Archive | AR

Around Penny Jones / 451 in 10 Questions

Today we ask our probing questions of Penny Jones, (LinkedIn@PennyJones451)  Principal Analyst, MTDC & Managed Services at 451 Research.

IIAR

Penny Jones, 451

  1. What are your coverage areas?

    I cover the European multi-tenant datacenter (colocation – wholesale and retail) markets and hosting and managed services. I focus mostly on the business proposition of providers and geographic and other trends affecting these industries.

  2. What are your opinions of the IT Analysis Marketplace and where do you see it going?

    The market is evolving – and it needs to. The way technology is being consumed and delivered is changing rapidly, and in many cases, this means that the ways in which particular elements of the market are measured and reported on also need to adapt to reflect changing trends such as hybrid cloud, IoT, even external impacts such as Brexit and data regulations, etc. This includes my side of the market, where the days of being able to view colocation as a real estate play are long gone. Analyst firms and analysts will increasingly be required to alter the way they view markets as they continue to progress to answer the questions put forward by the IT industry, investors and others relying on insight into the market.

  3. What’s your typical day like?

    In my world, this isn’t such a thing as a typical day. One day could begin with a trip to City Airport to visit a client, tour a datacenter or conduct briefings in country. The next could start with yoga, a coffee, then writing of reports. The third day could start with an international inquiry call on the European market, or with my head down working on a deadline for an advisory report. Events such as Brexit, or the removal of Safe Harbour, or a large acquisition often require me to drop everything, focus on associated research while I sit back and wait for the phone to ring – because it inevitably will.

  4. Now, c’mon, tell me an AR horror story?

    I am one of those people that prefer to be at the airport three hours prior to an international flight (ok, maybe 2 if leaving from City Airport or if I am only skipping over the Channel). Either way, any time I am at an event and AR books a car for me leaving only an hour to arrive and get to the gate is a horror story. I once got stuck in traffic heading to JFK and only made my flight because it happened to be half an hour delayed!

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German IIAR Summer Stammtisch 2017: scope of AR, ISG/Experton and Paulaner

One of the most picturesque beer gardens in Munich was the setting for this year’s IIAR German Chapter Summer Event, gathering AR professionals and industry analysts. Our topic of the night was what it takes to make an analyst relations (AR) program mature and strong.

As we discussed, what success looks like actually depends on your business objectives and expectations of the individual companies and stakeholders. We all recognised that “AR” has a very wide scope, since it also covers many complementary disciplines and – depending on your job – may include Market Intelligence, Go-to-Market, PR, Sales Enablement, Strategy, or all of these. Reporting lines also influence the weighting of AR components.  Continue Reading →

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Stay tuned for the IIAR Analyst Relations Professional and Team of the Year 2017…

IIAR AR Professional of the Year

The IIAR AR Professional of the Year 2017 survey run by the Institute of Industry Analyst Relations is going to be announced tomorrow, Wednesday 12th July 2017 at 2000 BST during the 2017 IIAR Summer Party, sponsored by TCS!

Who will succeed as top AR professional current title-holder Signe Lonberg?

Which AR team will take the title from the current holders IBM?

Is the ‘responsiveness’ of AR professionals to industry analysts requests and needs still the single most important determinant of AR performance? As well as announcing the best AR team and the best AR Professional of the Year, this year’s survey will also provide unique insights into the evolution in analysts’ perception of AR performance.

Analysts have now voted… No drum roll yet – as we’re not ready to announce the winner just now, but we will tomorrow evening during the IIAR Summer Party at the Shangri La at the Shard – promise!

Make sure you register if you’d like to attend as the event is strictly by invitation only!  

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IIAR Munich Beer Garden Event – Join us on July 27 for the next IIAR German chapter Stammtisch!

REGISTRATION NOW OPEN! The IIAR German Chapter invites to the next IIAR Munich Summer Event. This year, we will be settling in to a centrally located beer garden in Munich. We’re looking forwards to a great summer night of networking while enjoying a Maß beer together and exchanging news and insights into the world of AR and analysts, in a relaxed Environment.

Join us for the next IIAR German Chapter Summer Event on

Tuesday, July 27, 2017, from 7pm CET Continue Reading →

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IIAR Webinar: Crisp Research outlines European expansion

This spring, Crisp Research announced the appointment of well-known industry analyst Stefan Ried to head up a new practice area focused on the Internet of Things. For @Crisp_Research, his arrival was a big step – signaling aspirations beyond its core DACH market (Germany, Austria and Switzerland) to grow and cover all of Europe. And for @StefanRied, it was a return to the analyst industry after spending the last two years with a vendor.
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IIAR Webinar with ARInsights: How to Manage an AR Event

Events create a lot of stress for AR teams, often stretching them to a creaking point. They account for an large proportion of the overall AR budget, their organisation consumes the team and put great demands on executive time.  Nothing can go wrong, and no detail can be overlooked.  AR teams are tasked with creating personalided analyst and executive agendas that can have no conflicts, while making sure that analysts and executives are left with no idle time.
In this webinar, Crystal Golightly (LinkedIn, @crysgolightly) / ARInsights will share best practices how to take the stress out of organising analyst events gathered by working with clients such as Oracle, Cognizant, Infor and many others.

This session will be moderated by Ludovic Leforestier (LinkedIn, @lludovic), IIAR Board Member and Global Influencer Director at Criteo. Continue Reading →

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IIAR Webinar: Gartner Research Methodologies including the Magic Quadrant

Join David Black, Gartner‘s Managing Vice President for Methodologies and Customer Engagement (LinkedIn) for an interactive conversation on the industry’s most famous and talked about research methodology -the Gartner Magic Quadrant.
In this discussion moderated by Ludovic Leforestier, Influencer Relations Director at Criteo and IIAR Board Member (LinkedIn, @lludovic) David will cover how the largest industry analyst firm plans which market to cover, what the methodology entails and involves, how it ensures impartiality and accuracy. We’ll also cover the impact of Gartner Peer Insights and touch on the recent addition of Gartner‘s Customer Choice Awards.
Don’t miss out, register today. Note this event is free for IIAR Members and is restricted to Analyst Relations Professionals only, all attendees will need to register with a company email address and will also be required to identify themselves upon dialling in. If you would like to attend in person you may do so, however the face to face discussion is subject to the same rules as the Webinar. If you have any queries on this event please use the contact form below.
When: Thursday 7th September 2017, 1600 -1700 BST  ***NOTE: NEW DATE***
Where: 

 

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[JOB POSTING] Senior Manager, Analyst Relations, OpenText, California

Open Text is seeking a Senior Manager, Analyst Relations, based (ideally) in the Bay Area, Ca – but flexible for the right candidate!

This role will report to the Senior Director, Global Communications and will be the day to day contact for all analyst relations activity relating to Business Network, BPM and eDiscovery Business Units. This individual will deliver frequent proactive engagement with tier-one industry analysts in an effort to educate and positively influence them about OpenText’s vision, mission and portfolio across specific OpenText Business Units.

URL Link to Vacancy

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[JOB POSTING] Senior Analyst Relations Manager, Sausalito, California

Sitecore is the global leader in experience management software that enables context marketing. The Sitecore® Experience Platform™ manages content, supplies contextual intelligence, automates communications, and enables personSitecore logo (www.analystrelations.org)alized commerce, at scale. It empowers marketers to deliver content in context of how customers have engaged with their brand, across every channel, in real time—before, during, and after a sale. More than 4,900 brands––including American Express, Carnival Cruise Lines, easyJet, and L’Oréal–– have trusted Sitecore for context marketing to deliver the personalized interactions that delight audiences, build loyalty, and drive revenue.

Sitecore is experiencing spectacular growth all over the world, and the Sitecore Analyst Relations team shapes and steers industry analysts’ perception of Sitecore and the market in which we operate. To build on Sitecore’s success and growth, we’re seeking a Sr. Analyst Relations Manager to help support and continue the company’s growth.
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Crisp Research confirms position as rising star on the European AR scene with arrival of top analyst Stefan Ried

After spending the last couple of years working for a vendor, Dr. Stefan Ried is to rejoin the ranks of the industry analyst community – arriving in April as Principal Analyst and Practice Lead for IoT at German analyst and consultancy outfit Crisp Research. 

Crisp, founded by former Experton analysts Dr Carlo Velten and Steve Janata, now boasts 20 analysts and consultants. Offering a hybrid mix of research and consulting, the firm is considered by AR professionals to be a rising star on the German analyst scene, thanks in part to its accessibility and willingness to work with vendors.

By the time he left Forrester at the end of 2014, where he was a VP and Principal Analyst, Stefan Ried had spent seven years covering cloud computing strategy – watching the industry grow from its early days. At Crisp, he’ll lead a new Internet of Things (IoT) practice.

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IIAR Webinar & Cafe with Ovum POSTPONED

PLEASE NOTE THAT UNFORTUNATELY WE HAVE TO POSTPONE THIS SESSION,  apologies for any inconvenience caused

There are lots of rumours on what is going on at Ovum. David Rossiter, Sunesis Global AR (LinkedIn, @davidrossiter), will be hosting an IIAR Cafe with the MD and Chief Research Officer, providing you with the perfect opportunity to come meet with and learn what is really going on.

Aneil Rakity, managing director(LinkedIN)and Tim Jennings, chief research officer, (LinkedIN, @tjennings) will be sharing the truth about what’s happening at Ovum and putting to bed some of the rumours that have been flying around about the company for the past couple of years, including the future of the brand. The presentation and open Q&A session will include updates on Ovum’s strategy, market positioning, target markets and competitive differentiators as well as the latest on its research organisation and research agenda. They’ll also be talking about how Ovum fits within Informa, the big investments taking place in product development, its expansion into the US market and the continuing convergence between Ovum’s service provider and technology teams.

If you’re interested in Ovum, this is a “don’t miss” event. Pre-registration is essential

David Rossiter

Date: TO BE CONFIRMED
Time: TO BE CONFIRMED
Location: London & Webinar

 
Note that this event is open to IIAR members, the Forum is free to attend for IIAR Members (another good reason for joining the IIAR) or for non-members there is a fee of £75 that is redeemable against IIAR Membership over the next 12 months. Click here to proceed.

 or 

Non members may contact Maria Ashton mashton at analyst relations dot           org for further options.

 

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IIAR member AR Agencies

IIAR Member Analyst Relations agencies serving technology clients

Axicom

  • Works with clients in the consumer, energy & automotive, enterprise computing, networking, telecoms and media technologies markets and with organizations driving policy & governance across the industry.
  • Offices in Amsterdam, London, Madrid, Milan, Munich, Paris and Stockholm, part of Cohn & Wolfe and the wider WPP group.
  • Services include media, influencer and analyst relations, corporate communications and digital.

 

CCgroup

  • Works with clients in the consumer, enterprise, broadcast and media, mobile and telecoms and financial services
  • Offices From our headquarters in London, and we are lead partners of the GlobalCom PR agency network. With 70 agencies across 60 countries, we can deliver support from wherever you operate.
  • Services include media, influencer and analyst relations, B2B corporate communications and digital.

 

Destrier Comms

  • Works with technology companies, mainly large and mid-size enterprises.

  • Offices in Munich and London.

  • Services High impact strategic communication for the age of digital transformation. Influencer relations, AR, PR and issues management.

Loenberg AR

  • Works with global technology companies of all sizes from small start-up companies to global Fortune 500 companies.
  • Offices in London
  • Services – Loenberg AR specialises in all aspects of analyst relations including dedicated analyst relations programme development and execution, briefings, events and perception audits. Loenberg AR also provides training and coaching courses for spokespeople and messaging workshops

 

St. Cross Group

  • Information to follow

 

Sunesis 

  • Information to follow

 

The Skills Connection 

  • Information to follow

 

If you would like more information regarding the listings here please contact the IIAR Community Manager using the form below.

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IIAR London Forum: Best Practice followed by NelsonHall: Getting the Message Out in a Post-Truth World

As 2017 is shaping up to be a Tectonic Year when it comes to Analyst Relations the IIAR will be holding a London Forum on April 27th and on the evergreen topic of AR Best Practice, IIAR members are invited to share and debate best practice relating to Analyst Relations, Ludovic Leforestier (LinkedIn@lludovic), will moderate the session. This will be followed by a NelsonHall Session on Getting the Message Out in a Post-Truth World, presented by  Rachael Stormonth (LinkedIn, @rstormonth), Guy Saunders (LinkedIn, @GuySaunders1), Paul Connolly (LinkedIn, @Paul_NH), John Willmott (LinkedIn, @John_NH) Continue Reading →

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[JOB POSTING] Senior Manager, Industry Analyst Relations, Berlin, Germany

HERE, the Open Location Platform company, enables people, enterprises and cities to harness the power of location. By making sense of the world through the lens of location we empower our customers to achieve better outcomes – from helping a city manage its infrastructure or an enterprise optimize its assets to delivering drivers to their destination safely. To learn more about HERE, including our new generation of cloud-based location platform services, visit http://360.here.com.  

The HERE Industry Analyst Relations team (IAR) shapes and steers the industry analyst perception of HERE and its environment. We are currently looking for a Senior Manager with previous experience and proven track record in industry analyst relations to join the passionate team. The role is responsible for creating and executing strategy, messaging and tactics to shape stakeholder engagements with industry analysts in order to support the company’s overall objectives. You have the requisite planning and operations skills to plan, manage and execute analyst engagements from ideation to execution. You have 5-7 years’ experience industry analyst relations either in-house or on the agency side. You should have experience in partnering communication colleagues and outside agencies to drive and enhance business results across multiple teams and stakeholders.

In this role, you will work closely with the senior management in HERE and will also act as an adviser within your area of expertise. The role is based in Berlin and will report to the Head of Analyst Relations.

Job responsibilities:

– Help create, manage and execute a comprehensive HERE analyst relations program globally.
– Cultivate and strengthen strategic relationships with HERE top-tier analysts ensuring they are up-to-date on HERE strategy, offering, messaging and key leaders.
– Build strong personal relationships with key analysts.
– Ensure that leading industry analysts understand our strategy, our products and our differentiators.
– Manage creation of presentations and briefing documents for analyst engagements.
– Field inbound inquiries and research requests, assess each opportunity and coordinate resources to respond.
– Support planning and execution of HERE analyst engagements, briefing tours, strategy days and site visits.
– Support analyst report review process as necessary.
– Drive HERE inclusion in key reports and ratings, and clearly communicate HERE competitive positioning with analyst community.
– Track and report on analyst interactions and coverage.

Qualifications
Desired Skills and Experience
– Proven track record and minimum of 5-7 years of technology-related communications experience that includes direct analyst relations experience (either in-house or agency).
– Comfortable with technology concepts. Location industry understanding a plus.
– Experience in mobile, wireless/tech/LBS, consumer electronics, consumer entertainment, consumer durables, and/or digital/media industries preferred.
– Able to turn complex, technology heavy topics into digestible, compelling stories
– Ability to synthesize, interpret and summarize third-party analysis and research for cross-functional audiences. Experience interacting at all levels of a company, including senior/top management.
– Strong, native or near-native English written and verbal communications skills.
– Driven, self-organized team player with a demonstrated ability to achieve objectives.
– Strong project management skills. Able to manage multiple projects concurrently; comfortable working with remote colleagues and stakeholders; experience working across disciplines and geographies.
– Experience managing the planning and execution of analyst events is desired.

Education Requirements

Bachelor’s degree at minimum.

To apply for this role please contact the IIAR Community Manager Mashton at   analystrelations dot    org

 

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IIAR Webinar: Tragic Quadrant

The webinar will be presented by IIAR board members Neil Pollock, (LinkedIN@neilpollock) and Ludovic Leforestier, (LinkedIn,@lludovic ). In the first part we will reflect on insights from the recent IIAR analyst of the year survey, by comparing this year’s survey with the previous analyst of the year survey’s, to reflect on what a longitudinal lens tells us about the changing nature of industry analyst firms and individual analysts. The second part of the webinar will present the IIAR ‘Tragic Quadrant’, which is our tongue-in-cheek take on the changing analyst landscape.
When we set out to do the IIAR Analyst of the Year survey, we always had envisioned doing a Magic Quadrant of analyst firms. This year the survey provided us with further information which we have been able to breakdown and analyse to provide a more detailed understanding of how analyst relations professionals perceive the relevance, impact and reachability of industry analyst firms. This is by no means an exhaustive study. Rather it simply opens a new (slightly cheeky – hence the notion of “Tragic Quadrant”) window onto the analyst landscape, where we attempt to rank industry analyst firms by impact, relevance and ease to do business with. Time permitting, the session will also reflect on some of the findings from this and previous year IIAR surveys.
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[JOB POSTING] Industry Analyst Relations Manager, Fairfax, Virginia, US

CGI Analyst Relations (AR) sits within the Strategic Industry Consulting team – a global expert team that helps CGI business units to win and grow aligned to the three year plan. AR’s objective is to support the business by building and maintaining positive, informed relationships between key industry analysts and CGI executives / subject matter experts (SMEs) in order to drive positive preference for CGI with the critical influencer community.  

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[JOB POSTING] Manager, Analyst Relations: New York

IPsoft is looking for an exceptional Analyst Relations Manager to join its AR team.
Amelia, their industry-leading cognitive agent, is an artificial intelligence platform that makes it possible to automate knowledge work across a broad range of functions. Exposed to the same information as any new hire, she can quickly apply her knowledge to solve queries in a wide range of business processes. With Amelia able to shoulder the burden of tedious, often laborious tasks, she partners with human coworkers to achieve new levels of productivity and service quality.
 

This role will primarily focus on Industry Analyst Relations with the ability to manage additional focus areas as the business requires. The role requires working closely with members of leadership and marketing teams to inform and influence industry analysts, including building required internal consensus. The role requires careful cross company collaboration and requires both strategic thinking and practical execution:  Continue Reading →

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[JOB POSTING] Senior Manager AR, EMEA, location: London, UK

Symantec, one of the leaders in cybersecurity,  looking for a Sr. Manager of Analyst Relations for EMEA based in London to join our team and help shape the future of enterprise and consumer security by leading the strategy and execution of Analyst Relations programs in EMEA to further our most strategic company initiatives.

The successful candidate will have a hearty appetite for leading through change, a curiosity in tech innovation and proven success managing AR programs and corporate issues. Clear, concise communication and great relationship building skills are a must. This person is not only adept with current market trends, AR Best Practices and strategic thinking and planning with a knowledge of the current security industry analyst landscape in region, but is also graceful working with company spokespeople and senior executives.

Here’s what you would be doing:

  • Lead the AR strategy for the EMEA region in conjunction with Global Head of AR
  • Oversee planning and execution of all day-to-day regional AR activities, including:
    • Keeping up a drumbeat of regional analyst interactions – briefings, Inquiries, strategic engagements, etc.
    • Oversight of AR activities at all regional events we attend
    • Drive /host analyst get-togethers and events for regional PMs and execs
  • Cover assigned AR technology practice areas as required
  • Serve as first-touch AR regional spokesperson / liaison with all key analysts, building 1:1 relationships
  • Identify and work directly with EMEA business and product spokespeople for all regional analyst interactions
  • AR Budget management in region

Here’s what Symantec is seeking:

  • BA/BS in Communications, Journalism or related degree preferred
  • Excellent demonstrable experience in running a regional analyst relations program for a security technology vendor
  • Ability to thrive under tight deadlines with limited resources
  • Proven communicator, adept at telling the company and product story at a high level
  • Ability to multi-task and quickly prioritize projects and communicate priorities to stakeholders
  • Excellent communication, writing, editing, and project management skills
  • Proven record of budget management
  • A ROI-driven definition of strategies and tactics
  • A fun, team-oriented and energetic individual
  • Some travel required.

For more information please contact the IIAR Community Manager Maria Ashton
mashton   at   analystrelations dot org

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2017, a tectonic year for influencer relations?

This January feels like our IIAR April Fool posts came early. After Gartner gobbling the largest peer-to-peer advisory firm CEB (Corporate Advisory Firm) for a cool USD 3.3 billions (2.6b in cash and stock plus 700m debt), the long awaited and many times postponed sellout of IDG, the parent company of IDC, happened yesterday.

Gartner acquisitions: META, AMR, Burton, Ideas, Software Advice, Captera, SCM WorldThose two deals are nothing less than tectonic shifts in the tech influencers space.

Firstly, the acquisition of CEB by Gartner is notable for three reasons:

1. It’s large. 3 billion dollars gorilla like.
If there was no overlap and divestures (CEB also sells some software which Gartner will have to offload to prevent conflicts of interests), the combined turnover Gartner and CEB turnover would be over USD3.3 billions (2.4b+951m) we’re seeing a 40% increase in revenues and the combined entity is on course towards 2,000 analysts. The next players, IDC and Forrester are around USD 300m in revenues, give or take. The last estimates I saw (a while back mind you) were that Gartner has anywhere between 40 to 60% market share. Having such a dominant player means higher prices (some say higher margins were the driver behind Gartner’s acquisition of META Group) and less bargaining power for buyers. It’s also obviously hard to ignore Gartner, so a little advice to vendors is maybe not to pick fights with them -such is their share of mind with technology buyers.
However, just like in the old PCM days, Gartner knows to leave scraps to second fiddles and it leaves space to disruptors -in particular on the sell-side. The IIAR Analyst Firm of the Year constantly showed that 451, Constellation, HfS and other players are definitely more than just worth looking at. And as Crawford Del Prete argues it, a second opinion can be invaluable.
2. Is Gartner plateau’ing?
With the CEB acquisition, Gartner gets access to new C-suite roles. Surely, I’d bet most CEB CIO customers also buy Gartner services and so there might be a bit of customer set duplication however CEB also serves HR, Sales, Finance and Legal functions. In fact Gartner claims it will become the leading global research and advisory company for all major functions in the entreprise.
So this is not a META Group style margins-led competitive take-out (2005) but more an expansion into new markets just like in 2009 as Gartner bought AMR, SCM World and Burton to address techies and supply chain roles.
One could infer that after years of tinkering with metrics to get more leverage, the Gartner executive team saw territory expansion as an EPS growth lever. In other words, this might signal that Gartner’s core business in IT research is plateauing? Nevertheless, with Gartner’s excellent track record in execution (IIAR members can read some tips on contract negotiation here) and international reach, expanding to other functions certainly has legs. It has already ventured in marketing and claim good growth, however Forrester still has a much better hold with this fickle audience.
The good news here for AR and influencer relations folks is the ability to leverage existing relations with Gartner to look at other audiences.
 
3. Does the age of algorithm prediction also apply to Gartner?
Personally, I believe the most significant impact of this acquisition is cultural. After buying and developing no less than three peer reviews offerings Gartner is moving further in the peer to peer advisory world with CEB. This is important not only because buyers value the advice from their peers more than anyone else’s but also because all of a sudden, the mighty technology priest, the feared predicator, the revered oracle becomes is demoted from his/her ivory tower. Truth ceases to be a caste monopoly and becomes the product of algorithm. Gartner famously predicted in the 2015 Symposia the age of the algorithm economy, where those become valuable IP that needs cherishing and runs the world.
As Gartner grapples with the difficult challenge of embedding more bottom-up logic in its research and offerings, it will be interesting to watch what this does to the role of the analyst: will they merely curate and socialise the result of increasingly automated insights? Looking at the profitability of Gartner’s EXP services, this might well be a wet dreams for its execs.

Where does that leave IDC and the others?

Since the disparition of founder Pat McGovern and his philanthropic wish to progress research on the human brain, the media group IDG he founded -and parent of analyst firm IDC– was up for sale for two years with several cliffhangers. We know little of Chain Oceanwide, however my bet would be for a divestiture of IDC at some point.
Whilst IDC predominantly addresses tech vendors, it also enjoys a great brand recognition and probably has the best geographical reach of all firms but none. Yet, its attempts to crack the end-user (buy-side) research and advisory services (RAS) business petered out, I suppose due to poor execution and a lack of investment in sales and go-to-market.
We’ve asked IDC to come and update the IIAR members -stay tuned!
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IIAR Webinar: Getting Started in Analyst Relations

What better way to kick off the start of the new year than a “How to Guide” for Getting Started in Analyst Relations.

Lyn Fariello, (LinkedIn@LynFariello) will talk through everything you need to know from the practical aspects of managing a briefing and analyst evaluation through to the strategic aspects like identifying and managing stakeholders, key targets and planning.

Moderated by: Ludovic Leforestier (LinkedIn, @lludovic)
Date: Wednesday 25th January 2017
Time: 1600 GMT/ 1700 CET/ 0800 PST/ 1100 EST
Duration: One Hour
Register HERE

Link to the paper for IIAR members.

 

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