IDC Financial Insights – Institute of Industry Analyst Relations (IIAR) http://analystrelations.org The IIAR is a not-for-profit organisation established to raise awareness of analyst relations and the value of industry analysts, promote best practice amongst analyst relations professionals, enhance communication between analyst firms and vendors, and offer opportunities for AR practitioners to network with their industry peers. Tue, 05 Feb 2019 21:56:32 +0000 en-GB hourly 1 76177372 [GUEST POST] Looking Back at Three Analyst Firms by Barry Rabkin / Market Insight Group http://analystrelations.org/2019/02/05/guest-post-looking-back-at-three-analyst-firms-by-barry-rabkin-market-insight-group/ http://analystrelations.org/2019/02/05/guest-post-looking-back-at-three-analyst-firms-by-barry-rabkin-market-insight-group/#respond Tue, 05 Feb 2019 21:21:31 +0000 http://analystrelations.org/?p=271411 By Barry Rabkin (LinkedIn, @Impactoftech), President & Principal Analyst, Market Insight Group, Ltd.

 

Barry Rabkin / Market Insights GroupI was fortunate to become an insurance industry analyst in 1997.

Before that time, I had worked in the business side of the insurance industry for 17 years (primarily in marketing and/or market research across all major lines of business) and then due to, what was to prove a very lucky event in hindsight, being caught up in a purge from John Hancock, becoming a management consultant. After eight years as a management consultant, I got and grabbed the opportunity to become an insurance industry analyst. I definitely found my true professional love being a part of the analyst community. [One difference between a management consultant and an analyst? Analysts don’t have to be nice!]

My insurance industry analyst experience included leading or launching and leading insurance strategic advisory services in the US and the UK. Looking back at those experiences at META Group, Financial Insights (IDC), and Ovum, these highlights standout to me. BTW Before going into my highlights I want to state that I respected all three firms for not being just vertical (i.e. industry) analyst firms but instead were homes for analysts from a large variety of IT and Telco disciplines as well as having vertical analysts.

I continue to not understand where analysts who work for analyst firms that cover only industries (i.e. only insurance or only insurance, banking, and capital markets) get their IT and/or Telco information. I felt blessed that I could walk over or talk to IT or Telco analysts. Part of my role as an insurance industry analyst was to understand and learn what the IT and/or Telco analysts considered to be trends, issues, challenges, and implications, in their respective fields and then repurpose their ideas, where appropriate, for the insurance segments I was covering.

From 1997 on, I quickly discovered that “the world is not flat” – what may seem to be an important emerging technology (or even a maturing technology) really wouldn’t capture the insurance industry lines of business at anywhere near the pace that the IT or Telco analyst thought it would. I carried a large number of sharp pins to prick their balloons when we discussed the insurance industry – or really, specific insurance lines of business.

The Three Analyst Firms

Returning to the title of my post, here are my key take-aways for each of the three analyst firms:

META Group

  • Very strong analysts – they knew their technology and industry spaces cold.
  • Very opinionated analysts (which I totally loved) – to this day I continue to feel / behave as if I am still a Meta Group analyst.
  • Analysts used sparingly by the consulting area – the philosophy was to use analysts as subject matter experts but don’t take up their time pursuing consulting engagements. (Analysts exist to research, do analysis, write reports, deliver presentations, and be briefed by firms or brief firms.)
  • Analysts ‘took a stand’ but changed their position as they ‘got smarter’ from more research and ‘talking to their market.
  • Short reports (about 1,200 words MAX) but each analyst had to write 6 – 8 reports / month.
  • Coherent themes for the analyst firm and simultaneously for each service area.
  • Had freedom to create an insurance research agenda that aligned with the Meta themes – still left a huge opportunity area.
  • Analysts’ text took priority over the editors – correct the grammar but do not replace the analyst’s text.
  • Quick editorial process – get those reports published !!

Financial Insights, IDC

  • Strong analysts but nice people, really nice people – I once told one of my colleagues that if IDC analysts were any nicer I would need an insulin shot.
  • Quite a few templates to write our reports – quite a few templates. But I didn’t think the templates were ‘over-engineered’ as some of my IDC colleagues.
  • Significantly more than analysts “who count boxes.” Quite a brush-back I almost always heard from Gartner analysts (and only Gartner). Didn’t take me long to realize that IDC analysts are waaaaayyyy more than box-counters.
  • However, IT Spend is a critical component / theme for IDC – ironically, I don’t believe in IT Spend at all. Not even an iota. I care about the ‘why’ and ‘what’ but not the ‘how much’ or ‘how many.’ IDC analysts cover that entire spectrum of those facets.
  • Relatively efficient editorial process – with the right attitude that editors shouldn’t re-write what an analyst has written (except correcting grammaritical mistakes).
  • Still shocked that our reports didn’t have an Executive Summary – but the 3 – 5 bullet points on the first page served that purpose.
  • I was part of a great global team of insurance industry analysts – and it was global: Canada, London, Italy, and Singapore. I always reminded the team that when we crafted our annual research agenda to change it however they felt necessary because they knew their regional significantly better than I ever could.
  • Colleagues from other parts of the world – and other practices – graciously agreeing to participate in the areas around the globe where we didn’t have insurance industry analysts.
  • I did run into some IDC analysts in my first year who told me that they never would have hired me once they found out I came from The META Group. (That gave me a few chuckles ….)
  • Used analysts in consulting engagements, including pursuit teams. Analysts had a consulting component of their compensation. Hated it.

Ovum (an Informa Company)

  • Gave me an opportunity to better understand first-hand the issues and challenges that insurers faced around the world, specifically Europe and Asia-Pacific.
  • Erroneously believed that one insurance industry analyst, or two analysts for that matter, could cover the entire planet. Insurance regulatory differences make that impossible (even if the one analyst or the two analysts are willing to work without any sleep).
  • Strong analysts including extremely strong Telco analysts – it quickly became apparent that Ovum’s roots were in Telco.
  • Editorial process (peer review and editing) that served to slow down the production of analyst reports.
  • Editorial process that erroneously was built to enable the editors to over-ride what the analyst wrote (beyond grammatical errors).
  • Reports that were too long – really too long … and when I first got there were organized as books with chapters. Books !! I continue to believe if an analyst has a lot of material the analyst should write multiple reports.
  • Far too much emphasis on head-to-head (i.e. Decision Matrices) for my taste – yes, they are important but they take way too long and analyst areas with three of fewer analysts shouldn’t be asked to do any H2H reports.
  • Analysts from various services were happy to collaborate – significantly different from IDC where some of the analysts would only collaborate if their service got a % of the subscription price (of the analyst asking for collaboration) or wanted to be shown as a co-author even if the collaboration was a short paragraph.
  • Wonderful approach to help analysts not just understand issues their market faces by sending the analyst to different parts of the world – got me to Australia twice and New Zealand once to visit clients and prospects.
  • However, wouldn’t tackle North American when I was with Ovum. Yes, there is a whole world out there but not being willing to compete with IDC, Gartner, and Forrester in North America is myopic IMO.
  • Used analysts in consulting engagements. Analysts had a consulting component of their compensation. Hated it.

———————-

If I had a magic wand, I’d combine META Group and Financial Insights, IDC into the analyst firm that I’d want to work. (I would eliminate the IT Spend and, of course, any head-to-head reports.)

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IIAR Discussion Group: negotiating with IDC. Are you getting the best value from your contract? http://analystrelations.org/2018/03/23/iiar-negotiating-with-idc/ http://analystrelations.org/2018/03/23/iiar-negotiating-with-idc/#comments Fri, 23 Mar 2018 21:32:31 +0000 http://analystrelations.org/?p=227773 Feeling the pinch in your negotiation with IDC on your subscription contract? Do you feel comfortable in buying the various Customer Segment (CS) options being pushed your way? Are you confident that you are getting value from your contracts? You’re not alone – many of your peers and IIAR members have commented (see the IIAR Tragic Quadrant 2017)

IIAR negotiating with IDC with Aniruddho Mukherjee and Ludovic Leforestier

IDC may be amongst the top IIAR Analyst Firm of the Year 2017 but are you getting the best value from your relationship? As per the IIAR Analyst Firm of the Year 2017 survey, AR professionals mentioned that they felt a push by IDC for running joint events, buying new CS which themselves are granular subset of the larger IDC CS access. As the analysts manage the P&L, they too seem to want to push buying multiple granular CS.

In 2017, China Oceanwide Holdings Group, a Chinese privately owned investment company, acquired IDC. While IDC continues to offer global, regional, and local expertise on technology and industry opportunities and trends in over 110 countries. As per the IIAR Analyst Firm of the Year 2017 survey, AR professionals mentioned costs seem to be increasing at 10-20% yoy. They also felt that IDC was not investing enough on improving the IDC website or better visualisation of data.

Building on our previous conversations (see links below), the IIAR will host an in-depth discussion with IIAR members, looking at IDC’s commercial practices and explore potential solutions.

  • Date: Friday, April 13, 2018
  • Location: webinar > REGISTER
  • Time: 1600pm GMT / 1700pm CET / 0700 PDT / 1000 EDT

Held under Chatham House Rule the discussion will be chaired by Aniruddho Mukherjee (@aniruddho, LinkedIn), IIAR UK Co-Lead and Head of AR and Branding, Europe for HCL Technologies) and Ludovic Leforestier (@lludovic, LinkedIn, IIAR co-founder and Director Influencer Relations at Criteo).

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. Let us have a lively discussion, the more of you that join in the better, so please don’t forget to REGISTER. Attending IIAR Events is free and restricted to AR professionals active members of the IIAR. So if you work at an Industry analysis firm, we request you save yourself some time, have a beer and chill.

IIAR will act as channel for anonymised and aggregated IIAR Member feedback to Industry Analyst firms. This is to provide an opportunity for Industry Analyst firms to present their responses to ensure balanced view of the topic being discussed and help the industry effectively address the issues raised.

Previous posts:

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Analyst events- Is booze better than a booth? Financial Services- Why economic downturn is killing the City but not European FS industry analysts http://analystrelations.org/2013/03/14/analyst-events-is-booze-better-than-a-booth/ http://analystrelations.org/2013/03/14/analyst-events-is-booze-better-than-a-booth/#comments Thu, 14 Mar 2013 01:36:09 +0000 http://analystrelations.org/?p=5354 Blog courtesy of: Simon Levin (IIAR Board Member), Managing Director at The Skills Connection
David Rossiter (IIAR UK Chapter), Director at Sunesis Analyst Relations

The IIAR held its latest London Forum at the UK HQ of the IT services giant Tata Consultancy Services last night. The event saw a turn-out of over 30 of UK’s leading AR and marketing professionals to have a discussion with fellow AR pros on sponsoring analyst events and listen to views of some of the best Analysts in the Financial Services sector. Participants included Dell, Symantec, Deloitte, BAE Systems Detica, Bearing Point, CognizantEdinburgh University and AGT International.

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The London Forum started with a best practices roundtable chaired by IIAR Board Member Caroline Dennington (@CDenningtonLinkedIn) and one of the IIAR UK Chapter Leads David Rossiter (@davidrossiterLinkedIn) on sponsoring analyst events.  One of the many issues covered circled around the ROI of sponsorship packages vs. simple hospitality.

The financial services panel was chaired by Sally Yates (@sallyyates, LinkedIn) from Metia with Analyst speakers coming in the form of IDC Financial Insight‘s Alex Kwiatkowski (@alexkwiatkowski, LinkedIn), Daniel Mayo (@ovumICT, LinkedIn) from Ovum as well as Celent‘s Catherine Stagg-Macey (@Staggmacey, LinkedIn) and Ralph Silva (@rsilvalondon, LinkedIn) from SRN.

pizap.com10.172902399674057961363220971534For an hour, Alex KwiatkowskiDaniel MayoCatherine Stagg-Macey and Ralph Silva entertained, informed and challenged the audience before everyone adjourned around the corner for more private conversations over drinks and food at the Horse and Groom pub.Financial services specialist, Sally Yates successfully moderated a spirited conversation that ranged from overall FS market trends through the changing role of IT vendors to how the financial crisis has affected the analyst firms themselves.

Ralph was the first to share his views on the changes currently taking place in the Financial Services sector and what these mean to suppliers of technology and IT Services. A regular BBC pundit, Ralph was not shy of sharing some strong views and creating a feisty debate amongst panellists as to what will happen next in the Banking and Insurance industries.

DSC06430The big debate was really around the role of suppliers and what they should do next for a market still struggling after the financial crisis. While cost containment still remains the primary order of the day, many FS companies are starting to look at where innovation can be used to drive new market opportunities. Cloud, mobility, social media and big data were all key themes put under the microscope.Despite some pessimistic views on the state and future of the UK banking industry, all our analyst firms are optimistic about the future. Even if SRN’s hopes for the future are pinned on Wall Street rather than in the City, the others agreed that there continues to be a strong demand in Europe for advice from banks and insurers. They are not ready to lie back and die yet and are actively looking for insights on how to advantage of the winds of change which continue to buffet London, Frankfurt and the other financial centres within Europe.

We are glad to have received so many mentions on Twitter by attendees/firms:

Check out @IIAR for more….


The forum concluded successfully and was very well received and appreciated by attendees.

The complete audio recording of the sessions can be found in the members area on Huddle.
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IIAR London Forum on 7th March 2013 in London http://analystrelations.org/2013/02/25/iiar-uk-forum-on-7th-march-2013-in-london/ http://analystrelations.org/2013/02/25/iiar-uk-forum-on-7th-march-2013-in-london/#comments Mon, 25 Feb 2013 11:58:53 +0000 http://analystrelations.org/?p=5292 The next IIAR London Forum will be held on March 7th at 1600 GMT in London (near Victoria)!

For this event we have two great topics on the agenda:

  1. Best Practice session on ‘Sponsoring and Exhibiting at Analyst Events’. Which events and sponsorship types work, what are some of the best practices to get the best value from your investment and which specific analyst events work (and which don’t). Led by a panel of expert AR professionals including Caroline Dennington (Symantec) and Julian Dobbins (Micro Focus).
  2. Analyst Roundtable on ‘Hot Buttons for Financial Services’. Where will the analysts be focusing their research in this sector in 2013 and how can you best position your company’s products and services as a result. Confirmed for this panel are Peter Redshaw (Gartner), Daniel Mayo (Ovum), Catherine Stagg-Macey (Celent), Alex Kwiatkowski (IDC Financial Insights) and Ralph Silva (SRN, HfS and often times the BBC) with Sally Yates (Metia) as chair.

Agenda:

4:00-4:15pm       Welcome, tea/coffee and peer networking
4:15-5:00pm       BEST PRACTICE SESSION: Sponsoring & exhibiting at analyst events
5:00-6:00pm      ANALYST ROUNDTABLE: Where are the best 2013 Opportunities with Financial Services
6pm onwards      Informal networking

If you would like to attend either in-person or via conference call please respond here and we will send through further details.

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