Effective AR accelerates revenue growth
Industry analyst firms, like Gartner, AMR, Forrester, and Ovum represent a multi-billion dollar market of specialist advisory firms that consult to large enterprises on the basis of an independent...
View ArticleCalculating 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...
View ArticleDon’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...
View ArticleWhat’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,...
View ArticleThe 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...
View ArticleCalculating 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)...
View ArticleOutsell’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,...
View ArticleMaximizing 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...
View ArticleBuilding 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...
View ArticleFound 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...
View ArticlePlanning IDEAL relationships in an uneven recession
Many AR professionals are planning for recession right now. Lighthouse’s assessment remains that we’ll see a very uneven dip, with recession in some of the western economies being balanced by growth in...
View ArticleSlides: How to maximise value for money from analyst contracts
Despite the huge scale of vendor spending with analysts, many users don’t get the best value from their subscriptions. In our February 27 webinar, three leading experts discussed the key steps for...
View ArticleAR Forum agenda reflects growing focus on value and sales
The agenda for the Analyst Relations Forum was announced today. The free event on September 16 and 17 will help professionals show, and maximise, the business impact of analysts...
View ArticleNucleus Research focuses on value and ROI
Within the 30 leading analyst firms, Nucleus Research came top in the the 2014 Analyst Value Survey when it comes to value for money. Maybe...
View Article
