Archive | IT Analysis Firms

Winners announced: IIAR Analyst of the Year 2016

The IIAR is delighted to announce the winners of this year’s

IIAR Analyst of the Year 2016 and IIAR Analyst Firm of the Year 2016

AOTY

AND THE WINNERS ARE…

Keep reading below for the IIAR Analyst of Year 2016, IIAR Global Analyst Firm of Year 2016, IIAR Independent Analyst of the Year 2016 and the best new entrants

Analyst relations pros voted for over 170 different individual analysts. Having run the survey over several years, it was striking to see the amount of new analysts that figured this year as compared to previous ones. This goes to show the dynamic nature of this space. There are now hundreds of so-called ‘upstarts’ firms, analysts continue to move between firms, and new analysts enter into the picture. Continue Reading →

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Around Shawn Fitzgerald in 10 Questions

Today we ask our probing questions of Shawn Fitzgerald, (LinkedIn@IDC)Research Director, World Wide Digital Transformation Strategies at IDC. Shawn recently joined IDC 

IDC

  1. What are your coverage areas?

I’m responsible for leading and coordinating IDC’s World Wide Digital Transformation (DX) Strategies Practice and continuing to ensure IDC’s thought leadership in the digital economy. As you may already know, IDC estimates the economic value of DX to be $20T or more than 20% of global GDP.

  1. What are your opinions of the IT Analysis Marketplace and where do you see it going?

The role and value we, as analysts, provide is tremendous and is ever more important to smart technology strategies. Today, technology is so core to businesses delivering on their brand promises, both products and services. Making a bad technology decision has such an impact on strategic and operational performance in a way that wasn’t the case 20 or 30 years ago. Conversely, making the right choices can enable break-through business performance and really create world-class customer differentiation capabilities. I’ve yet to meet successful business leaders who don’t want access to those insights. Continue Reading →

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IIAR Breakfast/Cafe meet at the Gartner Symposium in Barcelona

If you are going to the Gartner Symposium, drop in to the IIAR Breakfast – for a coffee, perhaps some churros and a chat on all things AR related with Ludovic Leforestier (@lludovicLinkedIn) IIAR co-founder and Director Thought Leadership and Analyst Relations at BearingPoint.coffee-and-churros

When: Wednesday November 9th Nov 2016
Time: 08.30am local time
Venue: Hilton Diagonal Mar Barcelona Hotel, Carrer del Taulat, 262-264, 08019 Barcelona, Spain

Read also:

IIAR AR Café – Gartner Symposium, Barcelona – 09 Nov 2015
IIAR AR Café – Gartner Symposium, Barcelona – 12 Nov 2014
IIAR AR Café – Gartner Symposium, Barcelona – 13 Nov 2013

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Constellation and the curse of the quadrant

At the beginning, the intent was pure.Gartner Real Quadrant

Industry analysts, more specifically the buy-side “prescribers” exist to help technology buyers (often referred to as end-users) select the best vendors and providers. They gather insights through public and private sources such as (semi-)private vendor briefings and conversations (inquiries) with their end-user subscribers. Some analysts take hundreds of briefings and inquiries in a year, allowing them to gather unique insights on the market segments they cover. This accumulated knowledge allow them to monetise this information asymmetry as reports, consulting sessions, speaking engagements, etc.

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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 Forum and Webinar – How well do you know 451 Research?

451 Penny Jones, William Fellows, James Stanton451 Research has been growing rapidly over the past few years, with an analyst team of 120+ and a diversified set of data-driven research services.  James Stanton, (@stantonibusLinkedIn), SVP Marketing will provide an overview of the company. He will be accompanied by William Fellows, VP and Founder of 451, (@wif, LinkedIn)  and Penny Jones, (@PennyJones451, LinkedIn), a Senior Analyst focused on European Services who will provide an overview of her coverage area and help answer questions on how best to engage the 451 Analyst team.

Moderated by Ludovic LeforestierLinkedIn @lludovic), Bearing Point and IIAR Board member. Continue Reading →

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IIAR Webinar: The HfS Research-As-a-Service Model -“Thriving in a Market that Refuses to Change”

The enfant terrible of the industry analysis industry (with maybe a very traditional business model, see The mysterious HfS business model… revealed) will provide an update to IIAR Members on Horses for Sources Research. Presented by HfS founder, Chief Analyst Officer and twice IIAR Analyst of The Year (in 2011 and 2010Phil Fersht  (LinkedIn, @pfersht) and Barbra McGann, EVP Research (LinkedIn, @SheridanMcGann). HfS

The webinar will be chaired by Ludovic Leforestier /Bearing Point and IIAR Board (@lludovicLinkedIn).

Agenda:

  • About HfS
  • Today’s Analyst Industry
  • Aligning the Future of Tech with the Future of Research
  • The HfS Blueprint methodology and how it’s shaping the future analyst model
  • Wrap-up:  Where do we go from here?

When: Thursday 29th September
Time: 17.00 GMT/ 18.00 CET/ 9am PDT/ 12noon EDT
IIAR Members Register Here

This webinar is open to IIAR members, non members should contact the IIAR Community Manager: Maria Ashton mashton at analystrelations dot org.

See also

 

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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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Around Christian Renaud in 10 Questions

451 IoT Christian RenaudToday we ask our probing questions of Christian Renaud from 451 Research. Iowa based Christian (LinkedIn, @xianrenaud) is Research Director for IoT (Internet of Things). 

  1. What are your coverage areas?
    Internet of Things.

  2. What are your opinions of the IT Analysis Marketplace and where do you see it going?
    I think the market is speciating between smaller boutique shops and larger numbers shops with specialists in the middle, like 451.

  3. What’s your typical day like?
    About 1/3 quiet contemplation, 1/3 briefings and meetings, and 1/3 complete chaos.
    Continue Reading →
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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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Gartner acquires SCM World, what does it mean for AR Professionals?

Gartner has consolidated its position as the leader of the pack through its latest acquisition of SCM World, we are not sure how much Gartner paid for SCM but it is estimated to be around the £10m plus mark.

SCM World is a privately held company headquartered in London, U.K., with approximately 60 associates serving clients worldwide in Supply Chain Management. SCM World is a leading cross-industry peer network and learning community providing subscription-based research and conferences powered by the world’s most influential chief supply chain officers and senior supply chain practitioners.

Readers may recall back in 2009 Gartner bought AMR, which served supply chain management and IT professionals. Continue Reading →

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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.

Based on my background as both an AR professional and an industry analyst, I and NelsonHall colleagues have put together guidelines for planning promotional campaigns to communicate positioning in analyst reports, using NelsonHall’s (vendor) Evaluation & Assessment Tool (NEAT) reports as an example. NEAT reports help strategic sourcing managers to evaluate outsourcing vendors, and consists of a two-axis model: assessing vendors against their ability “to deliver immediate benefits” to clients and their ability “to meet clients’ future requirements”.

Plan for promotional rights

When participating in industry analyst reports, it is important to secure budgetary funds for promotional rights (or ‘reprint rights’ in old terminology).  If your organization does well, the rights will be needed to promote your organization’s position in the report. In the case of NelsonHall’s NEAT, promotional rights allow vendors to use the NEAT graphs, supported by quotes from NelsonHall analysts, as part of their service marketing initiatives (e.g. in marketing collateral, press releases, news articles, social media, websites, etc.). NelsonHall also delivers a bespoke report containing a summary analysis of the vendor’s capabilities within the specific service type (including financials, strategic direction, and strengths), plus the latest market analysis summary for the service in question.

NelsonHall and most other industry analyst firms have guidelines on how the reports can be used and have a review process regarding their usage.

Promote your positioning internally to support external campaigns

Promotional rights of analyst reports typically allow promotion for an agreed upon timeframe. The extent to which a vendor is able to leverage the promotional rights depends on being able to communicate their positioning effectively within their organization, and to encourage usage.

In reaching out to colleagues across the business, explain the significance of your positioning as well as the potential benefits to your organization. Make sure the personnel that participated in the report preparation, briefing, and securing of client references are made aware of the analyst firm positioning of your organization.

Make it as easy as possible for colleagues to leverage promotional rights by, for example:

  • Getting approved analyst quotes
  • Preparing slides for internal departments to use externally. Usage examples include sales presentations and inclusion by solutioning employees in proposal responses
  • Developing brief articles (or simply bullet lists) based on the report

NelsonHall recommends vendors share their NEAT positioning with the departments listed below and provide direction on how it can be leveraged:

  • Marketing/Social Media:
    • Develop some one- or two-line quotes or facts about positioning to be used as tweets
    • Share a link to a news release about your positioning, to be posted on LinkedIn, Facebook or other social media used by your company
    • Place an article about your positioning in client and employee newsletters
    • Seek opportunities to include your positioning in marketing brochures, marketing campaigns, annual reports, and if applicable earnings scripts
    • Develop an e-mail marketing campaign about your positioning.
  • Web Team:
    • Explain the significance of your positioning and ensure the NEAT graph(s) have strong website real estate for the full duration of the promotional rights(in my time as an AR professional, I once paid for reprint rights for a year, only for the web team to remove the relevant collateral from the website after a month! I had to remind the team of the value of the reprint rights in order to get the web post reinstated)
    • Ensure the NEAT graph is accompanied by key benefits and include a quote as well
    • Provide a link to the NEAT report.
  • Public Relations:
    • Draft a news release
    • Provide the NEAT graph(s)
    • Ensure the news release is shared with key global media contacts as well as trade media, and local media where the company has contacts and a presence.

Following these simple guidelines can help AR to ensure that their business gets the most mileage from their participation and positioning in an industry analyst report such as NelsonHall’s NEAT series.

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Around Annette Zimmermann in 10 questions

Today we ask our probing questions of Annette Zimmerman from Gartner. Munich-based Research Director Annette (LinkedIn, Twitter) is Agenda Manager for Gartner’s devices research – and she probably has more gadgets than you.

  1. What are your coverage areas?Annette Zimmermann

My beat is very broad in comparison to many analysts. I cover personal technologies including devices, PCs and wearables, following firms like Apple, Microsoft, Google, Samsung to name but a few. I’m also tracking the IoT and specifically beacon technology and indoor positioning solutions from vendors like Cisco, Aruba and Estimote.

  1. What are your opinions of the IT Analysis Marketplace and where do you see it going?

It’s still a growing business with demand coming from vendors and IT-users alike. Industry specific knowledge is becoming more important. Continue Reading →

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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.

Continue Reading →

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Around Katy Ring in 10 Questions

Today we ask our probing questions of Katy Ring, (LinkedIn@451Research) Research Director for IT Services at the 451 Group

  1. What are your coverage areas?Katy Ring 451 Group
    I cover Cloud Transformation Services – basically how advanced technologies are used by consultancies and IT service companies to create and deliver offerings for digital transformation.
  1. What are your opinions of the IT Analysis Marketplace and where do you see it going?
    It is much the same as other marketplaces – you have the large incumbents that everyone moans about but continue to use, the disruptive entrants that are the most fun to work for, and the mid-sized firms that are squeezed by both sides. One thing that does bother me about the IT Analysis Marketplace is the lack of young analysts coming through – in many geos this is a side effect of the death of industry trade journalism, which is where a lot of us began our careers. I’m pleased to say 451 is investing in a graduate Research Associate scheme to help address this.
  1. What’s your typical day like?
    I tend to have two different types of day: either I spend the day in my home office writing, researching, taking phone briefings and enquiry calls; or I am traveling to customer sites and events around the world. The former type of day is quite introspective, the other is socially demanding. The variety is part of what makes the job interesting.
  1. Now, c’mon, tell me an AR horror story?
    Many years ago being disinvited from an event because (I was told) that although I was a tier 1 analyst the vendor had decided I worked for a tier 2 firm. I am not sure in what world that kind of attitude makes for good relationships but most analysts have experienced this kind of nonsense at one time or another.
  1. How do you position your firm? What is your business model? 
    I would say 451 Research is a disruptive firm with reasonable scale (more than 120 analysts globally). We deliver a combination of research & data across fourteen channels aligned to the prevailing topics and technologies of digital infrastructure. Our digital transformation coverage spans from the data-center core to the mobile edge.
    We differentiate by publishing daily, topical, up-to-date reports via our Market Insights product. We also publish longer pieces of research such as our Voice of the Enterprise quarterly commentator products that we provide in a range of technology areas.
    Our customer base is a mix of suppliers, investors and buy-side organizations in that order. However, our readership influence tips that mix on its head, as our commentator network of over 30,000, accesses our research via a “freemium” model.
  1. What is your research methodology?
    We employ a lot of PhDs – indeed by some vendors’ metrics this fact alone would merit rebranding as a big data consultancy – so we undertake primary research. The research is largely conducted via the phone, although where we can we like to meet in person. However, the quantitative team is working with sample sizes that would make face-to-face meetings quite challenging!
  1. Tell us about one good AR practice you’ve experienced or one good AR event you’ve attended.
    I particularly welcome the all too rare ability to meet customers as part of the “speed-dating” executive 1:1 sessions that vendors provide at analyst events.
  1. Any hobbies or favourite restaurant / food that you’d like to share?
    Magdalen in Tooley Street is great and brings back good memories of the CIO dinners Kate Hanaghan and I hosted when we were running K2 Advisory.
  1. What is your biggest challenges for the upcoming 6 months? And for the next 30 mn?
    For the rest of the year? Trying to analyze “digital transformation services” in a way that is both meaningful and useful to our audiences. In the next 30 minutes? Deciding which biscuit to have with my cuppa
  1. Is there another analyst whose work you rate highly?
    I have a lot of respect for William Fellows, who I have the pleasure of working with at 451 – he is an individual with an encyclopedic knowledge of the cloud industry. Other analysts that I find to be both creative and engaging in the way they work are Kate Hanaghan, Bola Rotibi, and Jess Figueras.

 

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Around Tim Jennings from Ovum in 10 questions

Today we ask our probing questions of Tim Jennings, (LinkedIn, @tjennings) Chief Research Officer and Research Fellow at Ovum (@ovum, see related posts)

1. What are your coverage areas?Ovum Tim Jennings
As Chief Research Officer at Ovum, my focus is less on a specific topic, and more on how technology overall is being applied to create business value. That said, I need to keep abreast of all the hot topics, and be able to hold vaguely sensible conversations on anything from converged infrastructure to customer experience. If I was to pick the coverage area that I enjoy most, it would be BI and information management.

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IIAR Webinar – Why Peer Review Sites Matter: Influence and the digital buyer

Mike Fauscette / G2 CrowdWhy Peer Review Sites Matter: Influence and the digital buyer
Presented by Mike Fauscette (LinkedIn, @mfauscette), Chief Research Officer at G2 Crowd.
Moderated by Ludovic LeforestierLinkedIn @lludovic), Bearing Point and IIAR Board

When: Thursday 22 September 2016
Time: 08.00 PST/ 11.00 EDT/ 16.30 BST/ 17.30 CEST

The Internet and mobile technologies have changed the way people interact and created a population that is always on and always connected. This new connectivity and interaction patterns have opened up many new business innovation and opportunities, but at the same time has led to behavioral changes that are creating frictions and unmet expectations among employees, partners and customers/prospects. For many companies this manifests as a “sales” problem but is, in fact a buyer behavioral “problem”. Buyers are looking to new sources of information, sharing past experiences and in general influenced in new ways and by different I information sources. Continue Reading →

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Around Anthony Mullen from Gartner in 10 questions

Today we ask our probing questions of Anthony Mullen  from Gartner (@gartner, see related posts). Anthony ( LinkedIn, @ant_mull) recently joined Gartner and was previously with Forrester. Last year while working in a data science consultancy, Anthony conceived of and ran a piece of R&D work that developed the worlds first richAnthony Mullen segmentation using wearable data. The work went on to develop propensity to buy predictions related to heart rate as well as dissecting what made for a good nights sleep.

 

  1. What are your coverage areas?
    I have two main streams that I’m working on. The first is macro trends and forecasting in the personal technologies space. The second is more horizontal research which covers topics like analytics, AI, IoT and the connected home. From a role point of view I often write for customer experience professionals, strategic planners and innovation teams.

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