Author Archive | Duncan Chapple

[Guest Post] The New Normal for Analysts

Zoë Crichton / CCgroup

Our current working environment has been a challenge for everyone, sector to sector. Workers have been uprooted from usual routines and practices; some have flourished, finding inspiration from their sofas, while others have been stifled by children, pets, and noisy neighbours. Despite this upheaval, we have had to adjust and adapt in the best way possible. Whilst some “norms” have fallen by the wayside, others have been embraced and formulated into a more efficient and enhanced way of working from home.

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[GUEST POST] Informa adds IHS Markit tech analysts to equal Forrester

IHS Informa logos (IIAR website)Informa (INF.L) has acquired IHS Markit’s (INFO) TMT business. Informa Tech, which includes Ovum, will have revenues similar to Forrester’s $350m. It represents a dramatic shift in the analyst landscape.

Informa announced the transaction on 22 May as part of an exchange of Informa’s agribusiness service for IHS Markit’s TMT portfolio, including the OTT and media teams.

A sixty-year-old firm built through acquisitions, IHS its has absorbed numerous tech research firms, including Infonetics Research and IMS Research.

IHS Markit has clarified that it will retain RootMetrics and part of its market intelligence business. Because the exchange is subject to US regulatory approval, it can’t be completed until July at the earliest.

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[GUEST POST] Hsu: AR must bet bigger on fewer analysts

Andrew Hsu‘s (LinkedIn) views on AR prioritization are handy. In a recent presentation, he stressed the role of prioritisation in helping us to think about AR, be more refined than our instincts can allow and to help us justify the choices we made when we allocated limited Analyst Relations resources.
Andrew’s starting point is the need to make smart, big bets. Rather than randomly allocating effort without focussing on influence, we want to focus our energy on a smaller number of analysts and, I think it’s implied, to boost the impact of the analysts we prioritize.
The common-sense of AR is problematic. We focus on the people we know, the ones who are cynical about our brand and the ones with whom we do the most business. Instead, Andrew says that we need to focus on both our business goals and the attributes of the analysts. He hits the nail on the head when he says that AR people are often ‘doing God’s work’ – merely serving the analysts. Instead, we need to focus on the timely needs of the business. Continue Reading →

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[GUEST POST] Does Israel have more cool vendors than China?

https://twitter.com/Loom_Systems/status/905444551204233217

Gabby Menachem, the CEO of Israel-founded Loom Systems, holds its Cool Vendor plaque

Can other vendors copy Israeli firms’ exceptional success in earning Gartner, Inc.’s Cool Vendor designation? Maybe not. Their success reflects both Israel’s unique start-up ecosystem and those start-ups’ ability to leverage Gartner’s experienced account management in Israel.

The numbers of Cool Vendors in Israel continue to rise. At the recent Cool and Hot Vendor Forum, Suwen Chen’s presentation showed, using data from Gartner, Inc., that there were more Cool Vendors in Israel than, for example, in China and the UK added together. The gap is widening: It has grown from 15 Cool Vendors in 2012 to 33 last year and 35 in 2016. The count could be even higher if we account for the many Cool Vendors originally founded, funded and staffed in Israel which have moved headquarters to the USA, such as Loom Systems. Twenty firms founded in Israel have gained the designation so far this year. More will probably be added in the rounds of Cool Vendors later this month and in September. Continue Reading →

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[GUEST POST] Moving AR into IR…..

Duncan Chapple / Kea - For the IIAR blogInvestor relations just took over Analyst Relations at Tata Consultancy Services, an IT Services giant. Is IR about to eat AR for lunch? TCS has decided on the reorganisation after a year that included significant leadership changes in the firm’s analyst relations team.
In most tech organizations, AR sits within corporate marketing. This has been a natural home for AR though, as we know, not always appreciated but seen as a necessary function that is needed as part of a wider marketing organization. Most sensible senior executives know how important the analysts are in the overall ecosystem.

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[GUEST POST] Five timeless questions about analyst relations

Over the last 12 years, my colleagues and I have run dozens of webinars and telephone conferences to address the most frequently asked questions of analyst relations managers. This week I’ve been running the numbers, looking to see which topics got the most attention. Several of these topics were used more for than one event and, indeed, looking back even to 2003 I can see that some of the topics are timeless. Five thoughts come to mind. Continue Reading →

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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 →

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[GUEST POST] Six steps to get value for money from your analyst contracts

Duncan Chapple's method for optimizing spend with analyst firmsWhile the Northern hemisphere is getting chilly, this is the one month when salespeople at firms like Gartner and Forrester really start to sweat. Many vendors sign off their major contracts with analysts firms around now, and it’s a great opportunity for analyst firms and vendors to maximise the value from their contracts.

Despite the huge scale of vendor spending with analysts, many users don’t get the best value from their subscriptions. Gartner has a huge number of account managers and, while some clients don’t like being sold to, the advantage of working with Gartner is that it works harder than most other firms to make sure that seat-holders benefit from what they have bought.

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[Guest Post] Analysts are treated inhumanely

By: Duncan Chapple, Consultancy Director at Loudhouse 

This is an independent opinion piece submitted by an IIAR member and AR professional – it does not represent the official views of the IIAR.

Analyst relations (AR) programs have a substantial opportunity for improvement. This month I’ve been reviewing ten years’ worth of data from the Analyst Attitude Survey, which Loudhouse Research and Lighthouse AR co-produce. Around 700 analysts have taken part in the survey and, after around 180 analysts downloaded the summary last week, I’ve also been thinking over comments from them. What I’ve seen is that there’s a real opportunity to work smarter and more strategically. Continue Reading →

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[GUEST POST] Despite it all, Ovum is still a tier one analyst firm in Europe

Ovum logo - IIAR websiteNice post on Ovum by the folks at Loudhouse Blog, reprinted here with their permission.  Of course, because it’s a Loudhouse post it’s not the official IIAR position, in case anyone thought otherwise.  See also the other Ovum posts on this blog, including the one on our recent IIAR London Forum featuring Ovum’s top management.

 

 

Ovum, which has been the leading European-headquartered analyst firm for around twenty years, has been going through a lot of change. That seems to be confusing both the vendor community and analyst relations professionals, who grilled the firm’s management recently. Vendors are questioning Ovum’s relevance now in way we have not seen before. The changes at Ovum are causing these confusions unintentionally but, despite that, the firm remains a key influencer in Europe.

The confusion is also a reflection of Ovum’s sales tactics. Many of our clients primarily experience Ovum through the way that its account managers approach them. In a pretty typical interaction this week, one of our wisest clients asked: does Ovum really matter? We meet them, and then they call back to sell us reprint rights on what we told them. Continue Reading →

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More stars move into the Constellation

The Constellation Research team at the IIAR London Forum, March 2012The IIAR’s UK chapter had a highly interactive discussion on March 14 thanks to the presence of Constellation Research‘s R “Ray” Wang (@rwang0)  and three star analysts who’ve joined his firm as vice-presidents and principal analysts: Alea Fairchild (@afairch), Charles Brett (@charlesbrett) and Paul Papadimitriou (@papadimitriou).

The meeting at the IIAR London Forum, organised by Simon Levin in the plush Bell Pottinger, HQ heard a pointed discussion on the development of new value propositions in the analyst industry, reflected by the successful growth of Constellation, which only launched in 2010. Continue Reading →

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What’s happening at Yankee Group?

Yankee’s Group’s summer repositioning and restructuring has, more or less, completed the firm’s evolution from a full-service analyst and consulting firm into a data-driven research and advisory firm focussed on mobility (which the firm defines as advancements that enable fluid access to any content, applications or services from any device, by anyone, from anywhere at anytime). Continue Reading →

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Four ways analysts must respond to the crisis

The IIAR’s developing discussion on the crisis in AR (reflected by analysts’ declining comfort in recommending solutions) took interesting turn recently. In the the institute’s second conference call on the topic, I was asked to spell out suggestions for how analysts can reverse the falling quality of information sharing by vendors, which is the root cause of analysts’ lowering confidence. These are my four suggestions. Continue Reading →

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[IIAR Teleconference] There’s a crisis in analyst relations

After more than a decade consulting to analyst relations teams, and some year before as an analyst, I’m seeing a deep, and deepening, crisis in analyst relations. It’s reflected in hard data from surveys of analysts and, in discussions over the last few weeks with AR colleagues in the hub of that crisis (the USA), I’m seeing it confirmed by the experiences and challenges facing AR professionals. Continue Reading →

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Ethics isn’t just around white papers

A while back, Curt Monash (@curtmonash, blog) caught our attention by calling on tech vendors and solution providers to disclose which IT analysts’ white papers posted on their web pages, or otherwise used in marketing, are sponsored. That’s good practice, and one which most AR professionals have supported over the last decade or more.

But since AR is a two-way street, what about the reverse? Shouldn’t IT analysts (and actually, pretty much about everyone, including bloggers) disclose if a specific research area, project, note, blog post, white paper, speech, webcast, etc, is being paid for by a third party?

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Smart move: PAC buys Berlecon

Berlecon Research logo (IIAR website)Today Pierre Audoin Consultants (PAC, @pac_consultants) bought Berlin-based analyst and consulting firm Berlecon Research (@nicoledufft). It’s a excellent choice for PAC, and a very natural partner for Berlecon because of the two well-established firms’ long period of cooperation and their similar continental cultures and the consulting-heavy business model which is essential to success in the German market.

Berlecon has long been a strong M&A target, something we which noted long ago; In 2005 I commented that both PAC and Berlecon would fit together nicely if Ovum wanted to expand. Despite the premature death in 2006 of the firm’s talented founder, Thorsten Wichmann, the firm has held on to a data-heavy approach (reflecting its distinct reliance on economic analysis).

Indeed, at times the firm is quite belligerent against its competitors’ data quality: I translated one of these broadsides, and it gives a good flavour of the firm’s pride. This evidence-based approach has allowed it to build strong relationships with public sector clients, especially regulators and those concerned with open source solutions. Its partnership with the Fraunhofer Institute gives it a capacity to evaluate emergent technology that’s rather different from larger analysts firms focussed on already-mature solutions. Continue Reading →

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IIAR Salary Survey findings: AR at 30% premium, global scope pushes AR salaries to $120,000

The analyst relations profession has, like the industry analyst industry, been a beneficiary of the difficult times over the last few years. While staff turnover has slowed greatly, AR managers continue to win a substantial salary premium over other marketing and communications managers. Because the compensation packages of AR managers can be complex, it’s been hard to get clear data until this month when the IIAR published its first AR salaries survey.

Online job sites like Simply Hired, which are often used for more junior AR roles, says that its AR vacancies have an average salary of $67,000; around 30% more than public relations. However, even those impressive figures conceal the value that large companies place on the ability of senior AR managers to turn around details. Duncan Chapple (@duncanchapple, LinkedIn), one of the IIAR co-founder who analysed the data, says “Average salaries for AR professionals are between $110,000 and $130,000 a year, with higher salaries for global responsibilities and lower salaries for managers working in PR agencies. While AR people are normally in billion-dollar revenue firms, the turnover of AR staff is extremely low: reflecting the deep expertise needed to get to world-class standard. It’s no wonder that AR specialists are also called on to lead activities like market intelligency, influencer relations and media relations.

The IIAR surveyed 89 managers in the niche analyst relations community. A full presentation of the results is available to IIAR members at http://bit.ly/2010SalarySurvey

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Industry leaders discuss the challenge for outsourcing vendors’ AR

Yesterday I hosted a panel of AR leaders to discuss AR best practices in an IIAR phone call. All of them have amazing insights and experience:

  • Larry Bissinger (@LarryBiss, LinkedIn) of HP in Plano, TX leads up HP Enterprise Services Industry Analyst Relations, and previously had a similar role at EDS.
  • Wendy Shlensky (@WLS26, LinkedIn) is Industry Analyst Relations at Infosys (topics such as RIM, Packaged Apps [ERP, SCM,CRM], Testing, SOA, Cloud, SAAS, BPO, BI, Europe), Yogini, ice cream lover
  • Sushma Rajagopalan (LinkedIn), is Head Global Strategy – L&T Infotech. Since 2007 she has headed Global Strategy, M&A and Marketing
  • Rob Petrucelli (@RobboPetro,LinkedIn) is the Global Director of Technology AR at Accenture and is based in NYC. Rob has been with Accenture for 10 years and previously worked in AR at KPMG Consulting and also spent several years at Gartner in the 90s.

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The British Are Coming! Datamonitor stalks Gartner analysts

Datamonitor’s truck rolled around the Gartner headquarters in Stamford, CT, this morning. The firm’s Ovum’s business is aiming to hire, and the hoarding on the van asked analysts to send their resume in. As Greg has argued, Datamonitor may have to work hard to get Gartner analysts’ attention: and it seems to know it.

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Around Philipp Bohn from Berlecon in 10 Questions

Philipp Bohn, Berlecon’s Mobile & Telecommunications Analyst in Berlin, has found the time to answer 10 questions. Here is what we have found out – thanks to Philipp Bohn again!

1. What are your coverage areas?
I cover communication and collaboration technologies for enterprises and SMBs, specifically VoIP, Unified Communications, Fixed Mobile Convergence.
2. What are your opinions of the IT Analysis Marketplace and where do you see it going?
Some market trends I observe:

  • International technology vendors increasingly demand local market research.
  • Boutique analyst houses are further developing their profile and footprint.
  • Strong demand for maximum transparency regarding research methodologies and business relationships.

3. What’s your typical day like?
My daily work is modularised, core modules being:

  • Check RSS reader, work on current report/white paper/presentation/etc., get briefed.
  • In between, I started experimenting with Twitter to stay connected with other analysts and AR professionals.

4. Now, c’mon, tell me an AR horror story?
It’s not really a horror story, but in the course of an analyst tele-briefing that I requested the vendor representative confessed to just going through the respective press release.

5. How do you position your firm? What is your business model?
Berlecon Research is an ICT research and consulting boutique primarily (not solely) focused on the German market.
Our two main research topics are IT services and outsourcing as well as mobile and business communication technologies.

6. What is your research methodology, in 255 characters or less?
Our methodology follows high standards regarding scientific research and transparency. We collect information about the German ICT market through qualitative and quantitative research as well as discussions with corporate users and technology vendors.
– For technology assessments, we cooperate with Fraunhofer ESK.

7. Tell us about one good AR practice you’ve experienced or one good AR event you’ve attended.
I think a good AR event is primarily about the right people and how you are able to connect personally as well as professionally. It’s important not to feed analysts with marketing messages.
8. What are your offerings and key deliverables?
We sell independent research studies, competitor analyses, customised research as well as strategic consulting for ICT vendors and users. Berlecon also supports ICT vendors with strategy workshops and speaking engagements.

9. Any favourite restaurant / food that you’d like to share?
My current addiction is udon noodle soup from Susuru, a Japanese restaurant here in Berlin.

10. What is your biggest challenge for the upcoming 6 months? And for the next 30 mn?
To defend opinion leadership on the unified communications market in Germany.
To increase international footprint without overly increasing my carbon footprint! 😉
Next 30 minutes: surviving Berlin car drivers’ traffic antics on my way home.

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