Archive | AR

IIAR Discussion – Negotiating with Gartner – 22nd Jan 15

What – IIAR Discussion Group – Negotiating your Contract with Gartner
When – Thursday the 22nd January 2015 @ 4pm GMT, 5pm CET, 12 Noon – New York
Where – IIAR Webinar
Who: Discussion initiated and will be chaired by Aniruddho Mukherjee (Head of AR and Branding Manager, Europe for HCL Technologies)
Register Here – To attend please REGISTER <<HERE>>, now

AuctionSuccessfully negotiating your contract with analyst firms and gaining best advantage from your contract is a key activity for all Analyst Relations teams. This second meeting of a IIAR Discussion Group will review the outcomes document from the first meeting (available <<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.
Held under Chatham House Rules the discussion will be chaired by Aniruddho Mukherjee (Head of AR and Branding Manager, Europe for HCL Technologies). The aim is to (ultimately) produce an IIAR Best Practice Paper that combines the knowledge of all participants.
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. Lets have a lively discussion, the more of you that join in the better, so please don’t forget to REGISTER <<HERE>>. Attending IIAR Events is free for all members, there may be a small charge for non-members.
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IIAR Discussion – Negotiating your Analyst Firm Contract – 31st Oct 14

What – IIAR Discussion Group – Negotiating your Analyst Firm Contract (aka – Negotiating with Gartner)
When – Friday the 31st October 2014 @ 4pm GMT, 5pm CET, 12 Noon – New York
Where – IIAR Webinar
Register Here – To attend please REGISTER <<HERE>>, now

AuctionSuccessfully negotiating your contract with analyst firms and gaining best advantage from your contract is a key activity for all Analyst Relations teams. This initial meeting of a IIAR Discussion Group will open up 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.
Held under Chatham House Rules the aim is to (ultimately) produce an IIAR Best Practice Paper that combines the knowledge of all participants.
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. Lets have a lively discussion, the more of you that join in the better, so please don’t forget to REGISTER <<HERE>>. Attending IIAR Events is free for all members, there may be a small charge for non-members.
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IDC, End-Users and Strategic AR – all at our latest London meeting

MK 2small Panel 1 smallWell, that was a late one but well worth it.

In a mammoth three hour meeting (we didn’t lock the doors, people just didn’t want to leave) those attending last night’s IIAR meeting in London enjoyed an informative interview Marianne Kolding of IDC by Simon ‘Jeremy’ Levin of The Skills Connection.

In his quiet, persistent manner, Simon coaxed Marianne into explaining how IDC works with CIOs and what research it’s now producing for the IT buyer.

And it turns out that there’s quite a lot. Marianne talked through the reach and exposure IDC has with end-users. She also explained several newer services that the company is launching directly to target the CIO and in-house IT decision makers.

David Rossiter of Sunesis/Harvard PR then had the pleasure of chairing a panel discussion on Strategic AR.

It was a spirited, entertaining and insightful conversation. Led by our three panellists – Bill ReedAGTDom PannellUnisys; and our own Yash KhannaTCS – the audience weren’t shy about sharing their views on what they heard as well as their experiences.

We should provide wine and beer more often.

For IIAR members who couldn’t be there in-person, you can listen to recordings of both sessions in Huddle. For non-IIAR members, you can have access if you join up but otherwise you’ve missed out on two great conversations.

Our next meeting is at Christmas on the 9th December, in central London. We’ve got a great party planned, which Dell is kindly sponsoring. You should really come along for at least one drink.

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[GUEST POST] Building credibility to boost sales with IT Analyst Relations

By Sven Litke (@SvenLitke, LinkedIn), Kea Company, first published on Influencer Relations and Marketing.
Many thanks for allowing the IIAR to re-publish.

When talking to IT vendors eager to grow their business I usually come across a number of common challenges they face. One of the biggest issues which lies outside the companies (as opposed to e. g. finance requirements to fund the growth or adding enough skilled people to their workforce) is that once they are moving out of their comfort zone they are facing prospects that are much more skeptical than those in their home markets. Continue Reading →

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IIAR Best Practice Paper: • IIAR Best Practice Paper, Analyst Relations and Industry Analysts –The 7+7+7 Golden Rules of Engagement by Ludovic Leforestier & Caroline Dennington

Keep calm and follow the rules

We’ll hold a webinar to discuss our latest IIAR Best Practice Paper: Analyst Relations and Industry Analysts –The 7+7+7 Golden Rules of Engagement byLudovic Leforestier & Caroline Dennington

Date: September 11th, 2014
Time: 4pm BST, 5pm CET, 11am EST, 8am PST
Location: IIAR Webinar – Register here

AR Pros and the Industry Analysts work on the basis of undocumented principles – principles that sometimes get broken or abused and then what do you do? This webinar will look at the types of analysts AR Pros come across on a daily basis and how to engage with them. Questions such as whether there is a secret recipe on how to build trust? – When should you be transparent? – Should analysts be afforded preferential treatment? – And does NDA really mean, NDA? – will be addressed along with many other frustrations we all face in the world of AR. Oh yes, there is also a section on ‘Divas’! Continue Reading →

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Wrap-up: Netscout vs. Gartner re. Magic Quadrant positioning

gartner[1]Two Three interesting takes on Netscout suing Gartner for not putting them in the leaders quadrant:

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What does analyst influence mean to you?

What does analyst influence mean to you?

If you’re in AR, how do you get it, and how do you measure it?

If you’re an analyst, how do you know whether you have it?

 

“Influence” is a goal for many Analyst Relations programs–and a factor of analyst effectiveness–yet there is little agreement about how to define, optimize or measure analyst influence. It can be a source of confusion and frustration for AR practitioners and our stakeholders, not to mention the analysts who are expected to provide it! Continue Reading →

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[GUEST POST] Gartner Updates: Notes from the AR regional briefing in the UK

By Henrietta Lacey-Gutsell / CGI (@henriettalacey, LinkedIn)

Gartner has its ‘listening hat’ on at the UK AR Regional BriefingNew methodologies introduced by Gartner

Gartner recently opened its doors to AR professionals with a day of presentations and interactive workshops targeted at the influencer relations community. The idea was to build on the AR forums given at the Gartner Symposium conferences and spend more time on topics that we, as AR professionals, have said we wanted to know more about.

Overall, it was an excellent event with a good balance of presentations and interactive discussions. The first panel slot was rather over staged and an over-run at the start of the day left little time for what must have been one of the most useful sessions of the day by David Black on Gartner reports and methodologies (“Gartner Update: Magic Quadrant Contextualization and Critical Capabilities”). See below for a summary of the updates. Continue Reading →

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[GUEST POST] Key Requirements for Vendors When Briefing Software Analysts

Natalie Petouhoff / Constellation (IIAR)By NataliePetouhoff (@drnatalie, LinkedIn) from Constellation Research.

In any given week, analysts hear many pitches. What may not be apparent is “How engaged is the analyst?” So if you are a vendor, how do you engage an analyst? First, don’t be one of those people who is more interested in getting through all your slides in the short period of time you have with the analyst versus really having an engaging conversation with the analyst. Continue Reading →

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[GUEST POST] Can you build a meaningful relationship with analysts, even if you don’t pay them?

By Eria Odhuba (@eodhuba, LinkedIn), resident analyst relations lead at The Comms Crowd 

“We have a problem with analysts,” I hear you say. “You have to buy analyst services to have a good relationship with them,” has got to be the most common phrase any analyst relations professional hears from colleagues.

Cynicism reigns when it comes to judging analysts, which reflects the way many of us might feel about the role they, and other influencers, have when recommending IT products or services.

Admittedly some are harder to engage than others if you do not have a subscription, but is that true of all Analyst Houses or is there a middle ground?

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First German IIAR Stammtisch kicks off

The first German IIAR Stammtisch will kick off on Tuesday, 24th June, at 5pm CET at Cordobar, located in the famous Glockenback district of downtown Munich on, at Ickstattstraße 1a.

This is a must-attend event for Analyst Relations professionals working in Germany, or with German-focused analysts. The IIAR is building a community of AR pros in Germany and we’re getting together to network and discuss German-specific elements of AR. Continue Reading →

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Gallic research firms get cosy: after taking on Germany, CXP and PAC merge

Just hot from the press, French IT analysis firms CXP and PAC announced their merger. The press release below is scant on details, but it seems that VC-funded CXP snapped up privately owned PAC, both of which took over German firms BARC and Berlecon in the last few years.

On paper, it’s a good fit. Of course culturally, both being Franco-German and also on the business side with PAC selling to IT vendors and CXP mostly to IT users.

Their claim to be the leading European analysis firm conveniently forgets Ovum however…

More to follow soon.

Updated 15/06/14: register here for a an IIAR call with:

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[GUEST POST] This Thursday, learn what the new Ovum is up to: webinar with CEO Steve Hotham

By David Rossiter (LinkedIn@davidrossiter) from Sunesis,

The new CEO at OvumSteve Hotham, is hosting a webinar on Thursday this week (May 22nd 2014) at 1600 UK time.

It’s open to all AR professionals and users of the current Ovum and Informa Telecoms & Media (ITM) research services.

According to Claire Booty, PR manager for Ovum, Steve will use the webinar to explain the rationale behind the merger of Ovum and ITM, highlight its new products, research agenda, and introduce key staff appointments.

If you want to attend, just email Claire with the names, job roles and contact details of those who wish to attend. She’ll send you all the details.

 

 

About the author

David Rossiter (LinkedIn@davidrossiter) runs Sunesis, a specialist AR agency, and writes the Analyst Insight blog.  He is a former board member of the IIAR and is now co-chair of the UK chapter.

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IIAR Analyst Relations Professional of the Year 2014 – and the winner is…

IIAR AR Professional of the YearSo here’s what you’ve all been waiting for – perhaps you’re wondering, “Is it someone I know? Could it be me?!” Well, before we get that far, let’s take a good look at ourselves to determine if we deserve the recognition or not.

As mentioned in the previous post, analysts did get the opportunity to give feedback not just on what AR pros do well and how well they do it, but also on what they don’t do well. Here are some examples of – ahem – bad practices which we are sure none of the top AR pros would ever engage in… Continue Reading →

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[GUEST POST] The importance of business ethics

Originally posted by Bram Weerts from KEA on BramWeerts.com: Non-Academic Views.

Business-EticsOn the 5th of March, the IIAR (The Institute of Industry Analyst Relations) will hold a panel that will discuss what the ethical standards should be across the analyst industry. Kind  as they are at the IIAR, they have invited me to take place at the table in London. I would like to take the opportunity to give a bit of my vision before the 5th. Since nobody reads  my words, it will not hurt the discussion.

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On the trail of the Analyst Relations Professional of the Year

IIAR AR Professional of the YearIf you have ever had enough money to pay for the services of an AR agency, no doubt you will have run a survey or two to evaluate how well your AR practice is performing. However these surveys – by their nature – remain proprietary information and the industry has never looked itself in the face as a whole to see what it looks like across the board.
Enter the IIAR with the idea to run a survey of all the analysts across the globe, to see what they think en masse of the Analyst Relations community. The idea is simple: for the past few years we have run a survey among AR professionals to find out who is the favourite analyst of the year, but now the tables are turned and it’s the analysts’ turn to vote on who is the favourite AR professional of the year…

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[GUEST POST] So what to social media?

david rossiterBy David Rossiter (LinkedIn, @davidrossiter) from Sunesis.

 

The question of how AR professionals should use social media keeps cropping up.

Even though social is a part of our daily lives, I am still asked whether it’s okay to use Twitter, LinkedIn and Facebook to contact analysts – never mind apps like WhatsApp, Pinterest, Instagram and Snapchat. And I’m not alone.

There has been no shortage of social media gurus who happily told us that social media would radically transform the world of AR.

Yet my colleagues at the IIAR and I found ourselves continually asking the same thing. Has that transformation actually happened?

No-one would dispute that social media has had some impact. Still, has it really changed the fundamental way in which an AR professional needs to be work if they’re to be successful and effective?

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IIAR Webinar – Best Practice Paper – “Rules of Engagement” – 4th April 2014

When? 
DAY: 4th April 2014
TIME: 16:00 (GMT), 17:00 (CET), 11:00 (New York)
Agenda Your opportunity to provide Peer Review and input, prior to final publication, of the latest IIAR Best Practice Paper – “Rules of Engagement”. We appreciate your valuable knowledge and experience and look forward to your input.

Abstract from Paper – The relationship between industry analysts and technology companies is built upon a notion of trust. Specifically, analyst relations professionals and analysts work on the basis of undocumented principles, which sometimes only become apparent when they are broken or abused. In this best practice paper, we present a starting point for understanding how AR pros and analysts can best engage, to the benefit of both sides.
The paper is available on Huddle here, for members to review, before the Webinar. We are happy to receive your comments before the Webinar, send to here.
   
 The Webinar will be open to all IIAR Members, new members are especially welcome. Please contact us here if you wish to join the Webinar or join the IIAR.
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Making the most of CeBIT (even at the last minute)

CeBIT logoIt’s big, and it’s just around the corner – it’s CeBIT time again. For AR professionals attending the show, the IIAR has put together a new paper sharing expert tips, both from ARs and analysts, on how to best use CeBIT to connect with and build relationships with analysts. This is available free of charge in our IIAR Members Area.

Even though CeBIT looms large – many vendors begin media briefings in Hanover on Sunday – both ARs and analysts also agree that it is still possible to set up meetings at short notice. However, CeBIT is not the place to expose analysts to a full-on deep dives into a new or revised strategy. See the white paper (link, membership required) to learn more about what leading Forrester analyst Pascal Matzke (LinkedIn, bio, @pascalmatzke) recommends for AR professionals. Continue Reading →

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