Historically, analyst relations (AR) programs have been designed as a bridge between a technology company and the analyst community. As a result, AR programs have focused first and foremost on analysts, and only indirectly on prospects, customers and other decision-makers. Is it possible to reverse this program orientation? Bring it more in line with other communications strategies, such as social … Read More
2009 Time 100 peeks at people influencing the influencers
I am impressed with the interactive section on the “People Behind The People” published with the 2009 Time 100. It’s an indicator that even a mass consumer audience is interested in learning about “behind the scenes” influencers. Time did a great job slicing and presenting this content to boot, given their audience. It’s a reminder for all of us that … Read More
Analysts as authors: extending influence through books
May marks the 1-year anniversary of the release of Charlene Li’s and Josh Bernoff’s book, Groundswell.  Several industry analysts have released books since then. I figure it’s a good time to shout out to some recent analyst authors and talk a little about why writing books can be such an important activity for market influencers and influencer relations professionals alike. For IT industry analysts and other … Read More
Indirect influencers and decision-maker purchase criteria
Influencers often have a say in the purchase critieria used by decision-makers. Often their influence is direct, such as inputing to a request for bid. Indirect influence is an important factor as well. While the most widely known (or perhaps infamous) example in the tech market is Gartner’s Magic Quadrant, most indirect influences are far from obvious. Influencer relations programs … Read More
Burton Group advising Fortune 500 on cloud computing
The influencer ecosystem for enterprise cloud computing shifted here in the US today with Burton Group formally entering the tech research and advisory fray. The launch moves them directly into the line of influence with all of their clients, because they already cover the primary tech and service areas that make up cloud computing and because they are offering all … Read More
3 pioneers of next-gen analyst relations
To industry observers the situation seems clear: changes taking place in IT buyer decision processes require corresponding changes in how vendors deal with influencers, such as the industry analysts. However, the changes in tech decision-maker processes have been gradual and have varied greatly by market. Plus, critical aspects of buying decisions remain hidden from external view. As a result, few … Read More
Ray Wang on the analyst life
R “Ray” Wang has posted a synopsis of his role as an industry analyst. Ray is with Forrester Research. His clients include tech buyers and tech providers. As a result, his straightforward summary describes the main roles that many analysts play in the tech industry. I noticed that Ray doesn’t focus on describing his influence. He doesn’t call out his … Read More
AR programs: traditional or with more influencers?
How do you know whether you’re looking at a traditional analyst relations program or one already adopting elements of influencer relations? Rely on simple, straightforward litmus tests to distinguish between the two. Try this one: Traditional AR programs focus on trend watchers at the analyst firms. AR programs moving towards influencer relations focus on trend watchers and trend makers.
Do we need new labels for PR, AR and corporate comms?
Many of us are thinking about how we weave influencer relations and social media into traditional marketing programs. Todd Defren, a popular blogger and principal at SHIFT Communications, spends a lot of time on this, and in particular on the intersection of PR and social media. He’s raised a valid question: is there a point where the label “PR agency” … Read More