People

Managing Principals

Duncan Chapple
Efrem Mallach

Duncan Chapple - Managing Director

Duncan Chapple helps international technology and telecoms providers to develop and measure their relationships with analysts and influencers. He has consulted to executives and relationship managers within over 80 companies including Avaya, BT, Cisco, Ericsson, France Telecom, Fujitsu, Hewlett-Packard, Hitachi, IBM, Siemens, Tata and T-Systems. Duncan’s analytical approach, long ‘hands-on’ technology experience, international experience and relentless curiosity make him a trusted advisor on how corporations can develop brand equity and profitability.

During the technology boom in the late 1990s Duncan was a consultant and analyst with Ovum, Europe’s largest technology analyst house. In 2000 he successfully founded and directed the international analyst relations business of what is now Ketchum Pleon until joining the board of Lighthouse in 2002, leading the firm’s analyst relations and investor relations services. He played a central role in founding the Institute for Industry Analyst Relations in 2007, and was a member of its founding board.

He graduated with honours in social science and humanities at the University of Manchester, has a masters in business analysis from City University, London. He completed his MBA at London Business School and the Tuck School of Business at Dartmouth College.  Chapple holds graduate certificates from the UCLA and Leipzig schools of management and is a Chartered Marketer.  Building on his long experience in consulting to executives, Duncan has studied executive coaching at Manchester Business School and organisational consultation at the Tavistock Clinic. He is an advisory board member of Giersch Ventures GmbH and an associate of Human-Equity.

Efrem Mallach - Principal and Research Fellow

Efrem Mallach, PhD, one of the founders of industry analyst relations, is Principal and Research Fellow at Lighthouse Analyst Relations. Dr. Mallach is unquestionably one of the top experts in the world on analyst relations. Few, if any, people can claim similar breadth and depth of knowledge in the field. Mallach’s role combines consulting to Lighthouse clients with developing research methodologies, measurement tools and best practices.

Efrem Mallach has been involved in analyst relations since the late 1970s, when he represented Honeywell Information Systems’ minicomputer division to the then-nascent industry analyst community. As a consultant and an industry analyst in the mid-1980s, he saw that vendors with whom he worked often did not know how to work with people like himself - to their detriment, since consultants and analysts influenced a large fraction of their sales. He therefore began to consult with those vendors to improve the effectiveness of their analyst/consultant relations programs. This soon became the focus of his practice.

In 1987 he wrote the first edition of “WIN THEM OVER: A Survival Guide for Corporate Analyst/Consultant Relations Programs”, which remains the only book ever written devoted entirely to helping information technology firms optimize their relationships with consultants and analysts. In 1992 Dr. Mallach co-founded Kensington Group, an analyst relations consultancy of which he was CEO until his return to academia in 2002. Dr. Mallach is based in New England, the region where most major analyst houses are headquartered, and is a professor in the college of business at the University of Massachusetts. He has a bachelor’s degree in engineering from Princeton University, an MBA from Boston University, and a Ph.D. from the Massachusetts Institute of Technology.