Archive | AR Best practices

Friday tip: make conference calls invite great again

Robot phone IIAR websiteA little tip after being on one too many calls which was needlessly hard to join today.

You’ve all been there: you’re on a mobile phone (because you’re busy wrapping the previous call on your laptop) but the number is buried in the invite body. Then it is a US number, like 0808 800 0082, that doesn’t work for anyone not based in the country. And then you need to memorise a 9 digit passcode. Nine digits, what were they thinking about?

The good news is that there’s a fix. Continue Reading →

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[GUEST POST] IIAR Webinar: ‘Tis the season for Gartner Methodologies

Gartner IIAR logosOn September 7th, the CCgroup AR team joined IIAR’s latest webinar on Gartner methodologies with by David Black (LinkedIn), MVP Methodologies & Content Engagement at Gartner and moderated by Ludovic Leforestier (@lludovicLinkedIn), from the IIAR Board.

David spoke about the firm’s research methodology behind reports such as Magic Quadrants and Critical Capabilities.

The AR community has always been tuned in to Gartner’s research calendars, with “Every season is Magic Quadrant season” being the mantra shared by many. As such, many AR professionals were keen to learn more from David. Continue Reading →

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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 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 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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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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IIAR Discussion Group: Negotiating with Gartner

Successfully negotiating your contract with analyst firms to get the best business value from commercial relationships with industry analysis firms is a key activity for many analyst relations (AR) teams.negotiating-with-gartner

A follow-on from our first IIAR Discussion Group will review the outcomes document from the first meeting (IIAR members can download it <<here>>) and continue the conversation. As Gartner is the largest of the analyst firms we expect the discussion will no doubt focus here; this will not be to the exclusion of all (or any) of the other analyst companies.
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IIAR Best Practices Webinar: Strategic Analyst Tiering For Digital Business

This new IIAR Best Practices Paper will be resented by Susan Galer (@smgaler, LinkedIn) in an IIAR Webinar moderated by Ludovic LeforestierLinkedIn @lludovic), Bearing Point and IIAR Board, this how-to webinar is designed to go beyond textbook best practices, providing step-by- step techniques you can put in place immediately to:susan-galer

  • cut through the noise and determine which analysts really matter to your company
  • forge ahead even when you don’t have a business plan from internal stakeholders
  • match your organization’s objectives to the analyst’s true scope of influence
  • answer hard questions to bridge the gap between expectations and reality

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[GUEST POST] Why AR comes before PR. Just look in the dictionary.

By Ian Gotts / Founder and CEO, Elements.cloud (LinkedIn, @iangotts).

You’re an innovative and growing software vendor, I get that. You’ve got a fab new product that’s going drive dramatic benefits for enterprise customers, I get that.You’ve even got a blog to push out great customer stories now and then, I get that too.

But how do you accelerate growth without piling on expensive sales guys? And how do you make it easier for the large corporates to find you and get comfortable placing big orders with you?

ANSWER: You create relationships with the analyst community. And here’s why. Continue Reading →

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IIAR London Forum: Creating AR impact – are agencies an asset or a threat

To kickstart Q3 and the forthcoming events season, the U.K. Chapter of the IIAR  has organised an evening of healthy debate, intelligent content and responsible drinking.

The topic for our panel discussion is an evergreen one: should vendors keep AR in-house or could they benefit from external support? panel discussion2

Agenda – Wednesday 14th September 2016 – London

  • 1800: Welcome drinks
  • 1815: Welcome note & update by the IIAR Board
  • 1830: Tutorial: Case studies in Effective External AR support, Dominic Pannell /Buzz Method (LinkedIn, @buzzmethod)
  • 1900: Panel discussion – Creating AR impact – are agencies an asset or a threat?
    Chaired by Ludovic Leforestier /Bearing Point and IIAR Board (@lludovicLinkedIn) with

  • 2000: Analyst firm spotlight with Aditya KishoreHeavy Reading (an Informa company)
  • 2045: Drinking Class on Gin presented by Paulina Michelak, By The Bottle
  • 2115: networking sponsored by Tenderlake and By The Bottle – Networking Through Responsible Drinking

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[GUEST POST] Three ‘Must-have’ Anchor Points for Your Analyst Relations Program

Rishi GhaiBy Rishi Ghai (LinkedIn@rishi_ghai) Head – Analyst Relations, Corporate Communications, and Digital Marketing / Cyient

Launching an industry analyst relations (AR) program takes elaborate research and planning. Unlike simpler functions that a technology or service provider can delegate or outsource with minimal involvement, AR requires the continuous participation of stakeholders from a broad cross-section of the business––from corporate strategy to business-unit marketing, through to delivery and finance. Simplifying the creation of a new AR program requires defining its anchor points––the guiding forces necessary to give a direction to it and keep it on track.

Let’s take a look at three essential anchor points, which can serve as the compass of your organization’s AR program: Continue Reading →

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[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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IIAR AR Professional of the Year 2016 profile: Peggy O’Neill

Peggy O'NeillPeggy O’Neill, Senior Director, Analyst Relations at Informatica,  (@pegoneillLinkedIn) is the IIAR AR Professional of the Year 2016 for North America. In this interview, she discloses a few best AR practices from her own shop.

  1. What’s been your career path to becoming an AR pro?
    I was a former analyst at Gartner and Nielsen/NetRatings and Oracle recruited me to head its analyst relations program in 2001.

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German Chapter Stammtisch in Munich beer garden

The IIAR German Chapter is planning a networking event in  a Munich Beer Garden, AR professionals and analysts alike are invited. One of Munich’s famous beer gardens will provide a great relaxed environment in which to exchange news and experiences of the AR world. Screen Shot 2015-09-24 at 10.07.55

As a key topic for this Stammtisch, we’ve chosen “How Analyst Relations and Sales need to become best friends”. Understanding the changing sourcing patterns in the wake of digitization is key for Analyst Relations Professionals aiming at supporting effectively sales and marketing.

Crisp Research will speak about the changing business models of analyst houses vis-à-vis the digital transformation and the changing sourcing strategies.  Continue Reading →

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[GUEST POST] So, You Did Well in an Industry Analyst Report… How Do You Get the Word Out?

By Vicki Jenkins/ Nelson Hall (LinkedIn@VickiJ_NH)
This is the fifth in a series of blogs for AR professionals containing tips and pointers on how to optimize the relationship between AR and industry analysts. Here I take a look at promoting your organization’s inclusion in an analyst report. Vicki Jenkins / NelsonHall

Often times, before committing to participating in an industry analyst report, subject matter experts will say to their AR colleagues, ‘What happened with the last report we participated in? What did we get out of it?’ In many organizations, it’s not realistic to send the report to the marketing team simply asking them to leverage it, as they have many other commitments and deliverables and might not understand the value of the report and how to make best use of it internally or externally. Continue Reading →

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[GUEST POST] Analyst Briefings: The Delicate Business of Client References

By Vicki Jenkins/ Nelson Hall (LinkedIn@VickiJ_NH) 
This is the fourth in a series of blogs for AR professionals containing tips and pointers on how to optimize the relationship Vicki Jenkins / NelsonHallbetween AR and industry analysts. Here I take a look at using client references and case studies in the briefing process.

Quite often, participating in an analyst report requires providing client references as part of the briefing process, and in the area of outsourcing these can be rather difficult to secure. It is important to develop relationships with your sales and client services teams and to let them know about upcoming analyst reports that will require references so they can assist you without it being a fire drill. Knowing that references are required well in advance also enables your colleagues to select references appropriately, and avoid overusing certain clients where they are handling multiple requests for the client’s time. Continue Reading →

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[Guest Post] Analyst Briefings: Preparing for Success

By Vicki Jenkins/ Nelson Hall (LinkedIn@VickiJ_NH) Vicki Jenkins / NelsonHall

This is the third in a series of blogs for AR professionals containing tips and pointers on how to optimize the relationship between AR and industry analysts. Here I take a more detailed look at preparing for analyst briefings.

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Do you need to pay Gartner to be in the Magic Quadrant?

It’s been interesting reading some of the recent posts and comments on Linkedin about Gartner and its supposed lack of independence.

I’ve been an AR professional for 15 years now and work for a variety of technology and telecoms companies (large and small). Some have Gartner contracts, some don’t.

I have never seen or heard of any evidence that says you can buy your way gartner-empty-magic-quadranton to a Magic Quadrant. Nor does the amount of money you spend influence where you appear on the MQ.

My personal experience supports that. I’ve had clients who spend a lot of money with Gartner fail to be included on an MQ (or be included but not where they wanted to be). I’ve had clients who spend no money with Gartner be included on an MQ – and in good positions. Continue Reading →

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