Archive | AR

Le CXP Group moves to consulting – CEO Yannick Carriou interviewed

CXP logoLe CXP is one of the oldest IT analysis firms around. It was created in 1973, six years before Gartner, under the auspices of the French Ministry of Industry by some of the largest French companies at the time: Air France, Anotec, Bred, BSN (now Danone), EDF, RATP and the Société Générale. Its remit was to provide expertise on packaged software -hence the name in French, the deliciously quaint Centre d’Expertise des Progiciels. It’s been doing just this plus some consulting for IT users, gently and in French (Americans would call this in “local language”) until it bought PAC, a rival but vendor-focussed French firm, in 2014. At last I should say, and after PAC’s founder, Pierre Audoin, passed away.

Before this, Le CXP bought German BI specialist BARC in 2011 and PAC snapped German firm Berlecon on the same year. As a result, we’ve got a Paris based firm doing more business in Germany than France. They must like it there.

Are you still following me?

On May 15th, its new CEO, Yannick Carriou (ex. Ipsos and TNS) announced Le CXP was buying Ardour, a business consulting firm. Here’s his exclusive interview. Continue Reading →

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[GUEST POST] How to lose an industry analyst in 10 days (and ways)

Julia Pope / CC Group on the IIAR websiteA few months ago, I joined IIAR’s webinar focused on the IIAR Analyst Relations Professional and Team of the Year 2017. Every year, the IIAR awards analyst relations (AR) professionals and teams based on the results of an annual survey shared with the global industry analyst community. The survey gathers the analysts’ collective insight on AR professionals and their performance, and then the IIAR contrasts it with results from the previous year, based on level of responsiveness, relationship and results (also known as the IIAR’s Three R’s of AR). Continue Reading →

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[GUEST POST] How to Create a More Compelling Analyst Event

Yawning catI thoroughly enjoyed and could very much relate to Jon Reed’s recent post, How to screw up a vendor analyst day – in 12 simple steps. So much so that I’m inspired to write my own take on how to create a more compelling analyst event that’s more rewarding for all involved.

Vendors spend a lot of time and money on these events. Presumably, they want to deepen their relationships with analysts and influencers, and give them the insights they need to offer constructive feedback and provide perspectives to the broader market. However, like Jon, I’m constantly amazed at how often they seem to miss these marks–as evidenced by analysts that have tuned out to look at news, email or sports on their laptops or phones. So here are my suggestions for how to create an analyst day that will help you better engage with analysts. Continue Reading →

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[GUEST POST] Why AR Managers Should Fret About Quote Policies by Peggy O’Neill

Peggy O'Neill, Senior Director Analyst Relations @ InformaticaI’m the most hated person at my company today.

 

Informatica is holding its customer conference in a few weeks and we’re running around like chickens with our heads cut off to prepare for it. I just blasted out the most obnoxious email to colleagues who are preparing speeches for Informatica World, forcefully reminding them that any references to analyst research requires permission. I got a lot of eye rolling in response, but luckily no serious push back. Continue Reading →

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Common Misconceptions and 4 Key Areas Tech Start-ups Can Benefit from Industry Analyst Relations

 Photo: business man writing business strategy concept by Phenom Apps

Photo: business man writing business strategy concept by Phenom Apps

Industry Analyst Relations is often characterized as a “Pay to Play” endeavor with little opportunity for the bootstrapped tech venture; this is not the case. I would argue that there are opportunities for a dedicated Tech Startup to benefit from pursuing Industry Analyst Relations (IAR) even without a large budget to spend. Keep in mind Industry Analysts are knowledge focused experts and there can be equitable and beneficial exchanges of information for those who have put forth the effort to develop their Analyst Relations program and build the necessary relationships in the community. For those new to Industry Analyst Relations and who are considering the reasons to perform IAR, below are some common misconceptions, followed by four compelling reasons to develop an Industry Analyst Relations mission early in a Tech Startup. Continue Reading →

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Recruiting for the IIAR Board – Come and Join us!

IIAR Logo

Looking to raise your profile in the AR world? / Want to help shape the IIAR worldwide? / Want to be a part of a globally recognised organisation?

The IIAR is looking for new Board members to stand at this year’s election.

To be an IIAR Board member is  a great way of raising your profile in the industry and giving you a little something extra to put on your CV or Resume.

What’s more, if you’ve ever felt you could do things better, or would like to see some changes within the IIAR, then now’s your chance. Take this opportunity to get involved in decision-making and put your great ideas into practice! Continue Reading →

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[JOB POSTING] Head of Analyst Relations (AR) / BAE Systems, London or Guildford, UK

The Applied Intelligence division of BAE Systems delivers solutions which protect and enhance the connected world. Everything we do creates a safer future. We want to solve problems for our customers and by bringing together great minds, we can work together to make the world a safer place. Continue Reading →

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[JOB POSTING] Analyst Relations (AR) Specialist, BAE Systems / London or Guildford, UK

The Applied Intelligence division of BAE Systems delivers solutions which protect and enhance the connected world. Everything we do creates a safer future. We want to solve problems for our customers and by bringing together great minds, we can work together to make the world a safer place. Continue Reading →

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IIAR Webinar: A Discussion on Effective AR Measurement and Amplification

On Friday 11th May 0800 PDT / 1100 EDT / 1600 BST, IIAR member Gerry Van Zandt (LinkedIn@gerryvz) from the Oracle Analyst Relations team will host an interactive discussion about how AR can better measure results, and more importantly how AR can better utilize these results.
AR managers and leaders tend to be highly focused on maximizing their firm’s placement in key analyst competitive evaluations, and improving what analysts are saying about their firm to their end-user clients.
However, the process doesn’t stop there!  Often, AR misses the more important aspect:  How can we as AR practitioners and leaders get our hard-earned results into the hands of the right people?  The sales and marketing teams; customer prospects; and existing customers?  How can we leverage and multiply the benefit of key analyst research to support the teams out there winning sales deals?

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IIAR Discussion Group: negotiating with Forrester. Are you getting the best value from your contract?

Feeling the pinch in your negotiation with Forrester on your subscription contract?Do you feel comfortable in buying the multiple seats being pushed your way? Is Forrester covering the technology and business areas that are important for you?  You’re not alone – many of your peers and IIAR members have commented (see the IIAR Tragic Quadrant 2017)

IIAR negotiating with forrester. aniruddho Mukherjee, ludovic leforestier

Forrester seems to force sell multiple seats, TEIs etc during renewals. Forrester analysts may be amongst the top IIAR Analyst of the Year 2017 but is Forrester seeing an exodus of top talent? As per the IIAR Analyst Firm of the Year 2017 survey, AR professionals mentioned that they felt a flip flop in Forrester’s focus on various key topics and verticals. Also the research subscription costs seem to be increasing at 10-20% yoy. They also felt that while Forrester had some great visualisation of data BUT insights were focused on niche topics like Customer Experience, Business Technology, Software and Marketing. Many Wave’s have not been renewed while others are renewed in an irregular cycle.

In past 2 years, Forrester has invested in its Consulting Practice and has been advising many end users on sourcing and business strategy. As per the IIAR Analyst Firm of the Year 2017 survey, AR professionals mentioned a lack of transparency with vendor firms on the ways of working between Forrester analysts and Forrester Consulting.

Building on our previous conversations (see links below), the IIAR will host an in-depth discussion with IIAR members, looking at Forrester’s commercial practices and explore potential solutions.

Date: 26th April 2018

Location: Webinar > REGISTER here

London based member can attend in person > pls fill in form below (Holborn).
Time: 1600pm GMT / 1700pm CET / 0700 PDT / 1000 EDT

Held under Chatham House Rule the discussion will be chaired by Aniruddho Mukherjee (@aniruddho, LinkedIn), IIAR UK Co-Lead and Head of AR and Branding, Europe for HCL Technologies) and Ludovic Leforestier (@lludovic, LinkedIn, IIAR co-founder and Director Influencer Relations at Criteo).

Of course, by attending you will not only have the opportunity to give your knowledge and opinions but also gain from that of others and have the advantage to submit questions directly. Let us have a lively discussion, the more of you that join in the better, so please don’t forget to REGISTER. Attending IIAR Events is free and restricted to AR professionals active members of the IIAR. So if you work at an analyst firm, we request you save yourself some time, have a beer and chill.

IIAR will act as channel for anonymised and aggregated IIAR Member feedback to Industry Analyst firms. This is to provide an opportunity for Industry Analyst firms to present their responses to ensure balanced view of the topic being discussed and help the industry effectively address the issues raised.

Previous posts:
IIAR Discussion Group: negotiating with IDC – 27th March 2018
IIAR Discussion Group: Negotiating with Gartner – 15th Feb 2018
IIAR Discussion – Negotiating with Gartner – 3rd Nov 2016
IIAR Discussion – Negotiating with Gartner – 22nd Jan 15
IIAR Discussion – Negotiating your Analyst Firm Contract – 31st Oct 14

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IIAR Discussion Group: negotiating with IDC. Are you getting the best value from your contract?

Feeling the pinch in your negotiation with IDC on your subscription contract? Do you feel comfortable in buying the various Customer Segment (CS) options being pushed your way? Are you confident that you are getting value from your contracts? You’re not alone – many of your peers and IIAR members have commented (see the IIAR Tragic Quadrant 2017)

IIAR negotiating with IDC with Aniruddho Mukherjee and Ludovic Leforestier

IDC may be amongst the top IIAR Analyst Firm of the Year 2017 but are you getting the best value from your relationship? As per the IIAR Analyst Firm of the Year 2017 survey, AR professionals mentioned that they felt a push by IDC for running joint events, buying new CS which themselves are granular subset of the larger IDC CS access. As the analysts manage the P&L, they too seem to want to push buying multiple granular CS. Continue Reading →

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[JOB POSTING] Director, Public Relations & Analyst Relations / Stratasys, Greater Minneapolis-St. Paul Area, US

Position Summary: Stratasys logo

The Director, Public Relations and Analyst Relations is responsible for driving worldwide public and industrial relations programs that elevate awareness, drive demand and communicate brand promise across multiple media platforms. Reporting directly to the Chief Marketing Officer, this critical role will build, develop and lead a team of professionals, manage corporate public relations and industry analyst activities including programs/campaigns, announcements, customer successes, events, agency management, joint PR with select partners, and competitive programs. Continue Reading →

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[JOB POST] Analyst Relations Manager / Appian Corporation, Reston, VA, US

Analyst Relations ManagerAppian Corp logo (IIAR website)

Appian is seeking an analytical, technical and research oriented professional with great communication skills to join the marketing organization in the role of Analyst Relations Manager. This person will play a critical, cross-functional role by working with subject matter experts at many different levels of the organization: executives, product strategy, product management, engineering, finance, partner, legal, sales and marketing teams. You will interact with people in Appian to build and nurture strong internal relationships that will be leveraged to engage with leading analyst firms, participate in research evaluations/RFIs, brief analysts about Appian’s product offerings, go-to-market strategies and work with the influencers to elevate Appian’s story.  Continue Reading →

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[JOB POSTING] Third Party Advisor / Analyst Relations APAC / Unisys, Sydney, Australia

Unisys logoABOUT UNISYS:

Unisys is a global information technology company that builds high-performance, security-centric solutions for the most digitally demanding businesses and governments on Earth. Unisys offerings include security software and services; digital transformation and workplace services; industry applications and services; and innovative software operating environments for high-intensity enterprise computing. For more information on how Unisys builds better outcomes securely for its clients across the Government, Financial Services and Commercial markets, visit www.unisys.com.

Unisys are currently seeking a Third Party Advisor, for a contract role, to optimize the Third Party Advisor channel to generate profitable and sustainable revenue as well as build relationships with key IT industry analysts. Continue Reading →

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[JOB POSTING] Senior Analyst Relations Manager, Business Applications / Microsoft, Redmond, WA, USA

Microsoft logo (IIAR website)

Analysts are recognizing Microsoft for its remarkable transformation and at the same time there is an explosion of digital transformation research. As a result, we are looking for a technologically perceptive individual to craft and execute our analyst engagement strategy for Business Applications. Satya Nadella has identified business applications as one of Microsoft’s five customer-focused solution areas. Satya along with our cloud leaders understand how each business process can and is being digitized. Dynamics 365 and LinkedIn Business Solutions are core to our success. Analysts recognize the business disruption opportunity as well. As a result, many industry experts are crafting research to help customers choose the right strategy, the right technology and the implementation best practices. The ideal candidate will foster the right relationships and a strategic advisor to ensure Microsoft’s presence and positive perceptions in this research.

If you have a passion for driving thought-leadership initiatives and love the art and science of building industry relationships, we’d love to talk with you. You are known as a strategic advisor, and a knowledgeable business partner. You are optimistic, willing to try new approaches, have the desire to learn and the resilience to press on.

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[JOB POSTING] Director, Analyst Relations / Microsoft, Redmond, WA, USA

Microsoft logo (IIAR website)

Analysts are recognizing Microsoft for its remarkable transformation. Beyond our tech innovations in cloud, data and AI, they appreciate our customer centricity, new culture and growth mindset. Data and AI are foundational to helping achieve the company’s mission of “empowering every person and organization on the planet to achieve more”. And the company is investing deeply in these areas to build solutions to help customers transform their businesses. As a result, we are expanding our analyst relations team to focus on data and AI.

We believe the core currency of any business is the ability to convert data into AI that drives a competitive advantage. Microsoft’s data products and services, which includes SQL Server, Azure SQL DB, and Azure Cosmos DB, are at the heart of this strategy. Microsoft has been recognized by industry analysts, in multiple reports, as a leader for our execution and vision for data & AI. Customers rely on these analyst reports, and on the guidance provided by industry analysts, to understand how Microsoft can empower their organization to achieve more. Continue Reading →

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[JOB POSTING] Analyst Relations Manager, TEMENOS, UK

TEMENOS are currently looking to recruit an Analyst Relations Manager to join  their Marketing team. This is a high-profile role within Temenos managing the Global Analyst Relations function.

 

It includes managing the relationships with key analyst houses and individual analysts, who we regard as one of
the most influential external audiences. The role requires the AR manager to ensure that we maintain Temenos’ leadership position in key analyst reports, publications utilised by many of the company’s prospects. The AR manager will need to circulate relevant research internally, organise product briefings/inquiries for analysts, plan and execute analyst advisory days and identify opportunities to strengthen relationships and engage with the wider analyst industry.

 

This role reports into the Head of Marketing Communications.

 

Responsibilities and Accountabilities:

  • Establish and implement a global AR plan and goals that support the business objectives
  • Manage and build relationships with individual analysts within key analyst houses understanding
    their research coverage and areas of interest to ensure we update them with the most relevant
    information
  • Influence the market and enable sales with strong analyst relationships, reports and analyst quotes
  • Identify opportunities for contribution/exposure in upcoming analyst reports helping to establish and
    solidify our presence in certain product areas
  • Match stakeholders with individual analysts based on content and personalities to raise CXO profiles
    as “thought-leaders” within the industry
  • Support product managers by providing relevant analyst research and access to analysts for insights
    to product development and market sizing
  • Position Temenos as a leader in all product areas and maintain leadership in key analyst reports
  • Complete report submissions for key analyst vendor comparison reports working closely with product teams
  • Negotiate subscription/membership benefits and costs and manage annual AR budget
  • Respond to ad-hoc analyst requests for information, with priority provided to new client opportunities
  • Respond to and compile collateral for sales teams to utilise during deal processes
  • Promote and encourage Analyst Relations accolades and achievements internally to foster a sense of pride in the business which in turn will be conveyed to our customers and prospects
  • Provide and suggest effective analyst content/quotes/input to business communication activities where appropriate and relevant, such as white papers and press releases
  • Liaise with all key internal individuals to ensure constant & consistent updates/briefings are provided to key analysts
  • Review quarterly license signings for deals in specific banking segments (E.g. Private Wealth) & liaise with Business development manager to ascertain scope of deal & useful information
  • Liaise with sales force and customer reference manager to discuss best reference choices available in specific verticals for product evaluations
  • Manage, negotiate and encourage analyst engagement at Temenos hosted events such as MarketPlace Innovation JAMs and the annual Temenos Community Forum
  • Identify, organise and execute opportunities for analyst days to ensure Temenos and our solutions remain top-of- mind and to influence analysts visions, agendas and priorities
  • Encourage a two way flow of information between Temenos stakeholders and our analyst ecosystem

 

Key metrics:

  • Positioning in analyst reports
  • Strong relationships with analysts and analyst houses
  • Number of analyst quotes
  • Number of analyst interactions

 

Skills and Qualifications:

  • University degree
  • Attention to detail
  • Deadline focused
  • Ability to work both in a team and independently
  • Commitment to excellence
  • Strong organisational and project management skills
  • Preferably experience in either analyst relations, investor relations, public relations, or communications
  • Willingness and motivation to learn details of company’s products
  • Ability to work under strict time pressure, and manage several projects simultaneously
  • Comfortable with Microsoft Excel & Powerpoint
  • Fluent in English, further language skills would be an advantage
  • Experience in working closely with senior management and leadership teams
  • Highly-motivated individual who thrives in fast-paced teams
  • Global experience and mindset

 

Pathfinder Skills:

  • Lead relationship with internal and external stakeholders (sales, Product, ExCo)
  • Established Temenos presence externally

 

Pathfinder Knowledge:

  • Thorough understanding of our business
  • Thorough knowledge of our competitors
  • Thorough banking industry knowledge
  • Thorough software industry knowledge

Pathfinder Behaviours:

  • Influence
  • Communicate
  • Build relationships
  • Innovate
  • Teamwork
  • Deliver
  • Be customer focused

 

To contact TENEMOS and to apply for this role  Click here for more information

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[JOB POSTING] EMEA Analyst Relations Manager, AWS, London UK

Amazon Web Services (AWS) is seeking an experienced, self-starting, highly intelligent, personable, and detail-oriented manager to join the EMEA Analyst Relations (AR) team to focus on the UK market. The successful candidate will have the unique opportunity to help drive creation and execution of core strategic AR programs for AWS in the UK and in other EMEA markets. The AR Manager role is tasked with driving awareness of the rapidly expanding number of services in the AWS technology infrastructure portfolio and to facilitate the conversation around security, trust, and data protection issues.

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