BARC – Institute of Industry Analyst Relations (IIAR) The IIAR is a not-for-profit organisation established to raise awareness of analyst relations and the value of industry analysts, promote best practice amongst analyst relations professionals, enhance communication between analyst firms and vendors, and offer opportunities for AR practitioners to network with their industry peers. Sun, 14 Apr 2019 21:47:47 +0000 en-GB hourly 1 76177372 IIAR Webinar: Le CXP Group, a European powerhouse? Tue, 04 Sep 2018 21:28:29 +0000 CXP Group logo (IIAR website)Over the past few months, the analyst community has been experiencing an array of changes, with many analyst departures and career moves shaking up the status quo. As we come back to work and the summer days fade into autumn, there’s no better time to catch-up with analyst firms and understand what has changed, what’s to come and exactly how their services can support AR pros and their programmes.

On Thursday 13th September at 1600 BST we will be discussing this and more with Yannick Carriou (LinkedIn, @YCarriou), Chairman and CEO of the CXP Group who will be providing a deep-dive on CXP Group and PAC, as well as addressing the acquisition of Ardour, a move that was widely discussed in the industry.

Le CXP Group is has a fascinating and long history, now englobing PAC (Pierre Audoin Conseil), BARCBerlecon and Ardour. It now combines end-user and vendor advisory, market sizing and analysis and now consulting services.
In this webinar, we’ll explore whether Le CXP is a credible local alternative to the Gartner-ogre and challengers Forrester, IDC and IHS. We’ll also probe how analyst relation professionals can leverage this extensive presence and dive deeper in the Ardour acquisition.
Yannick will be joined by Jean-Christophe Bodhuin (LinkedIn, @JCBodhuin), SVP & UK Managing Director, UK Operations, PAC UK and Nick Mayes (LinkedIn@Nick_Mayes), Research Director at PAC UK for the Q&A.


The session will be run by Ludovic Leforestier (@lludovicLinkedIn), from the IIAR Board and Julia Pope (LinkedIn, @iulia_g_popa).


The webinar is free to attend for IIAR members and will take place on Thursday 13th September at 1600 BST.
IIAR members in London are also invited to meet Le CXP in person for this webinar or after for an informal IIAR Café (drinks and self-funded dinner).


To register please fill-in your details below

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Le CXP Group moves to consulting – CEO Yannick Carriou interviewed Thu, 24 May 2018 23:53:50 +0000 CXP Group logo (IIAR website)Le CXP is one of the oldest IT analysis firms around. It was created in 1973, six years before Gartner, under the auspices of the French Ministry of Industry by some of the largest French companies at the time: Air France, Anotec, Bred, BSN (now Danone), EDF, RATP and the Société Générale. Its remit was to provide expertise on packaged software -hence the name in French, the deliciously quaint Centre d’Expertise des Progiciels. It’s been doing just this plus some consulting for IT users, gently and in French (Americans would call this in “local language”) until it bought PAC, a rival but vendor-focussed French firm, in 2014. At last I should say, and after PAC’s founder, Pierre Audoin, passed away.

Before this, Le CXP bought German BI specialist BARC in 2011 and PAC snapped German firm Berlecon on the same year. As a result, we’ve got a Paris based firm doing more business in Germany than France. They must like it there.

Are you still following me?

On May 15th, its new CEO, Yannick Carriou (LinkedIn, @YCarriouex. Ipsos and TNS) announced Le CXP was buying Ardour, a business consulting firm. Here’s his exclusive interview.


Ludovic Leforestier – I expected a move by Le CXP but expanding in consulting surprised me. 

Yannick Carriou @YCarriou, CEO CXP Group interviewed for the IIAR blog - Ludovic Leforestier @lludovic

Yannick Carriou @YCarriou, CEO CXP Group

Yannick Carriou – This acquisition is absolutely in line with our long-term plans.

In the future, all organisations will have to navigate the exponential complexity of technologies that drive digital transformation. They will need inspiration and confidence to make multiple, critical and interconnected choices to grow, perform and thrive. We have been there to that end for decades already and will keep our strategy to talk to both end-users and vendors.

We see a lot of vendors developing plans and strategies to get closer to clients’ businesses, as opposed to the sole discussions with IT departments. They develop specific verticals, or consutlting activities to fill the gap. We have always been at a sweet spot to gain that intimacy and no one could blame us for biaised views. Chinese walls are a reality to us, but we share to understand the market dynamics and get more contextualized views on markets. When working with us, vendors know we have an intimate knowledge of their clients. And that is a precious asset. Nothing new from that end. As a reminder, we are invited to both Analysts and Advisors events. So our clients seem to understand that.

The addition of Ardour was a good option for us. They bring a tremendous knowledge on user IT strategy formalization and IT governance organization. These are increasingly demanded topics as IT Users need not only the best choices but to up their game in our they orchestrate all their investment, short term and long term. And Ardour is also an IP company : they have developed an incredible amount of IP in the domain that will immediately benefit our clients.

LL – What do you envision your business model to be?

We are and will remain a IP/Content based company. We don’t want to go with any of our client just because we have (actually excellent) reputation. Our difference comes from data, models and assets. You’ll see even more of that in the future. I also think that being a content company is a permanent effort which allow us to be highly regarded for our second-to-none knowledge of many markets, in Europe, including Eastern Europe.

LL – What will be the revenues  share of research and advisory, events and consulting in your business?

Events are a small part of our business, at around 15%. The rest is balanced between consulting and content. Sometimes the line between both is a bit blurred. Working intensively with clients on market data and their integration in the 3 years strategic agenda for the Board, that’s both data and consulting at the same time.

LL – What share of revenues from end-users for the CXP Group and your different entities?

50/50 sounds like a diplomatic answer but that’s not far from what we are doing.

LL – What is your competitive positioning?

We are the largest independent company in Europe. Ardour reinforces us further.

LL – The press release states BARC and PAC, is Le CXP not planning to unify its brands?

All our brands have a strong legacy and heritage. We do not plan to drop them. But you’re right that an history of growth has created a fragmented brand portfolio. We’ll remedy to that.

LL – How should AR position your group and different brands with their stakeholders?

PAC has always been a long-standing partner of Vendors to understand and measure markets, and provide consulting services to optimize strategy and acquisition roadmap. We have outstanding capacities in Europe and know the markets from a thorough bottom-up approach which is also largely fueled by the intimate knowledge of end-users. We are recognized areas of expertise (see Kea Ranking : we are always in the Top tier for IT Services, Iot, analytics and big data, strategy,..). We also try to keep the inherent qualities of mid-size organizations : reactive, agile and engaged. For AR, this is the front desk of our group. Behind, BARC is a world-class leader in analyzing technologies and players in the booming field of  BI and analytics. Le CXP and Ardour provide also intimate knowledge of users in many other areas.

LL – This changes the power balance further to Germany, how will this impact Le CXP Group?

We are getting obviously stronger in Germany, with a prestigious list of heavy-weight clients there coming with Ardour. But as Ardour is also an IP company, this will also immediately benefit the enire company and our future developments.

LL – Any  comments on your observations on the industry? What surprised you coming from TNS?

I ran global businesses at TNS, then Ipsos. Thousands and employees and clients, lately in Marketing, Media and Tech areas. Comparatively , I was surprised by the siloes your questions are just illustrating. There is a non-written principle that some company are talking to end-users, others to Vendors. Most of the time, when companies say they do both, the ratio is totally skewed towards one activity against the other. In “general” market research, we work with all the chain links of an industry ecosystem, without any issue, to cumulate knowledge and info and help everybody do better. I joined and invested in CXP for that many reasons. Maybe it needs reassurance and explanations to some of our clients. But the changes ahead are so deep  and fast that we all need to really maximise our chance to succeed by providing the best intelligence this industry has probably ever delivered.


Bottom line

At a time where IIAR member worry about the growing dominance of the research firm, Gartner, Le CXP can’t be ignored for local knowledge and influence. Their coverage in Germany and France on software and services is excellent and they have a number of excellent analysts. Yet, they remain a fragmented brand and their move into consulting could prove unsettling for European services providers which are long-term PAC clients.



Le CXP is organising a webinar for AR pros on Wednesday 13th June 2018 at 1000-1100 EDT / 1600-1700 BST 1700-1800 CEST > register here.


Related posts

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German analyst firms: die große Konsolidierung Thu, 10 Mar 2016 12:12:31 +0000 ISG buys Experton (IIAR)German consulting (and analyst) firm Experton (web, @expertongroup in German, seems they stopped tweeting in English back in 2013, founded by ex-Meta Group employees (including Andreas Zilch), falls to American ISG (web, @ISG_News).

With BARC and Berlecon in the CXP Group stable (including PAC), the German IT analysis market is now largely foreign owned with the exception of TechConsult (@techconsult_de,owned by media group Heise)

ISG also bought Saugatuck (web, @ISG_Insights), showing they believe scale is key in the research subscription business model. 

Consulting firms naturally are hungry for capabilities in market research data as the foundation of a strong consulting portfolio. Either cooperation or acquisition can bridge the gap. ISG has been on shopping tour not for the first time. The Group has taken in firms like for example TPI – IT sourcing advisors, Compass, IT benchmarking and STA Consulting, IT consulting for the public sector in North America. In 2012, ISG united these under the roof of ISG One.

With the Experton group the global ISG will gain additional channels to the German speaking market, a neat market with lots of business activities and buying power. The vendor benchmark formats will add attractiveness to ISGs market advisory services. The ability to share local insights and advise can be a very strong value-add in the global analyst market where local footprint is not always a natural thing.

Experton will benefit from a strong brand, and from the methodology expertise of the ISG group. I would expect that the vendor benchmark formats will see a refresh. These are likely to become great offerings of ISG, attractive for the German speaking countries.

(Developing story)

See the press release below and on ISG’s website as well as a blog post by Anubhav Saxena (LinkedIn, @the_futureist but protected for some reason).

Thanks to Simon Jones (@MrNesjoLinkedIn) and   Ludovic Leforestier (@lludovic and @BearingPoint_AR, LinkedIn) for their input.

Related posts:


Information Services Group Acquires Experton Group AG

Subscription-based advisory and research firm brings new advisor capabilities to ISG, expands firm’s emerging technology research offerings

STAMFORD, Conn., March 9, 2016 – Information Services Group, Inc. (ISG) (NASDAQ: III), a leading technology insights, market intelligence and advisory services company, today announced the acquisition of Experton Group AG, a subscription-based research, advisory and benchmarking firm based in Munich, Germany.

Experton Group and its team of independent advisors provide continuous research and advisory services focused on digital transformation, offering high-value content in the areas of mobile, cloud, security, big data analytics, social business, sourcing, Industry 4.0, IoT, SaaS platforms and infrastructure. The firm also offers data and analysis based on primary and secondary research, and Vendor Benchmarking services that evaluate service providers and technology vendors based on best-in-class cost, price, process and value benchmarks.

The acquisition accelerates the development of ISG’s subscription research business in the DACH (Germany, Austria, Switzerland) region – the firm’s second-largest market after the Americas; adds immediate, trusted vendor benchmarking and advisor capabilities, and provides a solid foundation for future expansion. Importantly, Experton Group highly complements ISG’s 2015 acquisition of Saugatuck Technology, which provides research and analysis on the future of business computing under the newly launched ISG Insights™ brand.

“Our acquisition of Experton Group, along with last year’s acquisition of Saugatuck Technology, demonstrates our firm commitment to offer clients deep analytical, research and forecasting capabilities, which, when coupled with our industry-leading consulting services and market intelligence, allow them to plan for their digital future and stay ahead of the competitive curve,” said Michael P. Connors, chairman and CEO of ISG.

Connors said the acquisition of Experton Group is part of the firm’s strategy to increase its recurring-revenue base, which currently represents 28 percent of the firm’s revenue. “Experton’s subscription revenue model, like that of Saugatuck Technology, further expands our growing and more predictable recurring revenue streams, which are targeted to reach 35 percent of firm revenue over the next few years.”

“We are delighted to be joining ISG,” said Juergen Brettel, co-founder and CEO of Experton Group. “The service offerings of both firms are highly complementary, and our research focus aligns perfectly with ISG’s growing Digital Services. In addition, our Vendor Benchmarking Services add a new capability to ISG that can be leveraged globally. We look forward to combining the data, expertise and analysis of both firms to extend our growth opportunities not only in the DACH region, but worldwide.”

Read today's post on Consider the Source

About Experton Group 
Experton Group is a leading fully integrated research, advisory and consulting company, helping mid-sized and large organizations maximize the business value of their ICT investments.  Its team of independent advisors offers innovative and authoritative research and advice focused on digital transformation, including mobile, cloud, security, big data analytics, social business, sourcing, Industry 4.0, IoT, SaaS platforms and infrastructure. Experton Group also offers vendor benchmarking services that evaluate service providers and technology vendors based on best-in-class cost, price, process and value benchmarks. Experton Group was founded in 2005, and has offices in Munich and Kassel, Germany. For more information, visit

About Information Services Group
Information Services Group (ISG) (NASDAQ: III) is a leading technology insights, market intelligence and advisory services company, serving more than 500 clients around the world to help them achieve operational excellence. ISG supports private and public sector organizations to transform and optimize their operational environments through research, benchmarking, consulting and managed services, with a focus on information technology, business process transformation, program management services and enterprise resource planning. Clients look to ISG for unique insights and innovative solutions for leveraging technology, the deepest data source in the industry, and more than five decades of experience and global leadership in information and advisory services. Based in Stamford, Conn., the company has more than 1,000 employees and operates in 21 countries.



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CXP Group – A European analyst powerhouse in formation? Fri, 24 Apr 2015 14:28:52 +0000 Laurent Calot / CXPWith over 20 joining the IIAR Webinar with Laurent Calot (@LaurentCalot), CEO of the CXP Group yesterday (23rd April 15) who provided a detailed overview of the CXP Group, this was followed by an enthusiastic Q&A session.
Having merged both the end-user business and vendor business of three companies (CXP, PAC and BARC) the CXP Group now provides good positions in both France, Germany and other locations (there are 17 offices in 10 countries) from combination of:
However, there is little remaining from previous partnerships such as the one between PAC and TBR > PAC and TBR announce a ‘strategic global partnership.’ Yep or RADAR PAC does Nordic.

CXP in a Nutshell – From the overview presentation …
CXP Overview infographic (IIAR journalist)
Pros: CXP is gaining in importance in Europe, increasing cross-border translations and bringing product sets together and hiring key analysts: Andy Bitterer (ex. Gartner) and Andreas Zilch (ex. Experton)
Cons: Many offerings still national (e.g. PAC Radars) potentially limiting relevance for large vendors
Bottom line:
  • AR pros should keep a watch on the internationalisation of the CXP Group offerings on the one hand and the impact of CXP Group companies in local markets where they are often deal makers.

A recording of the session and a copy of the presentation are available for members <<Here>>


Related posts

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Gallic research firms get cosy: after taking on Germany, CXP and PAC merge Tue, 03 Jun 2014 14:05:02 +0000 Just hot from the press, French IT analysis firms CXP and PAC announced their merger. The press release below is scant on details, but it seems that VC-funded CXP snapped up privately owned PAC, both of which took over German firms BARC and Berlecon in the last few years.

On paper, it’s a good fit. Of course culturally, both being Franco-German and also on the business side with PAC selling to IT vendors and CXP mostly to IT users.

Their claim to be the leading European analysis firm conveniently forgets Ovum however…

More to follow soon.

Updated 15/06/14: register here for a an IIAR call with:

See also previous posts:




CXP and PAC announce their merger

CXP Group becomes the leading European research and advisory firm in the field of software and IT services.

Paris, 3 June 2014. CXP, an independent European application software research and advisory firm, has announced its merger with Pierre Audoin Consultants (PAC), a leading market research and consulting provider specializing in the field of IT services and software.

Capitalizing on 40 years of experience, and with 140 staff present in eight countries (with 17 offices worldwide), the new company – CXP Group – has become the leading European research and consulting firm in its category and stands as the region’s main challenger to Anglo-American research organizations.

This is CXP’s second external growth initiative in three years. In 2011, the merger with German research and consultancy firm BARC (Business Application Research Center), a specialist in decision support systems and content management, expanded its expertise in the field of analytics and big data, and enhanced its European presence.

CXP Group intends to reinforce its role as a referral partner for IT departments and business lines among large and medium-sized companies.

“The complementary knowledge and skills of our two companies is immediately translated into benefits for our customers. The expertise we share in software solutions and their integration, combined with our understanding of market trends and especially the digital transformation agenda, significantly enhances the support we can provide our customers in how they tackle their key challenges”, said Laurent Calot, the chairman of the group.

The new group supports more than 1,500 end-user organisations every year in their choice and optimization of software solutions, and offers a wide range of research products (benchmarking studies, supplier analysis, market trends research) and consultancy services (IT system audit, project management support, vendors selection) in many areas (BI, HR, content management, IT management, finance, ERP, CRM, etc.). Through this merger, CXP Group is expanding its advisory services capabilities through increased expertise in sourcing and the selection of IT services providers.

CXP Group is also consolidating its role as an operational and strategic consultancy among IT services suppliers, thanks to PAC’s capabilities in supporting more than 300 software and IT services suppliers every year with market research products, strategic analysis, sales support & marketing services.

The combined group has the intention of becoming a major player in supporting its clients as they aim to benefit from investment in digital transformation and SMAC (social, mobile, analytics, cloud) initiatives.

“Digital transformation has become a strategic priority for all businesses”, says Frédéric Munch, CEO of PAC. “The merger of CXP and PAC will allow us to consolidate our expertise in technology and digital services and to offer our customers, IT services providers, software vendors and ICT users, support that will enable them to be the driver of their organization’s and their customers’ digital transformation”.

CXP Group’s three subsidiaries, CXP, BARC and PAC, will keep their brands. Frédéric Munch, the CEO of PAC, will become a member of CXP Group’s board and will join Laurent Calot, Chairman of the Board, Carsten Bange, founder and chairman of BARC, and Michel Roux.

Press contacts

Anne Eidelman
+33 (0)1 53 05 05 76

Pierre Audoin Consultants (PAC):
Caroline Hannig-Sachon
+49 (0)89 23 23 68 33

About Le CXP

Le CXP – headquartered in Paris, France – is a unique software consulting firm recognized as the uncontested leading authority on enterprise software solutions in French speaking countries. With 40 years of experience, Le CXP provides technology end-users and purchasers with a comprehensive range of services covering the critical aspects of the software and service solutions’ selection cycle. Le CXP owns a unique database of over 6000 software applications and offers extensive and proven consulting capabilities supported by a robust proprietary methodology. Today, more than 1500 large and mid-size end-user companies use Le CXP group services.

Le CXP has expanded its European presence (UK, Germany, Switzerland and Austria) after merging with BARC (Business Application Research Center), the German leading independent software industry analyst specialized in Data Management, Business Intelligence and Enterprise Content Management.

For more information, please visit

More information about BARC:


About Pierre Audoin Consultants (PAC)

From strategy to execution, PAC delivers focused and objective responses to the growth challenges of Information and Communication Technology (ICT) players.

Founded in 1976, PAC is a privately held research & consulting firm for the software and ICT services market.

PAC helps ICT vendors to optimize their strategies by providing quantitative and qualitative market analysis as well as operational and strategic consulting. We advise CIOs and financial investors in evaluating ICT vendors and solutions and support their investment decisions. Public institutions and organizations also rely on our key analyses to develop and shape their ICT policies.

For more information, please visit

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Le CXP and BARC merge: ignore local firms at your perils Wed, 13 Apr 2011 17:04:45 +0000 BARC CXP logo (IIAR website)

BARC and Le CXP announced last week they were merging.

BARC (no Twitter handle?) is a German IT analysis firm founded in 1994 and focusing mostly on ECM and BI.  Le CXP (@cxpoeilexpert or @cxplace) dates back from 1973 and was formed originally as an end-user consortium aiming at evaluating something new at the time, packaged software.

Both focus on the end-user and will have something like 30 analysts and consultants overall, focussing only on software and selling mostly to end-users. Le CXP is also in partnership with Penteo (@PenteoAnalyst) in Spain.

Those three players, are some kind of exception for having built strong and resilient local IT Analysis firms.  There are many other EMEA players, some such as Ovum are more global in nature, other like PAC are vendor-facing or are more about consulting (e.g. Experton). And many more in the UK.

Key takeaway for AR pros:

  • All those firms do answer a need for local knowledge in local langage
  • For a reason, they can’t be easily dismissed, most of them for instance have a high SOV in their local market
  • Some also have a prescriber role with end-users, typically below the radar of larger US firms
  • Others have an expertise in the ecosystem and channels
  • AR professionals should incorporate local influencers into their plans, even if they can appear as a low priority from 5,000 miles away
  • Sometimes, they’re best “handled” through a GloCal model (members should read the IIAR Best Practice Papers on International AR > link 1, link 2)

Merger Creates Europe’s Largest Enterprise Software Analyst
CXP and BARC merge. Users to benefit from a comprehensive range of products


Würzburg/Paris, April 6, 2011


The Business Application Research Center (BARC), Europe’s leading analyst firm for business intelligence (BI), data management (DM) and content management (ECM) technology, and Le Centre d’expertise des Progiciels (CXP), France’s largest business software analyst, today announced the merger of both firms to become one group of companies.

With more than 80 employees (40 analysts) and 1500 operating companies and 300 software vendors as customers, the merger creates Europe’s largest enterprise software analyst firm with offices in Great Britain, France, Germany, Austria and Switzerland.

Both companies share the same philosophy for their market research and consulting services: a strong focus on end-users, thorough software testing and comparisons, and an intimate knowledge of their respective markets and software vendors.

BARC and CXP have already collaborated on two recent joint projects: The BI Survey 9 (, the world’s largest end-user survey on the use of BI software with more than 3000 participants, and the market research report “Data Quality Management: Organization and Initiatives” conducted in France and Germany.

Dr. Carsten Bange, founder and CEO of BARC said, “As a result of the merger with CXP we can now offer an even wider range of support for software buyers. CXP complements our expertise in software markets for BI, DM and ECM with their extensive knowledge of technology for IT Service Management, HR, ERP and CRM.”

“Thanks to the merger of our companies, we will benefit from the synergy needed to support our customers on their most innovative IT projects. Also, CXP significantly expands its international role, the Group becoming the European leader in the evaluation of application software,” said Laurent Calot, President of CXP.

Customers of both BARC and CXP can be assured that both companies will work together to provide a broader product portfolio. There will be no immediate change in the relationship with any of their customers whilst the individual brands and existing products remain in place.

About BARC

Business Application Research Center — BARC — is a leading independent software industry analyst delivering information to more than 1000 customers each year. For more than ten years, BARC has specialized in core research areas including Data Management, Business Intelligence and Document Management. More than 30 highly-qualified professionals deliver 100% unbiased and well-founded knowledge about the software market with software evaluations, conferences, market research and consulting. BARC has offices in the UK, Germany, Austria and Switzerland, and partners worldwide.

About CXP

Centre d’eXpertise des Progiciels – CXP – headquartered in Paris, France – is a unique brand recognised as the uncontested leading authority on enterprise software solutions in French speaking countries. With 36 years of experience, CXP provides technology end-users and purchasers with a comprehensive range of services covering the critical aspects of the software and service solutions’ selection cycle. CXP owns a unique database of over 7000 software applications and offers extensive and proven consulting capabilities supported by a robust proprietary methodology. Today, close to 900 large and mid-size end-user companies use CXP’s services.

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