Posted on Monday 14th October 2013 by peggyoneilliiar
I just survived Gartner Symposium in Orlando and as part of my regular post mortem, I analyze what went well and what I can do to improve the experience next year. A critical player for me this week is my Gartner salesperson, which got me thinking about how many AR managers neglect this key participant in their program.
Analyst firm salespeople are unsung heroes in the AR world because AR managers tend to overly focus on our analysts and overlook these useful resources. I remember one year when I was at Oracle OpenWorld, I took out my account execs for dinner one evening – no analysts, only my key salespeople from the major firms to a fun dinner as a thank you and hosted them, as usually it’s the salesperson hosting us. This was years ago so hopefully things have gotten better out there, but I was saddened when one of my account execs said it was the first time he saw an AR manager do something special for sales rather than for an analyst. (more…)
Filed under: AR Best practices, AR debates, Guest Post | Tagged: AR Best practices, Guest Post | 3 Comments »
Posted on Wednesday 4th September 2013 by Ludovic Leforestier
Constellation Research has announced today that it is taking a new step in its development and hired a CEO -see press release below- in the person of Bridget Chambers (@bridgchambers, LinkedIn), who comes from the SAP User Group.
I spoke yesterday to Constellation’s founder (and IIAR Analyst of the year 2009), Ray Wang (@rwang0, LinkedIn) and Bridget and as usual found the conversation fascinating. This post is not a position from the IIAR, its members or board, not my employer -just a sum of personal thoughts. Comments are welcome of course. (more…)
Filed under: AR debates, Constellation, People on the move | Tagged: AR debates, Constellation, constellation research | Leave a Comment »
Posted on Monday 2nd September 2013 by Ludovic Leforestier
Whilst public relations and marketing are mainstream in commercial companies, most analyst relations (AR) professionals are often at pain to describe their role.
AR is a relatively new discipline, tracing its origins in the last 15-20 years when a handful of very large ICT firms institutionalised a function to handle consultants and analysts relation. Nowadays all major technology vendors and services players have established sizeable analyst relations (AR) departments –50 to hundred strong for mega-vendors such as IBM or HP. Its raison d’être is to liaise with industry analysts, providing them a single point of contact and managing the relationship between them and the suppliers. (more…)
Filed under: AR Best practices, AR debates, IIAR, IT Analysis Firms | Tagged: analyst relations, AR, AR Best practices, IIAR | 11 Comments »
Posted on Tuesday 27th August 2013 by carolinedennington
Both seasoned analysts and AR professionals love a debate – no doubt that’s why they work in this industry! Conversations about the nature of influence, analysts versus bloggers, the role of analysts in buying decisions, whether independent analysts can truly ever be independent will no doubt run and run. They can make it hard for newcomers however, who could be forgiven for wondering what the fuss is all about.
With this in mind, the IIAR is releasing a primer on the analyst industry. (more…)
Filed under: AR Best practices, AR debates, IIAR, IIAR Best Practices Paper | Tagged: IIAR Best Practices Paper | 2 Comments »
Posted on Friday 3rd May 2013 by peggyoneilliiar
By Peggy O’Neill, AR Director / Informatica (LinkedIn).
It happens to the best of us. Your analyst relations program is humming along nicely – your analysts are behaving, your internal constituents under control – when one day, wham! You get a call from one of your SVPs sharing some exciting news! Joe Analyst, one of your company’s key advocates, has now joined your company.
AR managers will inevitably grapple with this scenario as analysts migrate to vendors often. Informatica took out two high profile analysts last year and I’ve experienced this at previous employers too. AR managers can expect certain behaviors when an analyst who used to cover your company comes inside, so your best bet is to prepare for when that day hits and take full advantage of the opportunity. (more…)
Filed under: AR Best practices, AR debates, Guest Post | Tagged: AR Best practices, AR debates, Guest Post | 3 Comments »
Posted on Wednesday 13th March 2013 by shiprakhanna
We are pleased to announce an IIAR Webinar with H&K
to present their annual Influencer Survey on 19th March 2013 at 1600 GMT / 0900 PST. The panel will include Joshua Reynolds
) and Tris Clark (@TrisClarkARGuy
) from H & K and will be hosted by Ludovic Leforestier from the IIAR board (@lludovic
). This survey is a great proof-point for AR folks to show the real influence of analysts.
Filed under: AR debates, H & K, IIAR, IIAR Webinar | Tagged: H & K, IIAR webinar, Influencer Survey, Survey | Leave a Comment »
Posted on Sunday 17th February 2013 by carolinedennington
Dave Noble recently posted a good insight on his blog at http://intelligenAR.wordpress.com looking in to the financial results of Gartner and Forrester. To go directly to the article click the following link: http://intelligenar.wordpress.com/2013/02/14/a-tale-of-two-sales-teams-an-analysis-of-gartners-forresters-2012-financials/
Filed under: AR debates | Leave a Comment »
Posted on Wednesday 26th September 2012 by Neil Pollock
By: Dr Neil Pollock, University of Edinburgh Business School
After several years’ research on industry analysts and IT Research firms there are some interesting conclusions to be reached on how industry analyst firms are exerting influence on IT vendors and their product markets. This is just a snapshot of some of Dr. Pollock’s findings.
1. Industry Analysts Stifle Novelty
The first point shows how industry analysts are one of the new ‘institutions of information technology’ with the cognitive authority to shape technological fields. One common way they do this is through proposing names and definitions for emerging technological trends, an activity with positive and negative consequences. We saw, for instance, how this could stifle innovation. IT vendors offering new kinds of products were penalised if their technologies did not conform to standard product definitions. We observed how one seemingly novel solution belonging to a newcomer received a critical review, which led to its rejection from a major procurement contest, effectively calling into question the robustness of its solution. The suggestion here is that industry analysts can help but also hinder innovation. (more…)
Filed under: AR, AR debates, Guest Post, IIAR, IIAR Forum, MagicQuadrant | Tagged: AR debates, Guest Post, IIAR, IIAR Forum, Magic Quadrant, MQ | 5 Comments »
Posted on Friday 13th July 2012 by St Cross Group
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.. (more…)
Filed under: AR Best practices, AR debates, Guest Post | Tagged: AR, AR debates, career, communication, development, guest posts, ibm, influecer relations, mentoring, professional | 1 Comment »
Posted on Tuesday 3rd July 2012 by simonlevin
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. (more…)
Filed under: AR, AR Best practices, AR debates, Gartner, IT Analysis Firms, MagicQuadrant | Tagged: AR, AR Best practices, AR debates, Gartner, IT analysis firms, MagicQuadrant, MQ | 13 Comments »