Gartner’s Cool Vendors says winning boosts sales

What have Box, Dropbox, Nest, Evernote, Cloudera, Palantir and Instagram in common? They were all designated a Cool Vendor by Gartner. So, what happened to the Cool Vendors? We identified over 1250 tech companies that were nominated as a Cool Vendor by Gartner. We surveyed some of them to evaluate both the impact the designation Read more about Gartner’s Cool Vendors says winning boosts sales[…]
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Will the “Powerhouse” vendors survive?

IT megavendors should see their loss of the ‘Powerhouse’ label as a more than a shift in rhetoric. Many analysts think the emergence of cloud solutions is eroding their market power. For a long time, high technology analyst firms used to discuss the powerhouse vendors. These were colossal firms, such as IBM, Microsoft, Oracle and SAP. What Read more about Will the “Powerhouse” vendors survive?[…]

Equipping Sales for the MQ Effect: the Magic Quadrant and Tech Vendors (Part Seven)

Gartner’s Magic Quadrant can have a powerful impact on IT vendor sales cycles – anointing some vendors as a prime candidate for a sales opportunity while denying other vendors even a chance to bid. In order to exploit positive placement on a Magic Quadrant and mitigate negative placement, vendor sales executives need to work with AR to prepare and train their sales teams on certain basics about the Magic Quadrant. […]

Like Pike Place? Influencer marketing needs to be more entertaining?

No story can be instrumental unless it is first and foremost entertaining. That’s the message I took away from a conference held by the Creativity Marketing Centre (@CreativityMktg) at ESCP Europe (@ESCPeurope), the world’s first business school, at its campus in London last week. The event brought together some of the most impressive academics working on Read more about Like Pike Place? Influencer marketing needs to be more entertaining?[…]

Slidecast: How integrated marketing communications can save public relations

“Integrating PR” is the title of a presentation I’ve just uploaded to slideshare. Subtitled “How integrated marketing communications can save public relations” it outlines the opportunities for public relations, the obstacles preventing PR from meeting its potential, and the solutions for both PR as a function, and for professionals looking to move up in the industry. In Read more about Slidecast: How integrated marketing communications can save public relations[…]

Mid-size analyst upstarts are creating value faster

One of the surprises in the 2013 Analyst Value Survey was the rapid improvement by a number of mid-sized analyst firms. Many users of analyst services tell us they are getting great insight at a fraction of the cost of larger firms. However, there are substantial obstacles. How can these firms scale up profitably to Read more about Mid-size analyst upstarts are creating value faster[…]

Guest post: Hypatia’s tough love for AR pros

As we mentioned earlier this month, Leslie Ament has some blunt comments about what AR people need to know, both about analysts in general and about Hypatia Research Group specifically. Many thanks to her for the comment below. In the interest of transparency, here are our observations and suggestions: Most analyst relations professionals on the vendor-side do Read more about Guest post: Hypatia’s tough love for AR pros[…]

SageCircle joins Kea Company

On March 3rd 2014, Kea Company announced its purchase of SageCircle. It’s great news for the analyst relations profession, and I am excited that Dave Eckert will be joining our advisory board. I’m looking forward to Kea’s role in developing SageCircle’s contribution. The press release explains that SageCircle has developed an immense reputation: “The integration Read more about SageCircle joins Kea Company[…]