Larger firms cut marketing spend: AR must grow pipeline & retention
A new benchmarking study of business-to-business vendors in North America shows very different responses to the recession. 44% of firms will cut marketing while 31% will increase by more. Former...
View ArticleWithout awareness, there’s no relationship
Our friends at Influencer50 said in a recent post that awareness is a mistaken measure to focus on, especially for larger firms. Often major players have high awareness by default, so they need to...
View ArticleAnalysts as bloggers: three sides to a triangle
Merv Adrian, the former Forrester analyst who recently founded IT Market Strategy, has produced a useful summary of some of the discussion about analysts who blogs. It’s a useful summary of the...
View ArticleAvoidance, bias and insularity are top challenges with AR measurement
What are the top errors made by AR teams trying to develop measurements and integrate them into balanced scorecards? Carter and Dave have some suggestions, but while they certainly picks up on...
View ArticleLighthouse relaunches the Analyst Relationship Maturity audit
Many organisations want to benchmark their analyst relations, but sometimes it’s hard to benchmark against competitors: the field might be too broad or narrow for an Analyst Attitude Survey. And as...
View ArticleHow can we stop the decline of analyst relations?
There is a huge opportunity for vendors to benefit from the generalised decline in the responsiveness of analyst relations. Most vendors fail to act in the knowledge of the last year’s changes,...
View ArticleGuest post: How analyst relations can evaluate social media
Where can you start to track AR through social media? The best way to start involves four elements which reflect the development of the relationship between the AR department and the analysts: 1....
View ArticleInfluence Quadrant shows firms’ changing analyst impact
Being able to spot what’s hot and what’s not is key to staying at the forefront of analysts’ sales recommendations. That’s why we are pleased to announce the Influence Quadrant. It is a service that...
View ArticleSlides: How to maximise value for money from analyst contracts
Despite the huge scale of vendor spending with analysts, many users don’t get the best value from their subscriptions. In our February 27 webinar, three leading experts discussed the key steps for...
View ArticleWhy we need more responses to the 2014 Analyst Value Survey
We’ve started planning the 2014 Analyst Value Survey, and we’re asking for your feedback. One thing’s clear: the survey’s getting better and better with each year. In the last five months there have...
View ArticleCan we give individual analysts a referral lifetime value?
In this video, David Bell (@davidbnz), the Xinmei Zhang and Yongge Dai Professor at the University of Pennsylvania, talks about stakeholders as marketing assets. He’s a specialist in start-ups, and in...
View ArticleAR Forum agenda reflects growing focus on value and sales
The agenda for the Analyst Relations Forum was announced today. The free event on September 16 and 17 will help professionals show, and maximise, the business impact of analysts and of AR itself. The...
View ArticleNucleus Research focuses on value and ROI
Within the 30 leading analyst firms, Nucleus Research came top in the the 2014 Analyst Value Survey when it comes to value for money. Maybe it’s because Nucleus is under-pricing its services, but the...
View ArticleAR gets firms in the room, but it’s the spokespeople who convince
Yesterday I spent a couple of hours with Rick Nash discussing AR and Analyst Relationship Maturity. Rick is a Kansas City-based AR leader. Like many, he uses a relationship ladder to track the progress...
View ArticleResearch shows analysts’ seven career vectors
Gian Marco Campagnolo and two colleagues have been mining the profiles of industry analysts to see what makes career success happen. They have focussed on a group of 332 analysts in different roles,...
View ArticleAR Planning Doesn’t Have to be Like Nailing Jell-O to a Tree
With a background as both an analyst relations (AR) professional and an industry analyst, I have seen what happens on both sides of the fence, and communication between the two sides is not always...
View ArticleAR Classics: Gartner and Forrester are not, repeat not, Tier 1
You read the headline correctly; Forrester and Gartner should never be considered Tier 1. Yes, yes, Gartner is the industry behemoth, and Forrester is likely the number two firm for enterprise end...
View ArticleI see IDC as just part of the M&A process
The April Fool’s posts from the IIAR and this blog about the future sale of IDC showed more than levity. The changing dynamics of analyst value are producing big shifts in the ways in which analyst...
View ArticleIDC overtakes HfS in 2017 global Analyst Firm Awards
Gartner and Forrester’s leadership is no surprise, but this year IDC has won back third place in our annual Analyst Firm Awards, pushing HfS Research into a still-impressive fourth place. PAC and Ovum...
View ArticleIDC could flourish after IDG’s sale to Chinese consortium
As we predicted in our April Fool’s Joke last year, IDC has been sold as part of a Chinese-led purchase that leaves CEO Kirk Campbell at the helm. IDG Capital will take control of the IDG Ventures;...
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