Monthly archives "May 2014"

Briefing Analysts

Industry analysts are a critical part of any influencer campaign – and one of the toughest parts to get right. When thinking about how to influence an analyst, many marketers and communicators mistakenly believe that everything starts with the analyst briefing. “We have to brief the analysts before we launch!” is often heard. My perspective is that the analyst briefing is actually one of the LAST things you want to be doing with an analyst. Indeed, the vast majority of your analyst activities should actually lead up to the analyst briefing.

Regardless of when you do brief the analysts, you want to get it right. Analysts listen to hundreds of briefings a year – some exciting but most, well, let’s just say most are somewhat less than exciting. Think PowerPoint slide after PowerPoint slide with lots of text and a one way discussion. The only person not asleep is the actual presenter! To stand out you want to be crisp, compelling and conversational. You do not want to do a one way core dump all about your product.

There are a lot of excellent articles and posts on how to do an analyst briefing which I will be highlighting in this blog. This week Hank Barnes of Gartner published an excellent post on ‘The Art of the Analyst Briefing (How to Engage and Reduce Skepticism). Hank details the challenges of briefing analysts and presents a 4 step approach, which is:

  • Step 1 – Align Goals for the briefing
  • Step 2 – Tell a Story
  • Step 3 – Optimize the Materials
  • Step 4 – Test for Authenticity

It is an excellent read – please let me know what you think!

A New Brand of Marketing

One of the leading thought leaders on the new world of marketing is Scott Brinker who edits the blog. He recently published an excellent e-book: ‘A New Brand of Marketing’, the 7 Meta-Trends of Modern Marketing as a Technology-Powered Discipline. Packed into its 40 pages are insights into what Scott refers to as the key meta-trends that are impacting modern marketing. Scott defines meta-trends as deep, long cycle trends that last years rather than just months. At the heart of each tech is the role of technology and the impact that technology is having on marketing as well as the customer’s buying cycle.


The 7 meta-trends are detail the shifts that are occurring today including the shifts from traditional media to digital; from media silos to converged media; from outbound marketing to inbound marketing; from communications to experiences; from art and copy to code and data; from rigid plans to agile iterations and from agencies to in-house marketing.

In future posts I will explore each of these trends in more detail and, when possible, map them back to the role of influencers. In the meantime, do yourself a favor and download this excellent e-book.