one of its goals was to enable members to help each other achieve their goals. Primarily this has taken the form of sharing best practice, but we also recognised the value in publishing job postings – analyst relations is quite a specialist field, after all.

A logical place for IIAR member Logicalis to post an ad for a new Analyst Relations manager, therefore, was in the Jobs section of the IIAR web site.

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Ovum, the quietly competent of ICT research industry?

Ovum Industry Congress #oic13If your research firm was a car manufacturer, which one would you be? In the early 20th century, there were hundreds of cars manufacturers and automobiles bought by nobility and industrialists. Fast forward to the present day: mass production has made them accessible to virtually all households and there are now fewer than 10 global car manufacturers. The story is much the same for IT, only on a 30-40 year time frame: just like Hispano-Suiza, few remember Prime Computers, and servers are now bought by business types rather than being operated by an army of lab coats. In other words, IT is becoming more normal from all aspects: financial, procurement, usage… yet more pervasive than ever. Just like you would not think of riding on horseback to fetch your loaf of bread, who could do without accessing email on their smartphone? Continue Reading →

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[GUEST POST] A tale of two sales teams – an analysis of Gartner’s & Forrester’s 2012 financials

Dave Noble / Intelligen AR (‎@IntelligenAR, LinkedIn) recently posted a good insight on his blog at looking in to the financial results of Gartner and Forrester. To go directly to the article click this link.

If you ever wanted evidence that success in the analyst business is about more than good research, then the latest financial results from Gartner and Forrester tell the story – it’s as much

If you ever wanted evidence that success in the analyst business is about more than good research, then the latest financial results from Gartner and Forrester tell the story – it’s as much about sales performance as anything else.

In its earnings call on Wednesday (US time) Forrester chairman & CEO, George Colony, CFO Michael Doyle & recently-appointed chief sales officer, Mike Morhardt, all pinned the blame for weak 2012 results on a complex sales compensation plan implemented in early 2012, which subsequently accelerated salesforce attrition & impacted bookings growth. Continue Reading →

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