As the largest analyst firm, everyone in analyst relations is impacted by their relationship with Gartner. From contract negotiations to account management to research coverage, our AR programs are greatly impacted by Gartner’s offerings, communications.Continue Reading →
What is the future of Analyst Relations looking like? How is our field evolving?
Have you recently thought about:
- Whether AR is evolving into “Influencer Relations”?
- How AR is changing to meet the evolving IT industry analyst firm landscape?
- How AR can adapt to — and adopt — new ways of measuring AR productivity and effectiveness?
- What the “next chapter” in the AR field will be?
Time to renew your Gartner subscription?
Our members have indicated a few interesting plays by the industry analysis market leader, almost two years after its takeover of CEB. including a continued drive to multi-year contracts and aggressive drive to sell their $150k executives offerings, effectively mirroring the EXP strategy for vendors. Those offerings causing much confusion with users in vendor organisations are Gartner for General Managers, Gartner for Sales Leaders, Gartner for Marketing Leaders, etc.
Following our latest discussion group on the subject, the IIAR is conducting a discussion group for members to exchange the issues they face when being sold bundled products. This will enable members to discuss ways to get the best value without disclosing individual price. IIAR will then present these findings to Gartner for their feedback and help Gartner sales teams improve client satisfaction. Continue Reading →
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)
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. Continue Reading →
Feeling the pinch in your negotiation with Gartner on your subscription contract? Do you feel comfortable in buying the various seats 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) on Gartner’s hard stance and cowboy attitude during negotiations: it maybe the IIAR Analyst Firm of the Year 2017 but also the hardest to work with.
Continue Reading →
As 2017 is shaping up to be a Tectonic Year when it comes to Analyst Relations the IIAR will be holding a London Forum on April 27th and on the evergreen topic of AR Best Practice, IIAR members are invited to share and debate best practice relating to Analyst Relations, Ludovic Leforestier (LinkedIn, @lludovic), will moderate the session. This will be followed by a NelsonHall Session on Getting the Message Out in a Post-Truth World, presented by Rachael Stormonth (LinkedIn, @rstormonth), Guy Saunders (LinkedIn, @GuySaunders1), Paul Connolly (LinkedIn, @Paul_NH), John Willmott (LinkedIn, @John_NH) Continue Reading →
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.
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.
Continue Reading →
What – IIAR Discussion Group – Negotiating your Contract with Gartner
When – Thursday the 22nd January 2015 @ 4pm GMT, 5pm CET, 12 Noon – New York
Where – IIAR Webinar
Who: Discussion initiated and will be chaired by Aniruddho Mukherjee (Head of AR and Branding Manager, Europe for HCL Technologies)
Register Here – To attend please REGISTER <<HERE>>, now
What – IIAR Discussion Group – Negotiating your Analyst Firm Contract (aka – Negotiating with Gartner)
When – Friday the 31st October 2014 @ 4pm GMT, 5pm CET, 12 Noon – New York
Where – IIAR Webinar
Register Here – To attend please REGISTER <<HERE>>, now
We’ll hold a webinar to discuss our latest IIAR Best Practice Paper: Analyst Relations and Industry Analysts –The 7+7+7 Golden Rules of Engagement by Ludovic Leforestier (@lludovic, LinkedIn) and Caroline Dennington (@CDennington, Linkedin)
Date: 11th September 2014
Time: 1600 BST, 1700 CET, 11am EST, 8am PST
Location: IIAR> Webinar
AR Pros and the Industry Analysts work on the basis of undocumented principles – principles that sometimes get broken or abused and then what do you do? This webinar will look at the types of analysts AR Pros come across on a daily basis and how to engage with them. Questions such as whether there is a secret recipe on how to build trust? – When should you be transparent? – Should analysts be afforded preferential treatment? – And does NDA really mean, NDA? – will be addressed along with many other frustrations we all face in the world of AR. Oh yes, there is also a section on ‘Divas’!Continue Reading →
Subject: IIAR – EMEA Service Providers AR Virtual Chapter
Date: 9th September 2014
Time: 4pm BST, 5pm CET, 6pm EET
Location: IIAR Webinar
Lead: Maria Forss – Director, Industry Analyst & Media Relations at Tieto, Finland
This is the first meeting of the new “IIAR – EMEA Service Providers AR Virtual Chapter”. With an objective to hold meetings once every two months and bring together AR professionals from Service Provider companies across Europe with a varied agenda. The agenda for this meeting focuses on – Continue Reading →
Date: 1st August 2014
Time: 4pm BST, 5pm CET, 11am EST
Location: IIAR Webinar
There is renewed interest in the IIAR Certification programme with several members completing the certification test recently. This has highlighted the need to update the test questions, expand the range and ensure it is relevant to today’s AR community and market needs. We’re exploring how we can partner with Edinburgh University on the IIAR Certification programme required update and AR Training. Join our brainstorming on IIAR Training needs, facilitated by Edinburgh University training design experts Neil Pollock (LinkedIn, @neilpollock) and Gian Marco Campagnolo (@campagnolo_g) – read their profiles below, their expertise is unquestionable. You will be invited to name the 4 MOST IMPORTANT aspects that an “AR training programme should cover” – so come prepared. Continue Reading →
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 →
It’s Friday night and your exec / stakeholder / boss (tick all that applies) walks into your cubicle / desk / office brandishing what clearly is a Gartner report in his hand. Alas, it’s clear it does not mean kudos and a promotion -she’s clearly fuming, probably after being lambasted by the higher echelons. She’s getting closer and you’re guessing it’s about that magic quadrant. Yup, the dot moved down a little bit. The analyst won’t explain, you’ve tried his boss, send some emails and it feels you’re out of options.
Time to play the trump card. Continue Reading →
One of the main issues of AR professionals is often the lack of focus or the wrong priorities for their AR programme. This IIAR Best Practice Paper: Plan your analyst relations programme with the AR Compass by Charmaine Chan and Ludovic Leforestier covers this aspect. The AR Compass is a framework to uncover business goals and align your AR programme to those goals. Continue Reading →
Following on from the popular discussion held at the UK Forum in September last year, the IIAR will once again be hosting a discussion on how to link analyst relations with sales but this time focused on the Asia-Pacific / Japan (APJ) market.
The call will be held on Thursday 18th October at 4pm Sydney / 1pm Singapore & Hong Kong / 10:30am India lasting one hour to include member Q&A. Continue Reading →
If you’re in the thick of preparations for an upcoming analyst event, or thinking of holding an event next year, this discussion is for you!
We have an extremely distinguished line-up of four great panellists for our next panel discussion on Thursday 16th August, 4-5pm BST / 11-12pm ET / 8-9am PT all about running successful analyst events. Whether you’ve run events in the past or are embarking on one for the first time, this call will be invaluable, discussing top tips from AR pros in the field as well as market leading analysts from Gartner and Forrester. This is a really great opportunity to glean some insights that will make you an AR champion and have your executives raving. Continue Reading →
This week on Thursday 26th July at 11am ET / 8am PT Ovum’s top management team will once again be making themselves available for your Q&A on the future of Ovum. This will be a similar session to the one run in the UK in May and is a chance for you to hear directly from those setting the company’s strategy and future road map.
There won’t be any presentations, just the chance for you to ask questions that matter to you and affect your AR program. This really is a unique opportunity and we hope as many of you as possible will join us, ready with lots of questions to ask the panel.
- Managing Director – Brett Azuma
- Global Director for IT – Ian Charlesworth
- Global Director for Telecoms – Richard Mahony
- Moderator: Gerry Van Zandt, HP AR / IIAR Board Member
If you would like to attend please email me asap to reserve your place on the call and get the dial-in details. This session is free for IIAR members and $25 for non-members.
Ever spent a frustrated hour arguing with an executive on why you shouldn’t have 30 slides for a 30-minute presentation? Or time and again had to insist that a Gartner VP doesn’t need to be told about basic market trends proven with stats from a competing analyst firm?
The IIAR, working with the Gartner AR Community team, has lined up an exclusive one and half hour slot with Gartner to answer your questions about how to deliver great presentations when briefing analysts. This will be an invaluable call to anyone in the AR business and give you real ammunition for insisting your executives spend more time preparing analyst presentations. This is a unique opportunity to glean top tips from some of the biggest names in the business and we hope as many of you as possible will join us.
The event will take place on Thursday 7th June from 3:30-5pm BST / 10:30-12midday EDT. You can either attend in-person at the Gartner offices in Egham or dial in via conference call.
Jeff Golterman, GVP Gartner and AR Community Lead (in person – Egham, UK)
Ed Thompson, VP Distinguished Analyst (in-person – Egham, UK)
Bryan Britz, Research Director (conf call – USA)
The IIAR will be holding an informal drinks reception afterwards. This session is for IIAR members only – please email me to take part if you’ve not already done so.