Duncan Chapple

This study focuses on industry analysts in information technology markets who often influence the buying decisions of customers through their expertise and recommendations of technology solutions. Word-of-mouth (WOM) is increasingly important in business-to-business (B2B) decision-making. Based on interviews with these influencers, this study explicates B2B WOM, an area the authors know much less of in comparison to B2C WOM.

As a form of expert labor, industry analysts serve as knowledge intermediaries that play a critical role in IT and telecoms market operations. They produce a wide range of electronic outputs based on assessed products and services across entire technical fields for investors, regulators, buyers and producers in the IT market, through which they establish authority in the IT field (Pollock & Williams, 2015a, 2015b). Influencers also exchange information with suppliers through briefings, which… Show more

As a form of expert labor, industry analysts serve as knowledge intermediaries that play a critical role in IT and telecoms market operations. They produce a wide range of electronic outputs based on assessed products and services across entire technical fields for investors, regulators, buyers and producers in the IT market, through which they establish authority in the IT field (Pollock & Williams, 2015a, 2015b). Influencers also exchange information with suppliers through briefings, which are crucial for the development of eWOM. Major vendors have specialized Analyst Relations (AR) teams that aim to persuade influencers (Schaffer, 2020). Yet, it is unclear whether these teams are effective and what firm-related factors are important determinants of positive eWOM. Thus, this exploratory study aims to investigate this question. What factors determine influencer recommendations- the AR team, the firm role in the industry, trust or other elements? Show less

IT-Harvest Press, an imprint of IT-Harvest, today announced the release of "Curmudgeon: How to Succeed as an Industry Analyst." The author is industry analyst and founder of IT-Harvest, Richard Stiennon. Those who have been in the technology industry for years will recognize the names of the famous analysts who have contributed to "Curmudgeon": Duncan Chapple, Tom Austin, Jon Oltsik, Greg Young, Anton Chuvakin, Mark Bouchard, and Bob Hafner.

"Curmudgeon" is the definitive guide to… Show more

IT-Harvest Press, an imprint of IT-Harvest, today announced the release of "Curmudgeon: How to Succeed as an Industry Analyst." The author is industry analyst and founder of IT-Harvest, Richard Stiennon. Those who have been in the technology industry for years will recognize the names of the famous analysts who have contributed to "Curmudgeon": Duncan Chapple, Tom Austin, Jon Oltsik, Greg Young, Anton Chuvakin, Mark Bouchard, and Bob Hafner.

"Curmudgeon" is the definitive guide to becoming an industry analyst. It will be a must read for anyone who has contemplated a career as an industry analyst or is currently an industry analyst.

Started in 2012, "Curmudgeon" was set aside as Stiennon wrote what is still the best selling book on industry analyst relations: "UP and to the RIGHT: Strategy and Tactics of Analyst Influence." Curmudgeon is a companion book written for analysts instead of marketers. Laced with Stiennon’s own experience and drawing on contributions from some of the most influential analysts from Gartner, ESG, and META group, "Curmudgeon" is the guide to becoming and succeeding as an industry analyst.

“Do you have what it takes to be an industry analyst? Are you an expert in your field? Do you love the search for knowledge? Do you like writing and speaking about your industry?” asked Richard Stiennon. “If so, this book will help you on your way.”

In addition to chapters on how the role evolved and the history of the large firms, there are chapters on A Day in the Life of an Analyst, The Influence Funnel, and a detailed list of the products and services an independent firm can take to market.

There are two appendices. Appendix I lists resources for tackling one of the tasks assigned by the author: Writing a Book. Appendix II lists 100 industry analyst firms ordered by number of analysts employed, provided by ARinsights. Show less

Valuable analyst and advisory firms like Gartner Inc and Forrester Research influence half of the world’s spending on information and communications technology. As a result, tens of thousands of analyst relations professionals are engaged in influencer marketing campaigns focussed on shifting those researchers and consultants impact on high-growth markets. No-one has more expertise into the value of analysts and advisors than Duncan Chapple and Sven Litke. As the managing partners of Kea… Show more

Valuable analyst and advisory firms like Gartner Inc and Forrester Research influence half of the world’s spending on information and communications technology. As a result, tens of thousands of analyst relations professionals are engaged in influencer marketing campaigns focussed on shifting those researchers and consultants impact on high-growth markets. No-one has more expertise into the value of analysts and advisors than Duncan Chapple and Sven Litke. As the managing partners of Kea Company, the world’s largest analyst relations consultancy, their book gives their insights into how analyst value is created and captured. The book also includes contributions by notable industry figures, including Andrew Reed, Annelieke Nagel, Anthony Kennada, Bram Weerts, Christopher Manfredi, Derk Erbé, Donna Stein, Efrem Mallach, Hank Barnes, Lawrence Hecht, Michael Coté, Neil Pollock, Peggy O'Neill, Rebecca Lieb, Sharon Robinson, and Suyog Shetty. Show less

This LinkedIn Best Practice Guide is designed to provide uninitiated B2B marketers with everything they need to know for managing a corporate brand presence on LinkedIn – from the fundamentals, all the way through to the most advanced techniques.

LinkedIn now boasts a phenomenal 200 million members from more than 200 countries. It has become one of the most widely used social networks for business communication, and its core features and functionality are all geared towards professional,… Show more

This LinkedIn Best Practice Guide is designed to provide uninitiated B2B marketers with everything they need to know for managing a corporate brand presence on LinkedIn – from the fundamentals, all the way through to the most advanced techniques.

LinkedIn now boasts a phenomenal 200 million members from more than 200 countries. It has become one of the most widely used social networks for business communication, and its core features and functionality are all geared towards professional, as opposed to personal, use.

For many though, the question is not whether they should be on LinkedIn, it’s how best to optimise their use of it to connect and engage with their target audience. To do this, brands need to contribute to discussions and conversations, deliver relevant content and effectively promote it. This best practice guide looks at the first principles of LinkedIn, through to creating an engagement plan and content strategy, as well as developing better interactions with customers. The highly valuable platform enables effective ways to understand clients’ habits, pain points and unmet needs. It also harnesses tools to help marketers gather data and adapt product plans to meet their customers’ needs.

This guide will help B2B marketers meet different marketing objectives. It is a key resource for anyone involved in the process of defining or re-defining social media strategies. Show less

In today's world companies in almost all industries depend more and more on a powerful IT infrastructure. Networked computer solutions are no longer just an electronic filing system or an infrastructure for an email system. Today, a company's superior IT infrastructure can become the most dangerous weapon of a company. It allows for quick adaptation to changing business requirements, it enables an agile corporation, it allows fast access to data to support fast decisions, it can become the most… Show more

In today's world companies in almost all industries depend more and more on a powerful IT infrastructure. Networked computer solutions are no longer just an electronic filing system or an infrastructure for an email system. Today, a company's superior IT infrastructure can become the most dangerous weapon of a company. It allows for quick adaptation to changing business requirements, it enables an agile corporation, it allows fast access to data to support fast decisions, it can become the most powerful sales tool of the company - rather than just supporting a sales organization. IT vendors who sell mainly to businesses - rather than to consumers - should be interested in industry analysts praising or recommending their products to their clients, i.e. to the vendor's potential customers. An analyst program is all about becoming a trusted advisor, to use a popular phrase. We will understand later that we actually do not want to influence the influencer, but a good industry analyst program is about building the trusted relations that overcomes the obstacles to informing industry analysts properly. In fact, the influential analysts do not need at all "to be sold to".They will insist on receiving facts.

They will not allow their objectivity and independence to be compromised. But a true industry analyst relations program goes beyond providing information to industry analysts. A true industry analyst relations program consists of several dimensions. It is based on the idea of bringing top industry analysts into a strategic partnership with a company. Once a true partnership is established, a corporation can benefit in multiple ways from the knowledge that sits with the analysts. Show less

You should read this report if you are in one these sectors:--

Retail - Whether you already have a web presence, or you are considering your options before building a site, you need to know how you can see a return on your considerable investment. Find out how you can maximise the information you may already have gained through dealing with your customers and how you can gather more through personalisation in e-CRM: Personalisation technologies for the Web.
Finance - With more… Show more

You should read this report if you are in one these sectors:--

Retail - Whether you already have a web presence, or you are considering your options before building a site, you need to know how you can see a return on your considerable investment. Find out how you can maximise the information you may already have gained through dealing with your customers and how you can gather more through personalisation in e-CRM: Personalisation technologies for the Web.
Finance - With more entrants into this marketplace, you need to maximise the knowledge you have about your customers. Only by embracing the opportunities e-CRM offers will you be able to maximise market share.

dotcoms - As the traditional bricks and mortar retailers increasingly establish an online presence, how do you stay one jump ahead? e-CRM: Personalisation technologies for the Web guides you through the multiple approaches you can take to increase customer retention and give you the opportunity to operate profitably.

Telcos - You are increasingly marketing your products on-line. An understanding of this new technology is essential especially as you move into supporting mobile commerce.

Product Vendors - The e-CRM market is growing quickly and your customers have high expectations. But how can you successfully position both your products and your company for survival and success in this rapidly changing market? Find out in e-CRM: Personalisation technologies for the Web.

Systems Integrators and Consultants - Your clients will be increasingly demanding information and advice about customer management for their on-line clients. You need to understand the new market opportunities and issues involved in the move to e-CRM, who are the new suppliers and what are their strategies to be able to offer best advice. Show less