AR fundamentals
Which analyst firms really drive sales?
Most providers of technology services and solutions will find that a very small number of analysts will most of of the influence on their sales. Very often, we see that ten or fewer analysts at firms like Gartner, Forrester and the Datamonitor/Ovum group will hold 70% or 80% of the influence on sales.
However, there’s ‘long […]
Heath Weber’s primer on Industry Analyst Relations
Heath Weber wrote this primer to sum up more than three years work leading Worldcom’s internal and external industry analyst relations program from 1999 to 2002. It prompted one of the first articles on Analyst Equity and, because we were disappointed to see that it’s now offline, we thought we’d republish it here.
“The strongest […]
2009: Planning IDEAL relationships in an uneven recession
Many AR professionals are planning for 2009 right now. Lighthouse’s assessment remains that we’ll see a very uneven 2009, with recession in some of the western economies being balanced by growth in developing markets. The growing value of the US dollar is engineered by overseas national banks to constrict US exports, thus opening the field […]
15Nov2008 | Duncan Chapple | 1 comment | ContinuedThe fundamentals for analyst relations that supports the business
Carter’s comments on how AR should respond to budget cuts should encourage AR directors to take a fundamental look at their AR programmes. We still think that most analyst relations effort is wasted. From top-to-bottom, AR professionals should review the goals, the challenges and the solutions - and take a realistic assessment of the internal […]
29Feb2008 | Lighthouse | 3 comments | ContinuedUnderstanding cross-cultural barriers to analyst relations
As firms develop and distribute their products worldwide, their need to communicate with CIO’s and regional/local analysts becomes an increasingly more complex and challenging task. There are several ‘dimensions’ to the difference, which this diagram, from Global Integration, indicates. Lighthouse’s experience that the most effective AR outreach adapts materially to these facets of local cultures […]
13Dec2006 | Lighthouse | 0 comments | ContinuedWhat makes Lighthouse different?
Lighthouse helps vendors to better allocate their analyst relations effort. Our action research methodology, IDEAL, gives AR teams the information they need to increase their mindshare with analysts.
Since 1998, we have been helping vendors to build their brand and win more sales recommendations from industry analysts by targeting the most influential analysts and helping AR […]
AR evaluation: Be the best you can be
Lighthouse’s free IDEAL analyst relations audits are leading us into some fascinating conversations. The audits help you to review the principal features of effective analyst relations programs. At the end of the audit, we benchmark your scores against the best practice in the industry, to help you see where the biggest gaps are between what […]
4Apr2006 | Lighthouse | 0 comments | ContinuedMeasure AR’s business value to control risk
A key part of Lighthouse’s approach to AR measurement is that it not only help prove that it’s adding value, but also helps businesses control their risk of being outflanked by competitors.
The flip side is also true: AR teams that are only measuring their own activity, or outputs that might not reflect real business value, […]
New Readers: Start Here!
Readership of this blog is continuing to rise, we thought we’d take a moment to explain who writes this blog and where we are coming from. In a nutshell, Lighthouse Analyst Relations is a group of former analysts that helps global providers of high technology solutions to track and improve their rapport with influential analysts […]
30Jan2006 | Lighthouse | 0 comments | ContinuedFour Rules for Global AR
Yesterday, I presented Four Rules for Global AR to Forrester Research’s Analyst Relations and Marketing Council. It helped kick off a rich discussion between council members on some of the challenges they face in internationalising their AR efforts.
A large majority of the attendees were based in North America, so I focused my comments on that […]
Hi Nancy, in our opinion it's not effective to tier entire firms. We tier individual analysts. The most important analyst ...
Interesting post-of course it depends what industry and geography you are targeting. Do you really consider Datamonitor/Ovum in the ...
I think what has changed is not AR but the fact that social media is a mainstream platform for content/opnion ...
Actually, I wrote my own NDA agreement (in my URL). Smaller vendors, as a rule, are fine with it. Multibillion ...
