Archive | AR Agencies

[Guest Post] Analysts are treated inhumanely

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 →

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[GUEST POST] Will the real leader please stand up?

I know many of you are short of time so I will try to summarise my point here. In almost 20 years spent in the influencer relations world I can count the number of AR people achieving senior promotions to leadership roles on one hand. I’ve participated in many conversations over the years with AR professionals feeling left out of those promotion decisions, maybe it’s time to either accept that as the status quo or chose to do something about it. The rest of my post focuses on doing something about it.

If you’re like me you’ll have read or listened to discussions that, on reflection were just common sense or obvious, I’m increasingly concerned that common sense doesn’t prevail and there are times when you need a simple reminder that can act as a catalyst to help you take a decision or move forward in some way. I’m hoping that this post is one of those.. Continue Reading →

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[GUEST POST] Despite it all, Ovum is still a tier one analyst firm in Europe

Ovum logo - IIAR websiteNice 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 →

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[GUEST POST] Big Dogs don’t yap: the secret ingredient for MQ success

Blog courtesy of: Simon Levin (IIAR Board Member)

What is it that makes the difference when it comes to making the step up into the Leaders section of Gartner’s Magic Quadrant? Ever wondered what companies who gain recognition as Leaders have in common? Having seen four of our MQ Tune-Up clients gain Leaders status for the first time last quarter, I thought it might be interesting to go looking for some common themes or attributes.

And as it turned out, the exercise was well worth the effort, because it highlighted one key factor I’d never consciously identified before.

We’re calling it the Big Dog syndrome, and it’s all about looking the part, acting like a Leader right from the start, and, above all, believing that that top right quadrant is your rightful home.

There’s more about this idea on The Skills Connection’s blog but the essence of it is blindingly simple. For a company to be perceived as a Leader, it has to have a leaderly air about it. It has to radiate conviction, as well as competence. It needs to put its case across well, but without the yapping, snapping desperation that marks out those that try too hard. Continue Reading →

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[Guest Post] Does the consulting approach beat published research?

Simon Levin / Skills Connections (IIAR, 2013)By: Simon Levin, The Skills Connection / IIAR UK Co-Chapter Lead

We saw an interesting blogging spat last week between Stanton Jones of ISG and Lydia Leong at Gartner, with the flames fanned by tweeted comments from Phil Fersht of HfS. The row was centred on some research published recently by Lydia on managed hosting providers, but its ramifications are much wider.

For those who haven’t yet followed the Twitter feeds and blog links, let me try to summarise what’s going on.

Stanton’s charge is that Magic Quadrants serve a purpose by offering insight into vendors and products, but that the high-level nature of the analysis means they are poor primary tools for making choices. He emphasises the lack of nuance possible in a written article, compared with the detailed, customised insight that can be provided via a consulting engagement. And, of course, he is right. Continue Reading →

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IIAR Teleconference: KCG and Intelligen present an APJ view of the global analyst landscape

Due to popular demand we will once again be holding KCG’s presentation on the global analyst landscape. It proved a huge hit among US and EMEA AR audiences so we would like to extend the opportunity to those of you in Asia-Pacific to take part.

The teleconference will be held on Wednesday 6th June at 11am Sydney / 9am Singapore when the Knowledge Capital Group (KCG) will be delivering an APJ perspective on the definitive market share and market size numbers for Analyst Firms globally. Continue Reading →

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[Guest Post] The Secret Sauce and the Secret Sorcerers by Simon Levin

I was sitting in the middle of a noisy intellectual ruckus about the future of research and advisory services some weeks back when an odd thought struck me.

It was at the London IIAR meeting in March, where R “Ray” Wang and his Constellation all-stars were agitating for radical change in the research industry. Ray was talking about new models, new delivery methods, and new value propositions, while some very respected AR practitioners were questioning the value of his approach. Did the world need this kind of shake-up? And, if so, was it really going to change the nature of AR’s dealings with analysts?

I was supposed to be keeping the peace and chairing the meeting. But I kept being distracted by thoughts about whether all this might be relevant to me.

I suspect our clients at The Skills Connection have a narrow view of AR, centered almost entirely on the analysts’ impact on buying decisions.

And this thought made me ponder how much that’s true for AR in general. Continue Reading →

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IIAR US Teleconference: KCG presents its take on the global analyst landscape

Next Thursday 10th May at 11am EST / 8am PST / 4pm BST The Knowledge Capital Group (KCG) will be sharing its findings on the definitive market share and market size numbers for Analyst Firms globally.

Every spring KCG conducts a survey looking at the analyst landscape using a selection of data sources including; publicly available revenues, privately sourced figures and business model evaluation among others. KCG then estimates the total Sell Side and Buy Side markets for over 400 firms worldwide. During this call KCG will be presenting its latest findings using 2011 figures and updating the KCG “Mystical Box Chart”. This is an MQ like representation of the relative market position of the major and significant emerging and specialty firms. Continue Reading →

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[GUEST POST] The Wi-Fi isn’t working!

I’m here at an analyst conference, trying to combine a seamless online and offline experience. The presentations are compelling, the panel discussions are lively, and I should be using social media to augment and amplify the information I’m soaking up from my seat in the second-to-back row.

Except that I can’t. Because, as usual, the Wi-Fi isn’t working.

Sure, there’s a Wi-Fi network, and it worked OK for 30 minutes yesterday, but today, the connectivity is pretty much nada. I’m at a central London hotel where the IT infrastructure is clearly not up to the job, especially when 300-plus delegates all try and connect their notebook, tablet and mobile phone to the network. First, the network slows, then it just stops responding. I’m not alone. Over coffee with the chief analyst, he shrugs and says “yeah. I’ve got the same problem!”

This is very frustrating but also unfortunately commonplace. Even the GSMA couldn’t make the free Wi-Fi work at Mobile World Congress in Barcelona. There were Wi-Fi nodes available, but nobody I met was unable to draw data across them. And no, it’s not always so easy to switch over to good old 3G, especially when you’re incurring data roaming charges. Continue Reading →

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[GUEST POST] Timing is everything

There’s no penalty for jumping the gun

On your marks. Get Set. Go. When the starting gun goes off, there is always going to be a rush of adrenalin, a surge of excitement, and a striving to get up to speed and do your best.

But when the starting gun goes off in relation to a Gartner Magic Quadrant (MQ) assessment of your company, in many ways it is already too late.

Magic Quadrants generally appear once a year. For the companies who are on the receiving end, they can be make or break factors, with a huge influence on business prospects for the year ahead.

For the analysts involved, they are important pieces of work, but they have to be fitted in alongside research reports, client inquiries and meetings, events and presentations, custom engagements, webinars, blogs, and a host of other commitments. Leaving all the rest of an analyst’s annual workload aside, producing a Magic Quadrant means identifying and investigating multiple companies that will appear in the final diagram. On top of this, the analyst has to give due consideration to all the peripheral candidates that need to be evaluated before decisions can be taken about whether or not they should be included.

The wonder is not that so many MQ assessments leave so many vendors feeling disappointed, but that so many MQs win general acceptance as being pretty fair, diligent, and useful assessments of the state of play in particular markets.

To read the full article click here.

Extract courtesy of Simon Levin, MD (Europe) – The Skills Connection

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IIAR Café at Gartner Symposium, Orlando – 17 Oct 2011

The IIAR will be hosting a members-only networking event during the Gartner Symposium, in Orlando, USA on Monday 17th October, 6pm ET.

After a frantic day of briefings and workshops come and relax with IIAR friends over a cold drink. It’s a great way to wind down plus the perfect chance to discuss where and how you would like to see the IIAR grow and develop. There is the opportunity to exchange thoughts and share best practices in a relaxed setting before the evening entertainment and corporate dinners begin. Hosting the café will be Stephen England from KCG.

For details of the event and to register your interest please email: henrietta(at)analystrelations(dot)org.

 

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[Guest Post] IIAR UK Forum – Sales and Social Media Debated

Contributor: David Rossiter, Head of Sunesis Analyst Relations and Director, Harvard PR

I was delighted to host the IIAR (Institute of Industry Analyst Relations) forum yesterday in a very sunny and hot London.

It is always great to see how many AR professionals are willing to come along and meet old friends, make new contacts, learn about best practice and share their own experiences.

Fionnula Fitzsimons gave an absolutely excellent presentation on AR and sales. It was interesting, insightful and practical. Anyone in AR who needs to get their sales teams on board and demonstrate the value that AR can add to the sales cycle should make sure they get a copy of her presentation (downloadable by IIAR members from Huddle).

And then, we had an excellent panel debate on how analysts use social media with Richard Edwards (Ovum), Dale Vile (Freeform Dynamics) and Dean Bubley (Disruptive Analysis). Robert De Souza of IPsoft chaired a lively discussion. Continue Reading →

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What’s happening at Yankee Group?

Yankee’s Group’s summer repositioning and restructuring has, more or less, completed the firm’s evolution from a full-service analyst and consulting firm into a data-driven research and advisory firm focussed on mobility (which the firm defines as advancements that enable fluid access to any content, applications or services from any device, by anyone, from anywhere at anytime). Continue Reading →

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IIAR Asia/Pacific Virtual Forum: Value of Social Media to APJ AR

The IIAR will be holding is first Virtual Forum in Asia/Pacific with a guest panel to discuss:
What’s the value of social media to Asia/Pacific AR professionals?
  • Steven Noble – Senior Analyst (eBusiness & Channel Strategy), Forrester
  • Mandi Bateson – Director, Digital, Hill & Knowlton
  • Dave Noble – Asia/Pacific Chapter Lead, IIAR (moderator) Continue Reading →
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Four ways analysts must respond to the crisis

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 →

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[Guest Post] The Use and Abuse of Analysts (poor things)

NB: This is a cross-post from the Buzz Method blog, where it was originally posted in January 2011. Please note that the views expressed within the article do not necessarily reflect those of the IIAR – they are the opinion of Dominic Pannell, founder of Buzz Method Ltd (@buzzmethod). You can find the interview of Quocirca’s founder here: Around Clive Longbottom from Quocirca in 10 questions.

I just stumbled across an extremely useful document that those prolific chaps at Quocirca published back in 2007 (I seem to recall posting a link at the time). It’s packed with great information and spells out how not to treat members of the analyst community – the report “Use and abuse of analysts” might need updating a little and I would like to see it expanded to include other ‘influencers’ (perhaps I will when I have time), but it should certainly be compulsory reading for anyone entering the world of AR.

All of the guidelines set out in the document are broken either by accident or deliberately every day of the week by ICT companies of all sizes and the communications agencies/consultants they employ. Trust me, it’s a fact. Continue Reading →

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(Job Posting) Edelman Seeks Senior Account Executive for Analyst Relations

Senior Account Executive – Analyst Relations, Silicon Valley office (San Mateo)

Job Duties Summary:

The successful candidate will work primarily with the A&R Edelman InSight Analyst Relations Team to support key named AR clients (including Adobe and HP), in the day-to-day execution of analyst relations programs. Daily responsibilities include developing analyst plans and strategies in support of product launches and events, managing the industry analyst database, fielding incoming inquiries, planning and scheduling industry analyst briefings and tours, reporting activities to client contact on a daily basis, etc. Continue Reading →

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[Job Posting] VMware Seeks Group Manager, Industry Analyst Relations

Group Manager, Industry Analyst Relations

Virtualization is the technology that is poised to change the way we think about computing. VMware (NYSE: VMW) is the global leader in virtualization solutions from the desktop to the datacenter. Customers of all sizes rely on VMware to reduce capital and operating expenses, ensure business continuity, strengthen security and go green. With 2008 revenues of $1.9 billion, more than 130,000 customers and more than 22,000 partners, VMware is one of the fastest-growing public software companies. VMware’s award-winning technology, market-leading position and culture of excellence provide the more than 6,600 passionate people we employ in 40 locations worldwide with a platform for professional growth and the excitement of being an early-stage innovator.

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[JOB POSTING] Waggener Edstrom Seeks Senior Account Executive for their Microsoft Windows Client team

Waggener Edstrom is looking for a Senior Account Executive to join their Microsoft Windows Client team performing Analyst Relations. This Senior Account Executive will provide AR counsel, day-to-day client management and integration for major products in the Microsoft Windows Client business. As Senior Account Executive, you will be on point for integration and maintaining influential relationships, in addition to collaborating with your peers across the larger Microsoft Windows Client account. Our interactive, supportive environment encourages innovation and offers an opportunity to have a high degree of visibility. Team dynamics support risk taking and new ideas as ways to increase AR results. The position may be located in either Seattle, WA or Portland, Oregon

For details go to: http://jobs.waggeneredstrom.com/jobs/283317-Senior-Account-Executive.aspx

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[GUEST POST] Analyst Relations Basics – part three

NB This is a cross-post from the Buzz Method blog, where it was originally posted in February 2010 as the third in a series of articles on Analyst Relations basics. Please note that the views expressed within the article do not necessarily reflect those of the IIAR – they are the opinion of Dominic Pannell, founder of Buzz Method Ltd.

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