Archive | IIAR

Analyst Relations Manager, based in the U.S.

Benfield Associates is undertaking a search on behalf of a client for an Analyst Relations Manager in the IT/Telecom, Computer Software, or Professional Services Industry.  This person can live anywhere in the U.S. and will manage relationships with firms such as Gartner, Frost & Sullivan, and Forrester, among others.  There will be direct reports.

For details or to apply please send your resume to Keith Benfield at Benfield Associates

keith@benfieldassociates.com

Contact Number: 707-254-1890
Link to Vacancy: http://www.benfieldassociates.com/jobs2.html

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#IIARReception2015 – Summer Party Pictures at Flickr!

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The prestigious Lord’s Pavilion Roof Terrace set the scene for the biggest IIAR Summer Networking Party – a very special evening of drinks, jazz and networking with a crowd of more than 120 guests from 50+ firms and no powerpoint in sight!

Sponsored by Tata Consultancy Services, the party started with a note by Shankar Narayanan, TCS Country Head who welcomed cricketing legend, Graham Gooch OBE (ex England Cricket Team Captain and the scorer of the most runs ever!)

It was a perfect pitch for analysts and AR professionals to network and share ideas and best practice…..and the pictures are finally in at – view them at Flickr  #IIARReception2015

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“Thanks for such a great event. Unbelievable venue and such a good atmosphere for the strike breakers!” Chris Lewis, Lewis Insight
“The IIAR Summer Party was a great success – it was wonderful to see peers and meet with the analysts in such a prominent venue” Alexia O’Sullivan | Global Analyst Relations Director | Brand, Marketing & Communications, EY
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SENIOR ANALYST RELATIONS MANAGER CORPORATE COMMUNICATIONS, FUJITSU GLOBAL MARKETING

Location: United Kingdom/Benelux or East Coast USA

An exciting and dynamic organization, Fujitsu is the leading Japanese information and communication technology (ICT) company, offering a full range of technology products, solutions, and services. This year marks a proud milestone for our business during which we are celebrating our 80th anniversary in the ICT industry– with a well formed view of how we’ll grow to meet our 100th year and beyond!

In support of our continued market growth, we are seeking a highly experienced Senior AR professional to join our global team, helping the organization communicate continued market leadership with new levels of Human Centric Innovation and customer loyalty.

To qualify for this role, you must be ready to act as the central point of contact for all analyst interactions within Fujitsu, worldwide – both inbound and outbound, facilitating the company’s ability to communicate to these external influencers. Your expert skills will be applied to enabling analyst firms to represent and recommend Fujitsu in select portfolio areas, ensuring our chosen Tier 1 analysts understand our differentiated value in the marketplace equip them with the strategic insight to position us as a ‘leader’ or ‘one to watch’ and recommend us to end-user technology buyers. You’ll also work closely with internal company stakeholders globally, helping them to regularly engage with and leverage Tier 1 analysts and their insights into market segments ripe for development.

 Key Accountabilities

Under broad direction of the Director of Global AR, initiates, plans and coordinates multiple, complex analyst relations projects which include:

  • Identifying, coordinating and working directly with global internal and external decision-makers, stakeholders and spokespeople to develop effective engagement and communication opportunities with key Tier 1 analysts which directly support our strategic business and communications initiatives as reflected in company’s mid-term plan
  • Advising internal stakeholders on best practice in using both analysts and the Fujitsu analyst relations program in shaping and developing forward-looking strategies and subject matter that differentiates and distinguishes Fujitsu
  • Collaborating with leaders to ensure completion of media/materials and develop delivery strategies and e.g. Executive Briefings, Customer Case Studies, Solution/Product Launches, MAE’s including industry events and reports
  • Creating, implementing and managing annual analyst events as part of global Fujitsu Forums in Munich and Tokyo, and selected partner/industry events
  • Maintaining existing and developing new internal data and communication outlets to ensure ease and regularity of analyst output access across stakeholder community
  • Managing spend in line with annual AR budgets

Key Performance Indicators        

  • Contributes to and executes against designated Analyst Relations Program plans in line with business priorities and corporate communications plan
  • Proposes, designs and executes Analyst Relations activities that meet the needs of stakeholders and achieve desired results
  • Manages multiple, complex projects within strategy and budget parameters
  • Builds strong relationships with leaders and team members at all levels to hold valuable interactions with analysts that deliver clear benefit to Fujitsu
  • Builds strong relationships with selected analysts to enable ongoing communications and business insight sharing
  • Demonstrates ability to work within existing organizational dynamics and sometimes tight third-party deadlines to achieve value for Fujitsu
  • Employs creativity and industry best practices and integrates them into analyst relations programs and activities

Required Education and Experience

  • 6+ years performing one or more Communication functions at a Manager level with at least 3 years’ similar level experience in analyst relations (public/media relations, internal/employee/executive communications, external/customer communications, and/or marketing communications). Corporate or agency experience in a hi-tech or information technology solutions/services industry is required
  • Demonstrable writing skills as evidenced by a portfolio
  • Demonstrated relationship building expertise at all business levels
  • Demonstrated ability to work effectively in a collaborative team environment and delegate tasks to team members as necessary
  • Must have successfully initiated and led multiple communication projects with a high degree of complexity at both a strategic and tactical level. Must have demonstrated the ability to manage resources, develop and manage a budget, and implement communications measurement techniques
  • Demonstrated ability to establish and develop relationships with senior leaders, executives and external partners.
  • Bachelor’s degree in a communications or marketing discipline or equivalent work experience. Master’s degree is a plus.

For more information or to apply, contact Karen Gaughan, Director of Analyst Relations Karen.gaughan@us.fujitsu.com

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The IIAR “Tragic Quadrant”

Last year, as part of the 2014 IIAR Analyst of The Year Survey, we invited analyst relations professionals to rate their favourite industry analyst individuals and the firms they worked for. More than 60 individual organisations responded to our survey. We were interested to see if we could do further analysis on the data that was collected.

When we set out to do the IIAR Analyst of the Year (with Helen Chantry), 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. We are not claiming that this is 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. Continue Reading →

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IIAR’s first date with Forrester CMO

Victor-Milligan Smallforrester-logo-150x150IIAR hosted Forrester’s new CMO, Victor Milligan, at SapientNitro’s office in central London on April 30th. Victor joined Forrester in December to lead its global marketing organisation. He was in London last week for Forrester’s Marketing Leaders Forum, and later joined the IIAR members to discuss the company’s “Age of the Customer” strategy, go-to-market and key research themes for 2015. Benjamin Ensor, VP & Research Director serving eBusiness & Channel Strategy Professionals also joined Victor during the session and took part in the Q&A. Continue Reading →

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Around Tom Reuner from HfS Research in 10 questions

Tom Reuner SmallToday we ask our infamous ten probing questions of Tom Reuner (LinkedIn, @tom_reuner) from HfS Research where Tom Reuner is now the Managing Director of IT Outsourcing Research.

 

Questions:

1.    What are your coverage areas?
IT and business services. My remit is to drive the HfS research agenda for the “As-a-Service Economy” across SaaS applications, cloud eco-systems and IT. Together with my HfS colleagues I will continue to develop the research around process automation and cognitive computing in both IT and business processes.

2.    What are your opinions of the IT Analysis Marketplace and where do you see it going?
As I am getting old, now and then I indulge in memories of the good old days when I started at Gartner. The industry was in its infancy and even my modest knowledge did go a long way. These days an analyst has to be a segment specialist, being able to consult on very specific problems and be perceived as influencer through social media or more traditional means. The ubiquity of social media has not only changed the channels for research but introduced the notion of immediacy. HfS is at the forefront of reinventing the analyst model and that is part of the reason why I opted to join the folks. However, the downside in the industry is the consolidated nature of the analyst space with clients gravitating toward the big brands largely to mitigate risks and play the brand equity game.

3.    What’s your typical day like?
Luckily there is no such thing as a typical day. Suffice it to say being German I try to be organized but any schedule is constantly being re-written by clients and industry events. Ever since I had my own analyst firm, the boundaries between work and private life are being blurred as the laptop plays a significant part in both spheres. On “quieter” days when I am not travelling even before the first coffee I check the inbox and on industry events. The morning is mostly spend tracking the industry news flow and talk to clients. In the afternoon I will try hard avoid being a master procrastinator as my lovely wife calls it and work on deliverables.

4.    Now, c’mon, tell me an AR horror story?
The AR community is doing a terrific job battling with their internal stakeholders while feeding the insatiable appetite of us analysts for information and briefings. As for horror stories what happens in the community stays within the community. However, where I roll my eyes when companies or AR folks do a blind or unsophisticated tiering. I have worked for Gartner and I had my own firm. – which represent the extremes in the analyst food chain. Having seen one vendor having seating arrangements at a briefing where the front row was exclusively reserved for Gartner folks regardless whether they even cover the vendor was such an eyebrow moment.

5.    How do you position your firm? What is your business model?
As a boutique firm you constantly have to differentiate and to stay ahead of the market. At HfS, we’re the leading analyst authority and knowledge community for the global services industry. We also exist outside of the walls of the CIO’s office and cover business operations, such as finance, HR and supply chain, while most of competitors are still firmly stuck only covering IT and technology speeds and feeds.  We actually get deep into the weeds of business processes to understand how they are enabled and optimized by technology. In addition, our knowledge community of more than 100,000 services professionals is a huge differentiator for us as we can constantly test the pulse of our network with our regular surveys (we talk to more than 5,000 buyers of IT and business services a year). Our webcasts get over 1000 people regularly in them and our research and blogs / soundbites are read by thousands of readers everyday. In short we’re as much as media brand these days as we are analyst – service buyers love our insight and networking, while vendors love our strategic guidance, data and influencer over the buyer.

Our revenues come from four channels: 1) Enterprise uses/buyers of IT and Business Services; 2) “Big 4” Management Consulting firms; 3) Investors and PE; 4) Services and Tech vendors. Our mix is: 1) Enterprise uses/buyers of IT and Business Services – 40%; 2) “Big 4” Management Consulting firms – 15%; 3) Investors and PE firms – 10%; 4) Services and Tech vendors – 35%

6.    What is your research methodology?
A unique blend of thought-leadership that is underpinned by primary research and real-time survey data from our network. The thought leadership is enhanced through broad C-level access while the primary research is leveraging HfS’ vast community, I haven’t come across any other firm with a comparable focus on primary research.

7.    Any favourite AR professional you’d like to mention? Any why?
There are too many to single anybody out, but representative for the community a few names jump to mind. Veterans (in the best sense of the word) like Clare Loxley at HP or Jacqui McCouat at IBM, though they have moved on to pastures new. People like Ani Mukherjee at HCL who has grown in statue ever since we met and we have become good friends and shared the odd cigar. Representative for the many small vendors in process automation who don’t have dedicated AR functions, Daniela Zuin at IPsoft is the pick of the bunch. What all of these folks have in common is that they understand my requirements, are proactive and just fun to do business with.

 

8.    Any hobbies or favourite restaurant / food that you’d like to share?
I wish there would be more time for escapism, but travel and work takes up a lot of my time. The more I treasure the time we can spend with family and friends, often I end up cooking which I really enjoy. At my advanced age these indulgences need to be balanced by as much sport as possible to stay reasonably in shape. Restaurant? The best find for a long time is the The Chancery in Central London. A new up and coming chef who cooks sublime and innovative dishes.

9.    What is your biggest challenges for the upcoming 6 months? And for the next 30 minutes?
One of the reasons for HfS to approach me was to take their coverage into adjacent segments and to broaden the client base. Some of this research will be taking me outside my comfort zone but that is equally exiting as it is challenging. That is the only way you evolve as an analyst. As a company to scale while retaining the high quality of research and maintaining a unique culture is another challenge that we all will be working very hard on.

10.  Is there another analyst whose work  you rate highly?
I had the privilege to work with many outstanding analysts over the years. Many of them have become good friends and there are too many to mention. When I started out as an analyst I learned my trade at Gartner from shadowing Steve Brazier who now heads up Canalys. Without aiming to flatter my boss, Phil Fersht is constantly redefining the boundaries of what it means to be an analyst. And last but by no means least, Ian Brown at Ovum. He is an unsung hero but one of the smartest and nicest guys in the business.

Related Articles …

IIAR Webinar – A Fiery Fireside Chat with R “Ray” Wang of Constellation Research and Phil Fersht of HfS.
Around Phil Fersht from HfS Research in 10 Questions
HfS Research and Sylvan Advisory combine to form HfS Consulting – a service line of HfS Research

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CXP Group – A European analyst powerhouse in formation?

CXPLaurent CalotWith over 20 joining the IIAR Webinar with Laurent Calot (@LaurentCalot), CEO of the CXP Group yesterday (23rd April 15) who provided a detailed overview of the CXP Group, this was followed by an enthusiastic Q&A session.
Having merged both the end-user business and vendor business of three companies (CXP, PAC and BARC) the CXP Group now provides good positions in both France, Germany and other locations (there are 17 offices in 10 countries) from combination of:
However, there is little remaining from previous partnerships such as the one between PAC and TBR > PAC and TBR announce a ‘strategic global partnership.’ Yep or RADAR PAC does Nordic.
CXP in a Nutshell – From the overview presentation …
CXP Overview
Pros: CXP is gaining in importance in Europe, increasing cross-border translations and bringing product sets together and hiring key analysts: Andy Bitterer (ex. Gartner) and Andreas Zilch (ex. Experton)
Cons: Many offerings still national (e.g. PAC Radars) potentially limiting relevance for large vendors
Bottom line:
  • AR pros should keep a watch on the internationalisation of the CXP Group offerings on the one hand and the impact of CXP Group companies in local markets where they are often deal makers.

A recording of the session and a copy of the presentation are available for members <<Here>>

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[JOB POSTING] IIAR Community and Marketing Manager

image002Part-time position available for IIAR Community and Marketing Manager, approximately 2 days per week. Reporting to the IIAR Board with the objective of serving and growing the membership.

Responsibilities include:

  • Manage the administration of events, membership contact and member’s resources for a small, non-profit organisation
  • Handle member and prospective member queries
  • Manage events program including bi-monthly London Forums and monthly teleconferences
  • Manage the IIAR Website/Blog and Members Resource database
  • Create and distribute a monthly Newsletter
  • Occasional membership surveys
  • Manage and post to the IIAR Social Media sites.

Experience:

  • Analyst Relations experience preferred
  • Knowledge of WordPress, MailChimp, SurveyMonkey, Huddle and Google business apps an advantage.

Location: UK with travel to London. Willing to discuss alternative locations.

For further information, please contact dpaul(at)analystrelations(dot)org

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IIAR Webinar: with Laurent Calot, CEO of CXP Group – April 23 @ 16:00 BST

CXPAnnouncing an IIAR Webinar on 23rd April at 1600 UK, (1700 CET, 1100 ET, 0800 PT) during which Laurent Calot, CEO of CXP Group (includes PAC and BARC) will update IIAR members of the progress since acquisition and his views on European research firms in the global ecosystem.

To attend register <<Here>>. IIAR Webinars and all IIAR Events are free to attend for members, there may be a small charge for non-members. Why not Join Now ?

Related Posts …

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