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

Kim’s Game Plan for Constellation

Constellation Research GroupConstellation Research, Inc.–the award-winning research and advisory firm focused on how disruptive technologies transform business models–announced today the addition of Peter Kim to the research team as Chief Strategy Officer and Principal Analyst. Kim, whose research focuses on Digital Marketing Transformation, expands Constellation’s ability to provide marketing leadership research/solutions to its early adopter clients worldwide and cement its unique position “somewhere between an analyst firm and a futurist firm” as Constellation Research Founder and Chairman R “Ray” Wang describes it. Continue reading

The IIAR opens its German Chapter

As an analyst relations manager you may ask yourself the question: Should I do any specific German AR? Should I run an activity at CeBIT in Hanover, or at the Supercomputing show in Leipzig or set up exclusive f2f meetings with analysts at some location like Munich or Frankfurt, and maybe do it in local language? Should I send my stakeholders to a local analyst event like the Gartner CIO summit in Berlin?

How does the German analyst landscape look like. Which industry and analyst events are relevant? How big is the German analyst firms’ influence? Continue reading

Tuesday: pre-CeBIT IIAR call on AR in Germany

Yvonne Kaupp / T-Systems ; Simon Jones / OnPR

Yvonne Kaupp / T-Systems ; Simon Jones / OnPR

CeBIT is four weeks away! What can AR professionals do to make the most of the largest tech event in EMEA? What’s possible even at this short notice?

In Tuesday’s IIAR webinar, we will discusss on how you can attract attention from analysts — and explain what’s not possible. Long-time IIAR members Yvonne Kaupp (LinkedIn, @YveKaupp) from T-Systems, Simon Jones (LinkedIn, @MrNesjo) from OnPR and Duncan Chapple (LinkedIn, @DuncanChapple) from Kea will lead the discussion, linking the conference to the overall plan for your AR programme. Continue reading

[GUEST POST] 451 hires ex Ovum, Gartner chief to lead global research

Brett AzumaIt was good to hear from Brett Azuma last week. He got in touch to let me know he’s just been appointed to lead the 60-strong analyst team at 451 Research.

If you don’t know him already, Brett’s an experienced and well-respected leader.  He’s previously held senior positions at Ovum, where he was managing director, and Gartner, where he was group vice president/chief analyst. Continue reading

PAC does Nordic

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PAC (@PAC_Consultants) did not go as far as Lapland but came back from Northern shores with another “strategic partnership”, this time with Radar Ecosystems (@radareco) -a Swedish firm.

As with TBR, the press release is scant on details but we can speculate the deal is about cross-selling and extending its geographic reach. Continue reading

[GUEST POST] “This position has now been filled” – IIAR and Job Postings

When the IIAR was first formed, one of its goals was to enable members to help each other achieve their goals. Primarily this has taken the form of sharing best practice, but we also recognised the value in publishing job postings – analyst relations is quite a specialist field, after all.

A logical place for IIAR member Logicalis to post an ad for a new Analyst Relations manager, therefore, was in the Jobs section of the IIAR web site. (http://analystrelations.org/member-resources/ar-jobs-shop/)

Less suspected, however, was just how successful – and quick – the exercise would be. Says Joanne Nelson, AR manager at Logicalis, “I received 14 applications for the role in a matter of 2 weeks, from the IIAR advert, both from freelance and agencies.”

The job was posted on 25th September, and in a matter of days enough good candidates were in the pot for interviewing to start. “On a first pass all the candidates were a suitable level with solid experience and a few came recommended by other well known IIAR members, which was helpful.”

In what is possibly a recruitment speed record, the job was filled by the 14th October. Not only did this save a great deal of time for Logicalis, but also the whole exercise was a great deal cheaper than using a head-hunter. “As it happens, my chosen candidate is a former IIAR Board member, which gave a further level of credibility,” says Joanne.

This does raise the question – what do recruitment consultants become? No doubt they will continue to have a role. In such a well-specified domain and close-knit community as Analyst Relations however, the most logical place to start is with who you know.

If you would like to know more about the IIAR, its membership and services, don’t hesitate to get in touch at by emailing secretary [at) analystrelations (dot) org. Thanks!

ad link: http://analystrelations.org/2013/09/25/job-posting-analyst-relations-manager-logicalis-group-uk/#more-7378

[GUEST POST] Ode to the Analyst Firm Salesperson and Other Key Non-Analysts

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. Continue reading

[GUEST POST] Quiz: How Mature is Your Analyst Relations Program?

  1. How often are you surprised by an important analyst report impacting your company?

    1. All the time, my life sucks.

    2. Every now and then my morning is ruined.

    3. Not often, sometimes a peripheral analyst will write something unexpected without checking in.

    4. It would be unusual, as my analysts know I’m a maniac about draft review and I’m pestering them all the time about coverage anyway.

    5. Seldom, as I have good visibility into their research agendas, and in fact I suggested the last two report topics for my key analysts. Continue reading

PAC and TBR announce a ‘strategic global partnership.’ Yep.

[This post are my views only, not that of the IIAR board or my employer]

PAC (Pierre Audoin Consultants) and TBR (Technology Business Research) announced last week a ‘global strategic partnership’. The press release is scant on details about the exact terms of the collaboration but they point out that they complement themselves geographically, with TBR based mostly (if only?) in the USA and PAC being a Franco-German (or actually Germano-French) firm. Continue reading

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