Four myths about analyst relations briefings
I recently came across a short article by Melissa Beck on analyst relations. She explains how often a third-party industry analyst or firm will be referenced as unbiased persuasion to buy, sell, or...
View ArticleSome analysts’ perspectives on briefings
UK media relations company Rainier PR has just published an useful note on analyst relations in its series ‘PR White Papers’. The paper summarizes discussions with 50 EMEA analysts, focussing on...
View ArticleEngaging the analysts: strategy before tactics
Back in the 1990s, when people spoke about effective analyst relations they typically focused on organization, process and technique. Lots of companies had very disorganized analyst relations: today AR...
View ArticlePro’s and Con’s of multi-vendor briefing days
Tekrati’s comment on Forrester’s multi-vendor briefing days interested us. Last year’s HFN meeting day in Frankfurt was very successful: it allowed a handful of vendors and 22 analysts from many...
View ArticleFive innovations define multi-vendor briefing days
Some folk think we are over-impressed by the novelty of Forrester’s move towards multi-vendor briefing days. Thanks to Barbara for her comment: “I’m surprised that you don’t see the Forrester Briefing...
View ArticleBest practice at analyst briefings: less common than worst practice
There’s always a lot of interest in best practices for analyst-vendor briefings. Sadly, everyone has their own partial view, and sometimes it’s hard to work out the things that work right for you, but...
View ArticleFocus on briefing influential analysts, not only the directors
There’s some discussion on how to spot a good analyst, which has won some kudos. What this post really describes are the analysts who are most likely to give satisfying verbal interactions. However,...
View ArticleHow spokespeople can brief analysts successfully, or unsuccessfully
Over the past couple of weeks I’ve helped run a few in-house analysts relations workshops for clients (along with Efrem Mallach and ex-Ovum analyst Alban Thurston) all of which have touched on how...
View ArticleMicrosoft’s “very savvy” analyst relations spotlit by CNET
The new Microsoft emails uncovered in the ‘Vista Capable’ dispute illustrate the firm’s thoughtful and analyst-driven approach to analyst relations. CNET open source blogger Matt Asay has written about...
View ArticleMerv Adrian sparks a debate on giving analysts Powerpoint
Merv Adrian’s posting reminded me how being given vendors’ Powerpoint after a briefing was really useful for me when I was an analyst. You can go into the outline view and cut and paste the heading...
View ArticleGo with the grain: Why AR needs to fit Forrester’s imperatives
AR managers need to quit whining about Forrester’s role based research. To make progress, start speaking about the success imperatives its role-based research is founded on. It’s been more than two...
View ArticleNDAs mislead, slow, weaken and pressure analyst relationships
Non-disclosure agreements (NDAs) are a continual bone of contention between vendors and the analyst industry. Lighthouse feels that their impact is almost universally negative, especially in relation...
View ArticleAlways Be Closing: use research to drive business leads
AR professionals can build sales by focussing on analysts who influence sales, and by turning the conversation to the impact of market changes on customers. Market analysts, quite understandably, look...
View ArticleSpokespeople need a coach, not just a briefing note
Because analysts are under more pressure to deliver insights that correspond closely to end-users’ needs, solution providers have a huge advantage when spokespeople are able to develop influential...
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