AR Best practices

IIAR Discussion Group on Scaling AR on April 18th

The analyst landscape is changing fast and new voices are joining the conversation with impact over potential buyers. Whilst Tier 1 analyst firms generally retain their position in the area of direct buying recommendations, the picture is different when it comes to other sources influencing the buyer journey. For instance, boutique firms are claiming their share …

IIAR Discussion Group on Scaling AR on April 18th Read More »

Lake at sunset image

[GUEST POST] How Analyst Relations Impacts Strategy 

Analyst relations seems straightforward enough – as a tech vendor, you relate key milestones and elements of strategy to those industry analysts who you think will have the greatest reach to your target market. Right? In my opinion though, the best analyst relations professionals also flip that model. With just as much vigour and interest, …

[GUEST POST] How Analyst Relations Impacts Strategy  Read More »

Christian Holscher (IIAR website)

[GUEST POST] How Analyst & Advisory Relations translates to Business

When even hyper-successful companies like AWS invest in dedicated analyst and advisor relations management although they seem to dominate their markets anyway, it suggests they realize much more value in AR than ‘only’ to position high in an industry report.  Even small innovative businesses seek to engage regularly with the likes of Gartner, Forrester, IDC …

[GUEST POST] How Analyst & Advisory Relations translates to Business Read More »

Analyst relations nightmares (IIAR)

The role of a good AR: does it change during a crisis?

Although crisis situations can at times feel out-of-the-blue, AR nightmares can usually be solved by adhering to a simple to follow maxim: it’s all about communicating what you can, when you can. However, in an escalating crisis of epic proportions, it’s important to ensure that you, as an Analyst & Influencer Relations specialist, tend to …

The role of a good AR: does it change during a crisis? Read More »

Andrew Hsu / Spotlight AR for the IIAR Website

[GUEST POST] Andrew 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 …

[GUEST POST] Andrew Hsu: AR must bet bigger on fewer analysts Read More »

Julia Pope / IIAR UK Chapter Lead

Effective Measurement: ARe we there yet?

Effective measurement has become a bit of a challenge for AR practitioners, as stakeholders are demanding more tangible, immediate results that can easily be linked to business outcomes. With smaller teams and tighter budgets, AR professionals are under immense pressure to justify investment and prove overall value. As such, the IIAR’s recent webinar on measurement …

Effective Measurement: ARe we there yet? Read More »

Cindy Zhou / Constellation on the IIAR blog

[GUEST POST] Tips to Ensure a Productive Analyst Briefing

Since becoming an industry analyst almost two years ago, I’ve sat in on nearly 100 vendor briefings and have some tips and do’s/don’ts to share to help you prepare for your next analyst session. First, know that Constellation is a firm very accessible to technology companies of all sizes and no, you don’t have to …

[GUEST POST] Tips to Ensure a Productive Analyst Briefing Read More »

Julia Pope / IIAR UK Chapter Lead

[GUEST POST] How to lose an industry analyst in 10 days (and ways)

A few months ago, I joined IIAR>’s webinar focused on the IIAR> Analyst Relations Professional and Team of the Year 2017. Every year, the IIAR> awards analyst relations (AR) professionals and teams based on the results of an annual survey shared with the global industry analyst community. The survey gathers the analysts’ collective insight on AR …

[GUEST POST] How to lose an industry analyst in 10 days (and ways) Read More »

[GUEST POST] How to Create a More Compelling Analyst Event

I thoroughly enjoyed and could very much relate to Jon Reed’s recent post, How to screw up a vendor analyst day – in 12 simple steps. So much so that I’m inspired to write my own take on how to create a more compelling analyst event that’s more rewarding for all involved. Vendors spend a lot of …

[GUEST POST] How to Create a More Compelling Analyst Event Read More »

Peggy O'Neill, Senior Director Analyst Relations @ Informatica

[GUEST POST] Why AR Managers Should Fret About Quote Policies by Peggy O’Neill

I’m the most hated person at my company today. Informatica is holding its customer conference in a few weeks and we’re running around like chickens with our heads cut off to prepare for it. I just blasted out the most obnoxious email to colleagues who are preparing speeches for Informatica World, forcefully reminding them that …

[GUEST POST] Why AR Managers Should Fret About Quote Policies by Peggy O’Neill Read More »

Joshua Seerattan, IIAR Ottawa Chapter

Common Misconceptions and 4 Key Areas Tech Start-ups Can Benefit from Industry Analyst Relations

Industry Analyst Relations is often characterized as a “Pay to Play” endeavor with little opportunity for the bootstrapped tech venture; this is not the case. I would argue that there are opportunities for a dedicated Tech Startup to benefit from pursuing Industry Analyst Relations (IAR) even without a large budget to spend. Keep in mind …

Common Misconceptions and 4 Key Areas Tech Start-ups Can Benefit from Industry Analyst Relations Read More »

IIAR Webinar: A Discussion on Effective AR Measurement and Amplification

On Friday 11th May 0800 PDT / 1100 EDT / 1600 BST, IIAR member Gerry Van Zandt (LinkedIn, @gerryvz) from the Oracle Analyst Relations team will host an interactive discussion about how AR can better measure results, and more importantly how AR can better utilize these results. AR managers and leaders tend to be highly focused on …

IIAR Webinar: A Discussion on Effective AR Measurement and Amplification Read More »

IIAR negotiating with forrester. aniruddho Mukherjee, ludovic leforestier

IIAR Discussion Group: negotiating with Forrester. Are you getting the best value from your contract?

Feeling the pinch in your negotiation with Forrester on your subscription contract?Do you feel comfortable in buying the multiple seats being pushed your way? Is Forrester covering the technology and business areas that are important for you?  You’re not alone – many of your peers and IIAR members have commented (see the IIAR Tragic Quadrant …

IIAR Discussion Group: negotiating with Forrester. Are you getting the best value from your contract? Read More »

IIAR negotiating with IDC, aniruddho mukherjee, ludovic leforestier,

IIAR Discussion Group: negotiating with IDC. Are you getting the best value from your contract?

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 …

IIAR Discussion Group: negotiating with IDC. Are you getting the best value from your contract? Read More »

Industry and IT analyst firms collage (IIAR blog)

[GUEST POST] Why Startups Need Analyst Relations More Than Growth Hacking

By Theo Pristley (@tprstly, LinkedIn), originally posted here on Forbes and republished with his express permission. Co-authored with Ian Gotts (@iangotts, LinkedIn), tech advisor, investor, speaker and author.)   You’re an innovative and growing startup, I get that. You’ve got a fab new product or service that’s going drive dramatic benefits for enterprise customers, I get that. You’ve even …

[GUEST POST] Why Startups Need Analyst Relations More Than Growth Hacking Read More »

IIAR German Chapter meeting at Restaurant Ella, Munich

Wrap-up: IIAR Germany 2018 kick-off

A few inches of snow in the deep midwinter in Munich didn’t stop the 2018 IIAR German chapter kick-off from going ahead, with six intrepid AR professionals getting together to exchange news, views and the occasional snippet of gossip – under Chatham House rules, of course. Hosted by IIAR Germany chapter leads Yvonne Kaupp (@YveKaupp, LinkedIn) and Simon …

Wrap-up: IIAR Germany 2018 kick-off Read More »

IIAR Discussion Group: negotiating with Gartner

IIAR Discussion Group: negotiating with Gartner – is it the new seventies IBM?

Feeling the pinch in your Gartner negotiation?

You’re not alone -many members have commented on Gartner’s hard stance and cowboy attitude during negotiations. Out goes partnership and value selling, in comes multi-year lock-in contracts, no discounts policy and no more sweeteners such as Symposium tickets.
 
Building on our previous conversations niruddho Mukherjee and Ludovic Leforestier will chair run a IIAR Discussion with IIAR members, looking at Gartner’s commercial practices and solutions on the 15th February 2018 at 1600 GMT.

Adrian Sanabria / Threatcare, guest post author on the IIAR website

[GUEST POST] What is your product and what does it do? by Adrian Sanabria / Threatcare

This post by Adrian Sanabria / Threatcare (@sawaba, LinkedIn) was first published here on his blog.   Lessons I learned trying to make the most of vendor briefings I’ve always been a sort of ‘cut-to-the-chase’ kind of guy. I’m self-taught when it comes to security and technology. Over the years, I’ve learned how to skim through …

[GUEST POST] What is your product and what does it do? by Adrian Sanabria / Threatcare Read More »

Mobile World Congress logo on IIAR Website - GSMA

[GUEST POST] Engaging with mobile analysts … now’s the time!

The final speaker agenda is being nailed down, and the Global Mobile Awards judges have now announced their shortlist. However, there’s no resting on your laurels when it comes to Mobile World Congress (MWC) Barcelona outreach. Next on the action list is the extremely important task of your analyst outreach strategy. Industry analysts play a …

[GUEST POST] Engaging with mobile analysts … now’s the time! Read More »