Analysys Mason has strengthened its enterprise practice with industry expert Steve Hilton joining the senior ranks. Most recently with Yankee Group, Hilton will lead the research division’s Enterprise program, which identifies the key issues facing the enterprise, small enterprise and small office, home office (SOHO) ecosystems and enables leading players to make the right decisions.
Info-Tech Research Group has partnered with ATA Research. Effectively immediately, ATA Research will sell and distribute select Info-Tech Research Group content. The first Info-Tech Research Group content offered through ATA Research is “IT Fundamentals”, a set of zipped files containing business tools, IT templates, IT policies, IT job descriptions and RFP templates …
There are excellent resources available to assist the AR profession including IIAR but on this side of the briefing table, it seems like that advice is not universally followed. As analysts we get a steady stream of requests for our time and often for a first introduction. I’d say that for the most part this goes well but there are some tips I thought might be worth underscoring to make the briefings effective for you and the analyst. For a lot of you, these might seem obvious but trust me that I wouldn’t write these tips if there weren’t situations where these things occur.
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IT Europa announced today that it will be staging the European ISV Convention 2010 on 25 February 2010 in London. ISV participation is by invitation and is free of charge to qualifying delegates …
Well, almost…. Ovum kindly gave us an exclusive for the video below.
The London event featured “the Patriarch” Gideon Gartner (the founder of Gartner and Giga), superstar Jonathan Yarmis (LinkedIn, ex. AMR and now with Ovum, @jyarmis) and IIAR co-founder and AR extraordinaire David Rossiter (blog, @davidrossiter, LinkedIn, firm). The New Amsterdam event was with Carter Lusher instead of David.
The “fireside chat” is on the IT analyst business, its beginnings and weaknesses in the original model bringing technology and business together over the course of the last 20 years. It contains quite a few really good thoughts provoking issues, including:
- What’s the future of IT analyst firms?
- Is the average age and experience of analysts decreasing?
- Should IT analysts be paid like financial analysts, on results?
- What should be the alternatives to Gartner?
Here are some links to the other videos:
- Welcome to Ovum (3:05) -Mark Meek
- The evolution of the IT analyst industry (17:41) – Jonathan Yarmis with Gideon Gartner and David Rossiter
- Windows 7: The horse and cart of 2009 (13:52) -Jonathan Yarmis
- Collaborative Intelligence in action (4:06) -Ian Charlesworth
- What the pharma industry really needs from IT (10:00) -Chris Phelps with Ian Charlesworth
- What the retail really need (15:18) – Neil Saunders
- Closing words (11:23) – Mark Meek
And finally, do check Ovum’s landing page on AMR: Does the Gartnerization of AMR raise concerns about the future quality of their research?
Other posts on the Gartner Magic Quadrant
- [GUEST POST] IIAR Webinar: ‘Tis the season for Gartner Methodologies
- IIAR Webinar: Gartner Research Methodologies including the Magic Quadrant
- The IIAR Tragic Quadrant for 2017
- Constellation and the curse of the (not so) magic quadrant
- Do you need to pay Gartner to be in the Magic Quadrant?
- Who’s really shaping the digital future?
- The IIAR “Tragic Quadrant”
- [GUEST POST] Analysts’ Dirty Little Secrets
- Wrap-up: Netscout vs. Gartner re. Magic Quadrant positioning
- [GUEST POST] #Visionaries, #Disruptors and Complete Lunatics
Analysys Mason has strengthened its energy practice with the addition of two senior energy industry experts to its ranks. Richard H. Sellers and Jean-Philippe Larramendy join as associates …
Celent, a research and advisory firm and member of the Oliver Wyman Group, is launching a service dedicated to the Indian financial market. The research service will focus on the Indian financial services space, cutting across Celent’s established service offerings in the areas of Banking, Insurance, and Securities & Investments …
While Gartner (NYSE:IT) decided to buy out AMR and fill a coverage gap in SCM, with hindsight a strategy hinted in Cannes (well maybe?). The Gartner-AMR deal certainly has caused a bit of a stir, with over 6000 hits in the blogosphere! While I’m on that news item, I must add thatGartner will hosting tomorrow a special AR Webinar on AMR Research acquisition and that in addition of the blogs I list below (read those first: Carter’s, Bob’s and Tony’s entries before) there was a very relevant comment thread started by Merv Adrian and answered by Kate on inquiries.
Most of the respondents of our poll cited Forrester as the best “Second opinion” following this acquisition, so it’s interesting to note that while Gartner kept on its strategy to leverage its research through a deep sales coverage by investing in a key coverage area, Forrester on the other hand decided to expand its role-based research capabilities with capabilities to help IT vendors marketing more efficiently their products via buyers research, analytics, media planning, etc…
Impact for AR:
- While Forrester do have credibility and interesting offerings for marketing professionals and other roles, their product and especially industry coverage remains inconsistent.
- In particular, there have been some questions about replacing the recently departed (not litterally thank god) high-profile analysts such as Ray Wang (blog, Twitter) and Jeremiah Owyang (blog, Twitter).
- However, there are some signs that Forrester analysts may have more flexibility to resume limited coverage of industries.
- AR professionals need to clearly identify the roles analysts write for before engaging with them, as briefing a Forrester analyst does not necessarily align with their goals if they are coverage and end user impact.
Wrap-up of the posts on the Gartner-AMR deal:
- IIAR Blog: Gartner buys AMR -what’s the impact for AR Managers and competitors?
- Analyst Insight: Gartner buys AMR
- Analyst Equity: Gartner & AMR, but in the end its still organic growth vs. the Analyst Cycle
- Sage Circle: Gartner Acquiries AMR Research for $64m
- Technobabble: Gartner buys AMR
- Spend Matters: Gartner to Acquire AMR Research: Supply Chain and Procurement Analyst Game Over?
- ARcade: Gartner Buys AMR: A Tasty Post-Thanksgiving Meal
- Supply Chain Matters: AMR Research Acquired- Will This be a Void in Supply Chain Advisory Coverage?
- ITasITis: AMR clients: action needed!
- MGI Research: Gartner Acquires AMR – A Comment on IT Spending?
The Twitter underworld is in ebullition this afternoon and the West Coast isn’t yet awake: the consolidation mouvement in the IT Analysis Industrys keeps steamrolling, the latest one to be picked up being AMR Research -by Gartner (NYSE:IT):
@iiar: RT @Gartner_inc: Gartner enters into Agreement to Acquire AMR Research, Inc. http://bit.ly/71BFeq
Nothing on the AMR site yet, just this press release on the Gartner web site, with the following facts:
- Price: $64m
- AMR 2009 revenues: $40 million
- Rationale: it’s complementary as one would expect -“AMR Research is expected to expand Gartner’s suite of research offerings and also complement its consulting and events businesses. Moreover, the addition of AMR Research’s experienced sales team should enhance Gartner’s ability to further penetrate the vast market opportunity for syndicated research. The combination is also expected to drive operational efficiencies and cost savings.”
- Product fit: “[AMR] is the market leader for research related to supply chain management, which is inextricably linked to IT and has become a central and growing issue for many organizations. We expect the acquisition to give us immediate presence in this market and the ability to generate substantial synergies by selling AMR Research products to Gartner clients and Gartner products to AMR Research clients. The addition of AMR Research’s team of approximately 40 research analysts and 45 sales executives should enable us to offer expanded resources to our clients and increase our opportunities for growth.”
- Financials: the transaction is expected to be dilutive to EPS by -$0.11 to -$0.09 FY10 ; accretive to EPS by $0.01 to $0.04 in FY11.
Impact for AR Managers:
- Positive: this will broaden the Gartner portfolio and help AMR reaching further geographically and deeper into accounts, leveraging Gartner’s infrastructure and sales
- Negative: this will reduce negotiation levers for IT vendors as well as competition in Applications Software IT research
- Collateral impact: a larger Gartner offering may be a threat for Forrester (NASDAQ:FORR), Ovum-Datamonitor and other IT Analysis Firms as well as an opportunity to fulfill the “alternative opinion” and possibly hire seasonned and connected AMR analysts
Tell us what you think!
AR Managers, how do you see this impacting your role?
Gartner competitors, how do you position yourselves on this?
Take our poll:
- from @bfr3nch: Gartner hosting special AR Webinar on AMR Research acquisition on Dec 3rd: http://analystnews.tekrati.com/firmnews/10500/
- Carter posted a great analysis of this event here -a must read.
Here’s the agenda for today’s Forum –action packed as usual… and with the proverbial curry at the end!
1500-1530 Social media tutorial
1600-1605 Introductions and welcome
1605-1620 Report back from Gartner Symposium
1620-1655 Discussion groups:
– AR and social media
– Planning for 2010
– Gaining and maintaining executive support for AR
1655-1715 Discussion groups report back
1730-1830 Guest speaker: Brad Holmes, VP Technology Research at Forrester Research
1830 p.m. Close of meeting and informal dinner
Carsten Schmidt and other IDC Alumni recently formed Henry Corporation as a network of analysts offering strategic advice and marketing services to IT vendors, including Martin Hingley. Read Carter’s post for more background.
- What are your coverage areas?
At HENRY I manage the commercial communication with our clients and project manage larger and cross-country projects.
- What are your opinions of the IT Analysis Marketplace and where do you see it going?
A marketplace assumes sellers and buyers. Frankly, I see the buyers pulling out because of the vast availability of free information and alternate sources. Secondly analysis and marketplace are contradicting forces if we hold on to the belief that analysis is an objective or even scientific process as opposed to the notion of a marketplace. There’re numerous examples how research firms productize their analysis. By doing that information transforms from research to marketing. There’s nothing wrong (or “magic”) about that as long as we stop calling it research.
- What’s your typical day like?
I communicate a lot, either by email, phone or blogs. My role is to be proactive towards HENRY’s clients, the IT vendors. I spend most mornings planning my day and prioritizing my approach. I care a lot about not wasting other people’s time. I firmly believe in business relationships that are mutually sensible meaning having the respect and interest in your client’s goals and objectives. Talking to people I never think what I can get out of it, but how it can benefit the other part. Experience has taught me that this approach is the most rewarding in the long run.
- Now, c’mon, tell me an AR horror story?
AR’s are marketers and part of the marketing ecosystem together with research analysts and sales and marketing people. Most ARs know that which helps communication and facilitate exchange of information. It is only when AR’s commence pre-assessing the purpose of your approach that the AR misunderstands their role.
- How do you position your firm? What is your business model? (where are your revenues coming from, mix between users and vendors?)
Our revenue comes solely from vendors. And we are in the business of helping building pipe lines by providing lead generation on behalf of the IT vendors. This is no different from our research colleagues in the industry apart from the fact that we communicate it in the open. World business as such is becoming more and more verticalized wherefore in-depth understanding of the IT business is a prerequisite for providing tactical marketing services. Research is used as a tool in one-on-one projects and as a foundation for offering the right tactical approach. Consequently we do not believe in published qualitative research reports as they are by nature strongly biased toward the intended buying audience.
- What is your research methodology, in 255 characters or less? (primary research, F2F or phone, secondary only, etc…)
Qualitative research must by default be primary. If not I’d call it journalism. Quantitative data can easily come from public available sources as long as you are a skilled analyst able to verify and see behind the data. HENRY only partner with highly experienced analysts as you will know from our website.
- Any favourite AR professional you’d like to mention? Any why?
IBM’s Carsten Grønning is a great representative for the AR community. Forward coming, helpful, proactive and knowledgeable.
- Tell us about one good AR practice you’ve experienced or one good AR event you’ve atttended.
As long as the relationship is mutually sensible any AR practice and activity is good, simply because proactivity is beneficial and time saving for both the research company and the IT vendor.
- What are your offerings and key deliverables?
HENRY has three offerings, Research-, Activate- and Event-related. We consider research as an integral part of the marketing value chain which real purpose obviously is to improve market shares. We embrace that value chain by focusing at the ultimate goal for our clients, the IT vendors.
- What is your biggest challenges for the upcoming 6 months? And for the next 30 mn?
Strategy work at IT vendors are being centralized at headquarters. That has been a trend for years now. Secondly still more marketing money are spend closer to the clients at the expense of market intelligence. Our challenge is to communicate this trend to our prospect clients and to offer marketing services that are closer to our clients customers.
Gartner just released the successor (but not a replacement) to the Hype Cycle: the Gartner IT Market Clock
The press release is here: Gartner IT Market Clock
At Gartner’s AR Forum in Orlando last week, guest speaker Joshua Reynolds from Hill & Knowlton gave a presentation about social media trends and analyst relations, and provided some up to date statistics on how AR impacts sales. For those AR managers who didn’t make it to Orlando, Gartner just posted Josh’s presentation at its AR Community page today. Do take a look at Josh’s presentation and take note of the survey of tech buyers and how they use analysts. AR managers will be able to use these statistics with their internal audiences to make the case for analyst relations. http://www.gartner.com/technology/about/ar_community.jsp
The IIAR will be holding a couple of informal gatherings at Gartner’s EMEA Symposium in Cannes, for those interested in networking with AR peers and finding out more about the Institute. These include a breakfast meeting at 8:00 a.m. on Wednesday November 4th, hosted by Ludovic Leforestier, and a dinner meeting at 7:30 p.m. on the same date, hosted by Susan Lyddon. Please email me at hkirkman at analystrelations dot org for further details.
Contentious conversation 1 – integrity of analysts and the future of AR
Blog by Tom Bittman from Gartner: A Rant – My Integrity as an Analyst
Summary: Gartner analyst angry that he has to justify his integrity
My view: Edelman trust barometer consistently shows that over the past few years analysts are the most trusted
Key comments: Vinnie Mirchandani questioning whether Gartner’s reliance on large vendor subscriptions means that their reports are truly representative Continue Reading →
Last week IIAR hosted a call with AR professionals about sharing best practices for managing the Forrester Wave. The IIAR last month published a paper about the Wave, which outlined common best practices in dealing with this high profile research report. Forrester is also in the middle of reviewing changes to the methodology, although it has signaled it doesn’t expect major changes this go around.
Curious to get other AR managers’ thoughts on the Wave. What has been your experience, and do you have any best practices you want to share?
For IIAR members, the IIAR Best Practice Paper is available on our extranet > Managing the Forrester Wave
Tomorrow, we’ll be holding our regular discussion group call, and this month the topic is ‘Managing the Forrester Wave’. The session will be led by Peggy O’Neill, who recently authored a white paper for the IIAR on this subject. IIAR members who would like to join the discussion, please contact IIAR Secretary, Hannah Kirkman. Details of upcoming events can be found on the events calendar.
Since the last post I wrote on Datamonitor/Ovum/Butler after Mark Meek and David Mitchell came to present at the IIAR London Forum, they have been busy streamlining the organisation and bring together their research products.
I’ve had many conversations with them, and as far as I can tell, they seem to be executing well:
– As promised, the IT brands have all been consolidated under Ovum. Datamonitor provides the line-of business/non-IT research and Orbys provides sourcing research. Butler events are to be co-branded, as Ovum Butler.
– Clients should now have a single sales rep, apart from large international clients where it makes sense to have sales representatives in each market e.g. US and EMEA
– The research portfolio is being consolidated, and new research will all be in a consistent format. This process will take place over the next 3 months or so
– There will be a single team of analysts, with topic coverage areas grouped by horizontal technologies and services under Tim Jennings and the verticals under Ian Charlesworth
– The telco is pretty much unchanged, apart from the addition of a new set of contact centre research
Ovum’s running a webinar tomorrow; I’ve pasted the invite below with their permission.
What do you think?
Jeff Mann from Gartner has posted an interesting account on How Gartner Symposium Happens.
While it won’t be new news to seasonned AR professionals, it should still be worked in your AR plan to time key tactics and ensure your key analysts understand your company positioning and roadmap before they’re on stage.
Duncan Chapple from Lighthouse AR has posted on his blog the following entry: Datamonitor, Ovum & Butler cohabitation makes AR easier (Analyst Equity).
Overall, I would say the reactions were very postive, juste tempered by a “wait and see” attitude towards whether they will execute efficiently. This is my personal take on some of the reactions and by no means an IIAR position or the aggregation of all the present members opinions. We can’t say too much as we’re bound by an NDA, but here are my thoughts -for what they’re worth.
Still personally, I think this goes in the right direction and if they they execute it correctly, we will end up with:
- one single point of contact for the commercial aspects
- unified deliverables formats and research agendas
- no more duplication in coverage areas