Seven factors that predict business growth: Webinar on the PROCESS wheel

On our free webinar on June 25th, KPMG and Shell alumna Rosemary Cooper-Clark will explain a method to review the key elements that drive business performance and business success. It’s a great way to see how analysts and consultants view businesses. If you’re involved in presenting your business to others, or if you need to develop a clearer mission and focus for your business, please sign up for the webinar

Rosemary’s business health check helps identify organisational risk, opportunities, and critical success factors. Her process roots itself in the organisation’s passion, capabilities and customers. It’s useful for business owners, people managing a particular budget or business process or those helping to measure or clarify the firm’s top-level activity.

Rosemary has long experience in helping organisations to understand their tangible and intangible resources. That’s given her excellent understanding of what businesses need to have in place to meet their goals, including external ideas and proof. Understanding how organisations have the right foundations and the right processes for growth is also a key element of her approach. Culture is also central to success. While reputation is important, Rosemary’s model show how important internal communication, and the experiences that others have of working with your organisation, are in creating culture.

The webinar will be a great opportunity for people to hear how experts view businesses, and to submit questions.
Eventbrite - Seven factors that predict business growth: Webinar on the PROCESS wheel

Using psychology to make the right impression in analyst-vendor briefings

Would you like to make sure that you and your colleagues are making the right impression in analyst-vendor briefings? We’ve just completed a scientific research process and found the answer. On Thursday 16 April, we’re running a special webinar to share our insight.

Over the last decade, there’s been a total turnaround in the way that vendors brief analysts. Three things have driven those changes

  1. Analyst briefings have changed from being a nice-to-have into an essential rite of passage for any new or upgraded solution.
  2. Solutions themselves change become more complex, more vertical and less tangible. As a result, the impact that spokespeople make when briefing analysts has grown in importance.
  3. Most analysts prefer face to face briefings, even if they also say that online presentations are more time efficient. Most spokespeople are not well prepared for the shift to mostly online briefings.

Over the last month, I’ve been working with Christian Hampel, a business psychology researcher at Gutenberg University’s Institute of Psychology. We have spoken to dozens of analysts and vendor-side professionals about what is working  well, and not so well, when spokespeople are pitching to analysts. For the first time, we’ve brought together leading-edge psychological theory to see how you can make the most of analyst-vendor briefings.
To book your seat, please register online. Participants in our research project and Kea clients get a free seat, so let me know if you’d like to volunteer to be interviewed in the next stage of our research.

Eva Hörtrich on the changes in analyst relations

Eva Hörtrich (@eva_hoertrich) is somebody whom we long wanted to bring into our Coffee Talk series: somebody with long experience and one of the Analyst Relations managers who is in the most interesting position because she’s in a global brand and working part-time in a role that stretches all the way through the the analyst relations process from building relationships to managing interactions and events to using feedback to try to evaluate and influence company strategy and managing major analyst and evaluation processes. So, that makes Eva someone with a very broad knowledge across the analyst relations process.

In the discussion, Eva reviews her route into AR, how her business started doing AR more consistently, and some of the false ideas that she and her colleagues had to deal with along the way. She also discussed how things have changed, both for as her family grew, and for AR as the analyst relations community started to organise, and as social media grow in importance.


Dennington and Jriri explaining analysts’ sales impact at AR Forum

Caroline Dennington, Samyr Jriri and I just spoke about their session at the upcoming AR Forum about analysts impact on sales. They bring amazing insights: Dennington led AR for Symantec in Europe and then led global AR before taking up a new role leading all the firm’s communications in EMEA, bringing AR and PR together. Jriri is a Gartner alum who worked with the firm’s high tech and telecoms provider clients. They will have a highly interactive session; their target of fewer than ten slides for their hour would challenge many of the spokespeople we work with.

Caroline’s map of analyst influence of sales will be an invaluable tool for AR professionals wanting to visualise the system of analyst influencer as a whole.  The presentation, on the opening morning of the AR Forum on the 16th, will be one of the most anticipated of the event.

To register for the free event, visit

Matkovits, Godwin and Chapple to discuss Analyst Value Survey

Deloitte’s Daniel Matkovits, Rachel Godwin from Progress Software and I will be examining the forthcoming 2014 Analyst Value Survey results at the AR Forum on September 16th and 17th. Participation has doubled in the 2014 survey, and end-users form an even larger part of the same. Global participation has increased too, with one in five responses coming from Asia-Pacific.

In a webinar this week to discuss the findings so far, we focussed on many of the key questions that services and technology providers have about analyst value, For example:

  • which firms are rising in influence?
  • what’s the difference between the firms that influence buyers and those that influence the industry?
  • are there regional leaders (like PAC in Europe or Frost & Sullivan in Asia) that might be off the radar in other regions?
  • what firms are rising or falling in influence
  • how far are end-user subscriptions a good predictor of analyst influence?

Those are not the only issues we will discuss at the forum. We’re planning a webinar early in September for survey participants, and we’re sure that they will also come up with great questions for us to drill down on.

It’s not too late to take part in the survey, and get your free seat at the webinar. To participate, just visit: