Over the last 12 years, my colleagues and I have run dozens of webinars and telephone conferences to address the most frequently asked questions of analyst relations managers. This week I’ve been running the numbers, looking to see which topics got the most attention. Several of these topics were used more for than one event and, indeed, looking back even to 2003 I can see that some of the topics are timeless. Five thoughts come to mind. Continue Reading →
Originally posted by Bram Weerts from KEA on BramWeerts.com: Non-Academic Views.
On the 5th of March, the IIAR (The Institute of Industry Analyst Relations) will hold a panel that will discuss what the ethical standards should be across the analyst industry. Kind as they are at the IIAR, they have invited me to take place at the table in London. I would like to take the opportunity to give a bit of my vision before the 5th. Since nobody reads my words, it will not hurt the discussion.
While the Northern hemisphere is getting chilly, this is the one month when salespeople at firms like Gartner and Forrester really start to sweat. Many vendors sign off their major contracts with analysts firms around now, and it’s a great opportunity for analyst firms and vendors to maximise the value from their contracts.
Despite the huge scale of vendor spending with analysts, many users don’t get the best value from their subscriptions. Gartner has a huge number of account managers and, while some clients don’t like being sold to, the advantage of working with Gartner is that it works harder than most other firms to make sure that seat-holders benefit from what they have bought.
By: Duncan Chapple, Consultancy Director at Loudhouse
This is an independent opinion piece submitted by an IIAR member and AR professional – it does not represent the official views of the IIAR.
Analyst relations (AR) programs have a substantial opportunity for improvement. This month I’ve been reviewing ten years’ worth of data from the Analyst Attitude Survey, which Loudhouse Research and Lighthouse AR co-produce. Around 700 analysts have taken part in the survey and, after around 180 analysts downloaded the summary last week, I’ve also been thinking over comments from them. What I’ve seen is that there’s a real opportunity to work smarter and more strategically. Continue Reading →
Nice post on Ovum by the folks at Loudhouse Blog, reprinted here with their permission. Of course, because it’s a Loudhouse post it’s not the official IIAR position, in case anyone thought otherwise. See also the other Ovum posts on this blog, including the one on our recent IIAR London Forum featuring Ovum’s top management.
Ovum, which has been the leading European-headquartered analyst firm for around twenty years, has been going through a lot of change. That seems to be confusing both the vendor community and analyst relations professionals, who grilled the firm’s management recently. Vendors are questioning Ovum’s relevance now in way we have not seen before. The changes at Ovum are causing these confusions unintentionally but, despite that, the firm remains a key influencer in Europe.
The confusion is also a reflection of Ovum’s sales tactics. Many of our clients primarily experience Ovum through the way that its account managers approach them. In a pretty typical interaction this week, one of our wisest clients asked: does Ovum really matter? We meet them, and then they call back to sell us reprint rights on what we told them. Continue Reading →
The IIAR’s developing discussion on the crisis in AR (reflected by analysts’ declining comfort in recommending solutions) took interesting turn recently. In the the institute’s second conference call on the topic, I was asked to spell out suggestions for how analysts can reverse the falling quality of information sharing by vendors, which is the root cause of analysts’ lowering confidence. These are my four suggestions. Continue Reading →
Following a long week at Oracle Open World, I attended the West Coast IIAR meeting organised by Peggy O’Neil from H&K and hosted by Evan Quinn from HP, with several of my colleagues and a room full of AR peers.
Carter from SageCircle interviewed me (and Annemiek Hamelink from Wagged) after that exhausting week:
Oracle’s Ludovic Leforestier with a quick update on the Euro IT analyst landscape « SageCircle Blog
What do you think?
Are independent European firms doing well?
Are they influential and “largely untouched”?
The IIAR maintains a job postings page on its web site:
The Institute of Industry Analyst Relations
Posting is free for advertisers, just drop an email to our secretary: hkirkman at analystrelations dot org.
Sage Circle also has a jobs page, mostly for US positions.