ROI

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 | Continued

Found on blip.tv

In this segment from the IBM Software Group Connection Summit 2007, James talks with Jerrilyn Glanville, a veteran of IBM Analyst Relations (”AR” for short). They discuss the role of AR, both on the side of the analyst and of executives, some examples of different styles and idiosyncrasies of both analysts and execs, and then […]

14Mar2008 | Lighthouse | 0 comments | Continued

Building Blocks for a World-class Analyst Relations Programme

Developing a competitive and effective Analyst Relations programme is an absolute necessity for all firms today that are selling organizations valuable technology, communications or services. Firms not only need to communicate effectively with global and regional analysts but also continuously need to monitor the progress, and the RoI, of their analyst relations programs. All this […]

1May2007 | Lighthouse | 0 comments | Continued

Maximizing the Value of Analyst Relations

One of Lighthouse’s traditions is the Boardroom: an annual working lunch for AR professionals, hosted in San Jose, CA, the week before Gartner’s Symposium. This week, we met to discuss ways to maximize the value of AR in a recessionary environment. Geoff Roach is an wonderful host, and arranged a private boardroom for us in […]

18Apr2007 | Lighthouse | 0 comments | Continued

Outsell’s guide to the AR scene is one of the best

Over the last few weeks we’ve been hearing what people think about Outsell’s new paper on the analyst relations area.
In 24 tightly-argued pages, the paper explains the rationale for analyst relations, describes the AR community in depth, the evolution of AR since the 1970s, the networks of AR services firms (including Lighthouse) and makes some […]

9Feb2007 | Lighthouse | 0 comments | Continued

Calculating the ROI on analyst relations

When we ran our AR Master Class in London this month, a large part of the discussion focused on putting a cash value on analyst relations. While the generic calculation for return on investment (ROI) is well known, AR managers struggle to apply these formula for a number of reasons, including the difference between revenue […]

19Dec2006 | Lighthouse | 2 comments | Continued

The myth that resources don’t matter

We recently mentioned that budgets for AR have risen to 28% of PR spend. I’ve had an interesting question from a reader.
Do increased budgets mean anything? Effective analyst relations is really about building relationships not simply about budgets, or even mainly about budgets. Isn’t this even a point Lighthouse makes, that most AR effort is […]

4Sep2006 | Lighthouse | 2 comments | Continued

What’s an analyst’s name-check worth?

It’s slightly surprising to many that there is no simple rule of thumb for the cash value of AR.
Of course, there are complex systems to look at the cash value: one of these is win-loss analysis, another [which uses a model based on historical data from win-loss analysis] is Efrem Mallach’s AR Value Calculator. However, […]

28Jul2006 | Lighthouse | 1 comment | Continued

Don’t use discredited PR metrics to value AR

Lighthouse’s measurement work often provokes interesting questions. Recently, one client asked if we conducted any research that could give a ballpark figure on how much analyst coverage is “worth” in cash. Of course, many PR agencies have a simple policy: equivalent advertising value. AEV is the price an article would have cost were it an […]

25Jul2006 | Lighthouse | 0 comments | Continued

Calculating the Value of Analyst Relations

My colleague Enrico Camerinelli helped a number of his former clients at META Group to calculate their return on investment from IT purchases they had made. At the Gartner Symposium in Orlando next month, Lighthouse will be introducing Enrico’s methodology for calculating the value of analyst relations.
Readers of Analyst Equity already understand the extent by […]

29Sep2005 | Lighthouse | 0 comments | Continued
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