Archive | IIAR

MQs, accreditation and a debate on IT services – all in the same evening

Those of us fortunate enough to be able to attend* yesterday’s IIAR Forum enjoyed a treat.

Ed Gyurko presented the latest IIAR whitepaper on Magic Quadrant submissions (available from Monday, free of charge to members).  It will prove immensely useful to those who have to work on the seminal Gartner reports.

Following Ed was David Taylor who spoke about the IIAR’s plans for AR accreditation. These are really starting to take shape. David and the group he’s been working with deserve a lot of thanks for their hard work to date.   There’s more that still needs to be done – but it’s definitely getting there and that’s very exciting.

And then we had the third highlight of the meeting – a spirited and informative debate with analysts from three firms that are focused on the IT services market:  Kate Hanaghan of Bathwick, John Willmott from NelsonHall and Puni Rajah of TechMarketView (who was joined by her colleague Anthony Miller).

There are some clear differences between the three firms but all three are in agreement: relationships with clients are the key for success in the next 12 months.  There was also consensus that good analyst firms would survive but there would be casualties among those unable to demonstrate the value they deliver.

While all three acknowledged the difficulties of doing business in the current market, TechMarketView was very upbeat about the future.  Puni and Anthony are predicting that the overall analyst market will grow in size over the next year (and as a result, there will be more demand for AR people).  It will be nice if those predictions come true.

There was plenty more discussion and our hour was quickly over. If you couldn’t make it, then I’m sorry. You did miss a really good meeting.

Finally, thanks to our analyst speakers for coming along and taking part in an absolutely fascinating debate.

Also a big thank you to Robert De Souza who chaired the analyst discussion, Laura Woodward who hosted the meeting and Hannah Kirkman, the IIAR secretary for bring it all together.

* Attendees came from a wide range of companies including Accenture, BT, Capgemini, Cisco, CSC, CustomerClix, Edelman, HCL, Hill & Knowlton, Logicalis, Nortel, Oracle, Prasada, Richmond Green, Sunesis, Weber Shandwick and Zeus.

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Around Richard Mahony from Ovum in 10 questions

Richard Mahony

Today, in our continuing series of analyst interviews, we have the pleasure of welcoming Richard Mahony, Enterprise practice leader with Ovum.

1. What are your coverage areas?
I manage Ovum’s enterprise communications services practice. We focus on the fixed and mobile managed services market for enterprises and SMEs. We also provide sourcing and commercial mediation services to MNCs.

2. What are your opinions of the IT Analysis Marketplace and where do you see it going?
The industry will need to continue moving beyond compiling market information and selling it on at premium price. The days of attending a supplier briefing and simply writing it up are over for Ovum. Carter’s point (http://iiar.wordpress.com/2009/03/12/dont-forget-analysts-have-a-unique-vantage-point/) about the analyst vantage point is on the mark for me – analyst houses that successfully combine their supplier and end user perspectives will be successful.

3. What’s your typical day like?
I
reply to the overnight e-mails first thing , respond to a handful of client enquiries in the early morning and typically have some content-related management to do such as planning or review reports with the team. We’ve normally got a project on the go so the remaining 50% of the day or so will be either working on fee earning assignments or writing content for the service. I look to limit my briefings to one or two a week – we increasingly have to be smarter about which briefings to attend.

4. Now, c’mon, tell me an AR horror story?
A few years back I attended a briefing where the supplier AR team guiding us through an open plan office on our way to the meeting room unintentionally walked us past marketing collateral mock ups for a new business which had not been announced. Personally, I once duly complied with an invitation to attend an analyst event in ‘business casual attire’ in my freshly pressed Chinos and my preppy shirt and jumper, only to find when I got to the event that everyone else had turned up in suits and ties. There’s a very funny photo of me in the auditorium with a back-drop of be-suited professionals behind me.

5. How do you position your firm? What is your business model? (where are your revenues coming from, mix between users and vendors?)
We are increasingly working with enterprise users – for the practice, this is the fastest growing area of our business. We position the firm as having great depth in data, combined with leading market research methodologies and practical advisory experience with end users which provides us with a real-world perspective. Since the acquisition of Ovum by Datamonitor, the depth of Ovum’s data has further improved and having access to industry experts in financial services, automotive, retail and healthcare has helped the whole enterprise services team. Reading some of the blogs, AR firms seem to have the notion that DM has somehow diminished the Ovum value. This is the polar opposite to my experience – we are in my view a stronger organization as a result of the acquisition… I’ve also had my research budget doubled, so my job is easier too!

6. What is your research methodology, in 255 characters or less?  (primary research, F2F or phone, secondary only, etc…)

Wherever possible we look to experience what we write about. It’s far easier to write incisively about an industry issue or supplier strategic intent having practical insight to share. However, we also turn to the usual research tools, including face to face briefings, telephone and online qualitative and quantitative research methods. I heavily rely on face to face meetings as I am all about personal contact and developing trusting two-way relationships between supplier and analyst. Such relationships are beneficial for both parties and the AR community is central in brokering this kind of interaction.

7. Any favourite AR professional you’d like to mention? Any why?
I would highlight Sally Elliott of BT Global Services who provides Ovum with excellent support and finds the time to connect us with the right people in her organization. She also has a firm grasp of BT’s business and positions her business heroically well. I am always impressed by the Cisco AR programme and would highlight David Taylor’s team at Cisco – I always come out of Cisco events with a new idea which I can build on and will therefore seek out their briefings. I am also seeing good things from the growing Telefonica team.

8. Tell us about one good AR practice you’ve experienced or one good AR event you’ve atttended.
The best event I’ve been to recently was the Cable and Wireless AR day run by David Thain. The format was relatively simple (but difficult to achieve) – which was a positioning of the business by CEO and key executives followed by open discussion with some of their largest enterprise customers. The frankness of the customer interaction was refreshing and as a result it is the stand-out event for me.

9. What are your offerings and key deliverables?
For Enterprise research we have a schedule of reports lined up this year on fixed and mobile global managed services providers and their markets; major new reports on unified communications offerings from telecoms service providers and systems integrators; surveys on multinational end-users and their global service requirements through an exclusive deal with the EVUA. We’re also expanding our annual survey of SMEs worldwide, taking in more countries. And because this market is changing and getting ever more demanding, we’ve got some new products in the pipeline—like our managed scorecard for service providers- that will tie all of our analysis together. We’ve got a pipeline of consulting engagement with enterprise clients and telecoms operators that is growing and we like to think that is a response to our research outputs last year on how to manage network services and budgets through the current economic conditions. These projects also help inform our understanding of today’s market conditions.

10. Any hobbies or favourite restaurant / food that you’d like to share?
I enjoy running and garner the strength to do a half marathon once a year. I also suffer the joys of being a Bristol City football supporter.

11. What is your biggest challenges for the upcoming 6 months? And for the next 30 mn?
My biggest challenge is to continue to differentiate what we do in the practice – there’s plenty of choice in the market and some good competition. Standing out from the crowd and articulating the team’s difference and value to our clients is therefore key. Any ideas how we can improve here from what you’ve seen from Ovum, give me a call. In the next 30 minutes, I will be defining some inter-company peering SLAs for a UC managed service. A very dry topic for most I am sure, but in my view will be increasingly important to many suppliers and enterprises as they deploy integrated communications.

12. Is there another analyst (a peer in your firm or with another firm) whose work  you rate highly?
Chris Lewis of IDC – although I am not really entering into the spirit of the question, as he’s my former boss and showed me the ropes of the analyst business. Chris has a great way of reaching the crux of the issue quickly and succinctly articulating his thoughts. Within Ovum, I think you will be hard pushed to find an analyst from any house more in touch with the UC market than Peter Hall. Eammon Kennedy has also done great things to improve our IT services business.

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IIAR launches on Plaxo Groups

There’s a new resource for IIAR members only: http://iiar.plaxogroups.com. Ludovic Leforestier and Hannah Kirkman are running the new group, which brings together analyst relations professionals on one of the most widely used online networking site.

The Plaxo group has three main advantages. First, it’s an easy way to stay in touch with this blog: postings here also appear on your Plaxo Pulse. Second, the group allows moderated discussion: unlike some LinkedIn groups, you’ll know that items posted to members of the IIAR group will always be relevant and on-point. Third, because Plaxo has the most up-to-date contact details for most professonals, it’s the best way to stay in touch with people in a fast-changing market.

IIAR members are encouraged to come over and join us; non-members should sign up not to share the fun.

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International AR Best Practices: how to leverage all the good stuff out there

As a result of doing some research on International AR practices and gaining input during the January IIAR forum in London, the following paper on International Analyst Relations: Methodology and Best Practicesby Ellie Warner (LinkedIn@elliewarner)is now available to all IIAR members.

I was fortunate enough to be invited to attend and present at the IIAR Forum in London recently. One of the breakouts was on International AR. Even in the short time we had together, the kind of questions that were asked made me realize the advantages to be gained by documenting some of the more common best practices and methodologies for scaling AR efforts around the globe.

“So, how do you go about setting up country AR?”, “Which analyst-supported sales campaigns have had the most impact?” and “How can we ensure there is no overlap between the UK AR efforts and the corporate AR team?”

The discussion was inspiring.

Where do I start?

Working with AR services firms such as Intelligen, KCG, Lighthouse, Sage Circle and Sunesis is an obvious place to start. In addition, working to some kind of framework with defined stages and suggested best practices can be very effective, and take some of the pressure off overloaded AR practitioners

“International Analyst Relations: Methodology and Best Practices” (subscribers only) provides tons of usable material and ideas. There is no right or wrong way to scale AR efforts globally, but some are more effective, less costly and more replicable than others. Leveraging best practices and replicating successful initiatives also makes good business sense, especially in these times where budgets and resources are under more pressure than ever before.

What do you think?

Tell us what your experience of international AR is if you’re analyst or an AR professional. Would this fit into your company model and culture? Have you similar ideas you would like to share?

For comments and input, please contact ewarner -at- analystrelations -dot- org.

Why do International Analyst Relations matter? (subscribers only) looks at the business benefits and drivers for International AR in a separate white paper, also available to IIAR members.

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Datamonitor to present at March IIAR London Forum

The next IIAR London Forum will be on Thursday 26th March, hosted by Weber Shandwick, and we are delighted to welcome John Leigh, new Research and Analysis Director for Datamonitor, as our guest speaker.
John will also be accompanied by David Mitchell, SVP of IT Research for Ovum.

The forum kicks off at 3:45 p.m. and runs until 6:30 p.m., followed by an informal dinner.

Forums are open to IIAR members — members who would like to attend, please RSVP, stating whether you will be coming to the dinner. For further information on the IIAR and to join, visit our website at www.analystrelations.org. We also have a limited number of guest places available for those who have not previously attended a meeting — if you are interested in attending as a guest, please email us.

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Team Work Needed for 2009!

DARA Event on 20.1.2009 / Podcast about the IIAR

As the year has started with some of the most negative predictions we have heard for the past years, it becomes obvious that close collaboration between AR professionals of different companies and among AR and IT research professionals will become even more important than before.

One little step towards this objective are the local events organized by the IIAR and its associated organizations and chapters. In Germany, a few volunteers and I have also worked to bring AR and IT research together.

Next week, we want to strike a balance and look ahead:

Tower Bar Frankfurt/Main (IIAR website)For the 20th of January this year, the German Analyst Relations Working Group, which is closely working together with the IIAR, is organizing a fireside chat and networking dinner in the city center of Frankfurt / Main. The official title is: “IT industry and the IT research industry in times of economic slowdown”

We are enabling networking and discussions between important analyst relations professionals on the one side and important analyst houses on the other side. We have seen extremely positive reactions to our plans from both, the IT industry and the analyst houses.

The event is almost booked out by now and has been organized with the help of three sponsors: Fujitsu Siemens Computers, IBM Germany and Wilken, a German software company. Continue Reading →

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Around “JC” Jung, SVP Consulting Services from PAC in 10 question

Today we have the pleasure to welcome our guest analyst for the world famous IIAR ten questions interview: Jean-Christian Jung is a Senior Vice President Consulting Services at PAC (Pierre Audoin Consultants). JC is based in New York and you can read his thoughts on their collective blog.

  1. What are your coverage areas?
    IT Services and sourcing in general, however, I have spent most of my time this year on application-related services particularly around SAP (and to some extent Oracle Apps). SAP is a very hot topic for us right now as we recently launched a dedicated SAP Services Research Practice covering all regions of the world. Concerning my personal role, I concentrate more on the custom/consulting activity than on our off-the-shelf reports. Continue Reading →
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November IIAR Forum (London)

The London November Forum will take place tomorrow, the 26th in London.

The theme will be Green IT and we will have as guest speakers Chris Ingle from IDC, David Metcalfe and Martin Bromfield from Verdantix.

As usual, we’ll finish with a debating dinner.

Members and prospective members can register with Hannah Kirkman, the IIAR’s secretary.

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Around Michael von Uechtritz / Gartner in 10 Questions

Today, we’re delighted to welcome Michael von Uechtritz, Research Director clip_image001with the Outsourcing and IT Services research team at Gartner, into the interview hotseat.

  1. What are your coverage areas?
    Business and IT Consulting
  2. What are your opinions of the IT Analysis Marketplace and where do you see it going?
    With some businesses being challenged by the economic downturn in a number of regions, practical advise such as from the IT Analyst community is of growing importance to the buying and selling side of the IT market. Therefore, in my view, the IT analysis marketplace will remain “large in size”, dominated by a few research firms but become more challenging for IT market analysts given the aforementioned situation.
  3. What’s your typical day like?
    I like my work – seriously, with roughly 400+ client calls per year, 30+ research document’s, conferences and sales support, six days make it a busy week I would say, but gaining so many new insights each day – I like my work.
  4. Now, c’mon, tell me an AR horror story?
    Well, leaving comments about an individual analyst for the presenting executive in the footnotes of a presentation, but sent to the analyst instead.
  5. How do you position your firm? What is your business model? (where are your revenues coming from, mix between users and vendors?)
    See www.gartner.com and its financial reports please, the business certainly is a mixture of both, end users and provider revenue streams from research, events and consulting.
  6. What is your research methodology, in 255 characters or less?  (primary research, F2F or phone, secondary only, etc…)
    The research methods are Gartner IP and include Scenarios, Magic Quadrants, Market Scopes, Vendor Ratings, Hype Cycles, Market Statistics and others. On my part I have conducted primary research, worked with our secondary research folks, did phone interviews, in person research leveraged web based tools etc.
  7. Tell us about one good AR practice you’ve experienced or one good AR event you’ve atttended.
    I found some IT services providers approach with small scale events (<10 analysts), short in duration (0.5 days), focused (consulting services), and targeted (European region), clearly prepared (facts send before! the event) and held in an open manner (NDA) very useful – the mix of financial analysts and market folks I found to be less productive.
  8. What are your offerings and key deliverables?
    Read my reports published in Gartner Dataquest or Gartner Core Research. It’s what you need to know, what you need to do, where you need to look, and who you should be paying attention to. It’s independent, insightful, and instantly applicable to your business challenges.
  9. Any hobbies or favourite restaurant / food that you’d like to share?
    My five kids Vincent, Oscar, Clemens, Cosima and Victoria are my livelong “hobby” and Friederike’s, my wife, cooking deserves a 5 Star Michelin certificate, other than this running – but not enough.
  10. What is your biggest challenges for the upcoming 6 months? And for the next 30 mn?
    Keeping the “right” balance of work versus life in a demanding job and my career progression.
  11. Is there another analyst (a peer in your firm or with another firm) whose work  you rate highly?
    In my area of business and IT Consulting, „Chris Adams“.
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Kudos to the Gartner Ombudsman for asking tough questions

I read this post on the new Gartner Ombudsman blog today: How confidential is “confidential” information?

It’s about what happens when an analysts defects to join your competitors. Granted, there is no simple answer and in reality we’re in a very incestuous industry, but kudos to Nancy Erskine for asking tough questions.

Personally, my sense is that you should divulge roadmaps to analysts and limit the horizon to 6 months. What do you think?

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IIAR launches the AR Cafe with opportunity to meet Ray Wang

The IIAR is launching the AR Cafe with an opportunity to meet Forrester Research Vice President and Principal Analyst, Ray Wang, on November 11th in London.

The AR Cafe is an opportunity to meet analysts and network with other members in an informal setting. Members who would like to come along, please drop a line to Hannah Kirkman.

Analysts: if you’re interested in meeting IIAR members at an AR Cafe, either local to your office or while traveling, please get in touch with IIAR Secretary Hannah Kirkman at hkirkman at analystrelations dot org.

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Are local analysts “untouched” and influential?

Following a long week at Oracle Open World, I attended the West Coast IIAR meeting organised by Peggy O’Neil from H&K and hosted by Evan Quinn from HP, with several of my colleagues and a room full of AR peers.

Carter from SageCircle interviewed me (and Annemiek Hamelink from Wagged) after that exhausting week:
Oracle’s Ludovic Leforestier with a quick update on the Euro IT analyst landscape « SageCircle Blog

What do you think?

Are independent European firms doing well?
Are they influential and “largely untouched”?

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Around David Mitchell / Ovum in 10 questions

We have the pleasure today of  welcoming David Mitchell, Senior Vice President, IT Research, Ovum and Research Fellow, Datamonitor Group. David has his own blog on IT issues in Asian and other emerging economies: Geosophical Technologies.

  1. What are your coverage areas?

    Very wide. I’ve published about a range of things. In terms of industry verticals I’ve written about telecoms, government, financial services, professional services, retail and construction. In terms of technologies and services I’ve written about BPO, databases, application development, high performance computing, grid computing, software-as-a-service, cloud computing, HCM applications, ERP applications, collaboration technology, Web 2.0, operating systems, IT-Telecoms convergence, eLearining, incentive compensation, the productization of services, and globalization…. to name but a few. There are two areas where I work on consulting projects for customers most often: enterprise applications and commercial deal negotiation.

  2. What are your opinions of the IT Analysis Marketplace and where do you see it going?

    Just like the IT vendor market the analyst market is also experiencing consolidation. My view is that were looking at a consolidation into around 4-5 global powerhouses, with a number of small regional niche providers still making a decent business – even though it won’t generate massive revenues for them. The consolidation of the global players is only likely to continue, with more of the niche firms being acquired but this will not stop a stream of new firms starting up and growing quite well.  Scale
    or specialization are the most important criteria going forwards. Specialization can be by geography, technology or business theme but it needs to be resonate with a focused buying audience. Small and generalist is not a good place to be.


  3. What’s your typical day like?

    Typical day… no such thing, as I travel so much and spend as much time away from the office as I spend in it. When I’m in the office the day day normally starts about 6.30 a.m. with catch-up calls with Asia Pacific staff and clients. Middle part of the day is focused on meetings with UK clients and staff, and research briefings -both formal and informal. The day tails off about 7 p.m. with US calls with clients and staff, before getting home about 8.30 p.m. I rarely do less than a 60 hour week.

  4. Now, c’mon, tell me an AR horror story?
    Not a horror story but a dislike. I will do everything possible to avoid events held in Las Vegas. It’s a city that I dislike a great deal and that I can see no redeeming qualities in.

  5. How do you position your firm? What is your business model? (where are your revenues coming from, mix between users and vendors?)

    Ovum’s revenue is primarily focused on our syndicated client base, with the majority of our revenue coming from this source. Consulting and ad hoc revenue comes from the analyst teams and our consulting teams, including the Orbys sourcing advisory business that Ovum acquired post-IPO. Revenue is well balanced between vendors and enterprise buyers, something that we believe is important for the integrity of the advice that we provide but also gives greater revenue predictability than a reliance on either community would. We also have a good geographic revenue balance across EMEA, US and APAC markets.

  6. What is your research methodology, in 255 characters or less?  (primary research, F2F or phone, secondary only, etc…)

    Most of my research is done face-to-face or in phone interviews with vendors and enterprises. I’m a firm believer that a detailed dialogue, probably only loosely structured, gives a much greater insight that questionnaire driven methods alone. Across the firm we use the entire range of research methods from large-scale quantitative surveys, small group sessions, secondary research and every other technique that you’d expect. We’ve got one or two interesting research methods that we think offer us competitive advantage but you wouldn’t expect me to share those in a way that competitors could
    copy.


  7. Any favourite AR professional you’d like to mention? Any why?

    Too many to single out any individual. Among the talented people that I’ve worked with are Peggy O’Neil, Carter Lusher, Evan Quinn, Naomi Higgins, Paula Schmidt… They’ve all got one thing in common… they invest time in building relationships between the vendor and the analyst.

  8. What are your offerings and key deliverables?

    From the Ovum software team the most important deliverables are the product evaluations that customers to help them make selection decisions. The equivalent from the IT Services team are the Ovum Navigators. Our country profiles that look at opportunities in emerging markets, not just BRIC, are becoming more important for our vendor clients – looking to expand into new markets. Our
    detailed UK market coverage continues to be popular, as does our government research.


  9. Any hobbies or favourite restaurant / food that you’d like to share?

    I’ve recently invested in an aquarium and have started to keep marine fish. It takes a lot of time and patience but it’s also quite relaxing. Genealogy is another one of my hobbies; delving back into the history of our family.

    Favourite restaurants… Le Manoir  aux Quat’Saisons in Great Milton, The Peat Inn near St. Andrews, Bobo’s in San Francisco, Doyles at the Quay in Sydney, Hutong in Hong Kong, Monte’s Trattoria on MacDougal in New York, Vivat Bacchus near our London office, and Locanda Locatelli in the West End of London.

  10. What is your biggest challenges for the upcoming 6 months? And for the next 30 mn?

    Fatigue. The next six months already looks incredibly busy. Bookings for client projects are looking extremely strong and there engagements that will take me on at least a dozen long haul trips in
    the next 6 months. On top of client engagements are a range of research projects that involve clients from around the world. The second biggest challenge is to continue to expand the Ovum IT research team, something that we’ve spent a lot of the past 6 months investing in.
  11. Is there another analyst (a peer in your firm or with another firm) whose work  you rate highly?

    Steve Hodgkinson in our Melbourne office. As well as being an extremely creative and visionary analyst he also has a great practical touch, useful when advising the CIO client base that he works
    with across Asia-Pacific.

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Why AR professionals should consider joining IIAR « SageCircle Blog

Carter Lusher and Peggy O’Neil have articulated better than I could have the benefits of the IIAR for its members after last week’s meeting:
Why AR professionals should consider joining IIAR « SageCircle Blog

And I take the opportunity to thank Peggy, who joined the IIAR board together with Sally Elliott from BT, for organising this meeting and Evan Quinn from HP for hosting the meeting with panache and good food 🙂

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IIAR September Forum — London, September 17th

This is a reminder that the next IIAR Forum is this Wednesday, September 17th, from 3:45 p.m. at Edelman’s offices in London. We’re delighted to welcome speakers from Disruptive Analysis, Forrester Research, and Freeform Dynamics to this event to discuss the topic of AR 2.0. IIAR events are open to members. Non-members who have not previously been to an event are welcome to come along as a guest. If you would like to attend, please contact IIAR secretary Hannah Kirkman at hkirkman at analystrelations dot org. 

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In memory of Michael Selwyn

Michael Selwyn

We are very sad to share the news that Michael Selwyn, one of Europe’s most well  known and highly respected AR consultants, passed away last Friday. Michael was an active and enthusiastic member of the IIAR, always ready to share his great experience and knowledge, and he will be sorely missed.

Our condolences go to his wife Elizabeth and daughter Solange.

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