Analyst Relations Getting What You Paid For Jennifer Overhulse Principal Owner St Nick Media Services jenstnickmediacom AR Getting What You Paid For Jennifer Overhulse Principal Owner St Nick Media Services ID: 761602
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Analyst Relations: Getting What You Paid ForJennifer Overhulse, Principal Owner St. Nick Media Servicesjen@stnickmedia.com
AR: Getting What You Paid For Jennifer Overhulse, Principal Owner – St. Nick Media Services Jennifer Overhulse is a writer, as well as a marketing and public relations (PR) expert, with an extensive journalism background and insurance industry-specific expertise. She has over 15 years of writing and editing experience, including positions as editor-in-chief, contributing editor, copy editor, marketing director, photographer/photojournalist, stringer, marketing director, web editor, website developer, and beat reporter. Her sweet spots lie in identifying issues, niches and opportunities for clients, developing provocative content and tailoring messaging to resonate with targeted audiences. Jennifer has been published in print and web publications such as: The Stars & Stripes, The Louisville Business Courier, The Kentucky Post, The Dixie News, The Encyclopedia of Sculpture, Suite 101, Book Magazine, Insurance & Technology, Tech Decisions, Best’s Review, National Underwriter, Insurance Networking News, AT&T’s Networking Exchange, IASA’s Interpreter and the Journal of Insurance Operations . Jennifer is a member of the Insurance Marketing Communications Association (IMCA), and the Insurance Accounting & Systems Association (IASA). Mic drop…she also once considered a career in archaeology, but went into journalism for the money . About St. Nick Media ServicesFounded in 1998, St. Nick Media Services is a top-tier public relations, marketing and media services firm consulting to companies of all sizes throughout the United States and Canada. St. Nick Media Services partners closely with clients to provide individualized, strategic support that helps achieve business, marketing and sales goals. By listening carefully to client objectives, setting realistic project goals and working diligently to achieve and exceed them, St. Nick Media Services delivers a strong return on investment in the areas of Public Relations, ROI Marketing, Editorial Services, Brand Development and Social Media Strategy.
AR: Getting What You Paid For Why Analyst Relations Matter… Studies suggest analysts influence up to 60% of all technology purchases .
You must show me the proper respect… B y paying me money… To include you in my reports…To say nice things about you… To bring you business… And, to not kill you.
AR: Getting What You Paid For Role of Analysts in the Insurance Technology Space Identify market trends and emerging technologiesWho is using what Which lines of business (LOB) are most appropriate for adoption of certain technologiesValidate budget priorities and allocations IT spending Software deal trends Support industry decision-making process Rate/rank solutions by type, LOB, etc.Vendor/software selection
AR: Getting What You Paid For Who You Gonna Call? Aite Group CEB Tower GroupCelentForresterGartnerNovaricaSMA
AR: Getting What You Paid For Aite Group is an independent research and advisory firm focused on business, technology, and regulatory issues and their impact on the financial services industry. With expertise in banking, payments, wealth management, capital markets, and insurance, Aite Group's analysts deliver comprehensive, actionable advice to key market participants in financial services. Headquartered in Boston, Aite Group works with its clients as a partner, advisor, and catalyst, challenging their basic assumptions and ensuring they remain at the forefront of industry trends.Top Analysts: Todd EylerJamie Bisker www.aitegroup.com
AR: Getting What You Paid For CEB is the world’s leading member-based advisory company. We have a unique view into what matters—and what works—when capitalizing on drivers of business performance. With more than 30 years of experience working with top companies to share, analyze, and apply proven practices, we begin with great outcomes and reverse engineer to help you unlock your full potential. Every year, we equip over 21,000 senior leaders from more than 10,000 organizations across 110 countries with the insights and actionable solutions they need to respond quickly to evolving business conditions and transform operations. We do this by combining our advanced research and analytics with best practices from clients across 90% of the Fortune 500, nearly 75% of the Dow Jones Asian Titans, and more than 85% of the FTSE 100.CEB stock trades on the New York Stock Exchange (NYSE: CEB). Top Analysts:Karen Pauliwww.executiveboard.com
AR: Getting What You Paid For Celent is a research and consulting firm focused on the application of information technology in the global financial services industry. The firm has two basic offerings: Research and Consulting. Celent's analyst team is organized by financial services industry vertical: Banking, Securities & Investments, as well as Insurance. These analysts produce monthly research reports for our members, and are available to members to further explore issues and questions that may arise. This direct access to Celent's analysts means that members can immediately contact established experts on a large variety of issues within financial services technology. In addition, these same analysts engage in strategy and management consulting projects for both members and non-member firms. Top Analysts:Karlyn Carnahan ▪ Donald Light Mike Fitzgerald ▪ Jamie MacGregor www.celent.com
AR: Getting What You Paid For Forrester Research, Inc. (Nasdaq: FORR) is an independent research company that provides pragmatic and forward-thinking advice to global leaders in business and technology. Forrester works with professionals in 19 key roles at major companies providing proprietary research, customer insight, consulting, events, and peer-to-peer executive programs. For more than 27 years, Forrester has been making IT, marketing, and technology industry leaders successful every day. Top Analysts:Ellen Carneywww.forrester.com
AR: Getting What You Paid For Gartner, Inc. (NYSE: IT) is the world’s leading information technology research and advisory company. We deliver the technology-related insight necessary for our clients to make the right decisions, every day. From CIOs and senior IT leaders in corporations and government agencies, to business leaders in high-tech and telecom enterprises and professional services firms, to technology investors, we are the valuable partner to 60,000 clients in 11,000 distinct organizations. Through the resources of Gartner Research, Gartner Executive Programs, Gartner Consulting and Gartner Events, we work with every client to research, analyze and interpret the business of IT within the context of their individual role. Founded in 1979, Gartner is headquartered in Stamford, Connecticut, U.S.A., and has 4,400 associates, including 1,200 research analysts and consultants, and clients in 85 countries. Top Analysts:Jeff Haner ▪ Kimberly Harris-Ferrante www.gartner.com
AR: Getting What You Paid For Novarica provides information, insights, and perspective on markets, operations, and technology to financial services and insurance executives. The company delivers its service through published research, retained advisory services, and project-based consulting. Novarica's research includes market and trend analyses, best practices research, case studies, and independent analyses of software vendors that serve insurers and financial institutions. Novarica draws its knowledge from the personal experience of its principals, the ongoing information gathering initiatives of dedicated research staff, and regular communication with insurer executives through informal networks and through the Novarica Insurance Technology Research Council. Novarica is a division of Novantas LLC, the leading management consultancy and information services provider for the financial services industries. Top Analysts: Matt Josefowicz ▪ Martina Conlon ▪ Jeff Goldbergwww.novarica.com
AR: Getting What You Paid For Exclusively servicing the insurance industry, SMA Strategy Meets Action is a new breed of strategic advisory firm offering a unique blend of research, advisory and consulting services to both insurance companies and solution providers. By leveraging best practices from both the management consulting and research advisory disciplines, SMA’s advisory service offerings are actionable business-driven and prime for companies eager and ready to embrace change and achieve business success. Their suite of advisory offerings include: advice, consulting, research, and education as well an arsenal of products such as accelerators and jump start kits. Top Analysts:Deb Smallwood ▪ Karen Furtado ▪ Mark BreadingDenise Garth ▪ Monique Hesseling www.strategymeetsaction.com
AR: Getting What You Paid For Types of Analyst Relationships Client Contractual obligationHard target deliverablesAutomatic inclusion in reports and live events Non-client Part of the analysts’ industry knowledge base Conduct phone or WebEx briefings 1X or 2X annuallyPR strategy (goes both ways)Goals include: Baseline familiarity for recommendationsProactive outreach for research projects
AR: Getting What You Paid For Typical Analyst Contract Inclusions Strategy DaysRegular Briefings Quarterly DemosAccess to Report LibraryParticipation in Live Events Solution-Focused Analysis Face Time with Analysts
AR: Getting What You Paid For Things to Remember – General Each analyst firm publishes a research calendar (similar to the editorial calendars published by the insurance trade publications) and you can get a copy FREE Make analysts part of your ongoing PR, marketing and social media strategyHave goals for every interaction, such as scheduling a demo, offering to arrange for them to speak to a client, asking if they are planning any research in your space Include analysts on your press list for distributions of press releases, editorial coverage, published articles, case studies, etc. A briefing is not always a DEMO, but it can be.
AR: Getting What You Paid For Things to Remember – For BriefingsHave a standard analyst presentation which is different from standard prospect or trade show deckTHIS IS NOT A SALES PITCHNote what you consider ‘confidential’ on the deck slidesLook to analysts to deliver a “reality check” against industry standards and features/functionality of competitorsBe aware of an analyst’s baseline knowledge of your firm and solutionIf you have briefed an analyst before, make sure you emphasize what’s new, different or newsworthy this time
AR: Getting What You Paid For Things to Remember – For DemosBe prepared to talk about product roadmap and corporate strategyBe prepared to demonstrate industry standard features, functionality and processesBe prepared to discuss your challenges/obstacles in achieving your market/revenue goals Be prepared to discuss pricing – even if in general terms/rangesBe prepared to discuss past/projected revenue numbers --- for both product and services
AR: Getting What You Paid For Things to Remember – Up Close and Personal@ HomeBreakfast, lunch, drink, or other short meeting@ Industry Events Co-present, moderate, panelistShort briefings/face-to-face meetings@ User Group Meeting or ConferencePotential costs involved
AR: Getting What You Paid For It’s Not You, It’s Me…Should I push the issue? Is it worth it?How far should I push it?What is the appeal process ?Direct to analystPractice managementOther
AR: Getting What You Paid For It’s Not You, It’s Me… Switching teamsPlaying favoritesLacking transparency
AR: Getting What You Paid For Breaking Up is Hard to Do…
AR: Getting What You Paid For Questions ????? Jennifer Overhulse Principal Owner St. Nick Media Services Email : jen@stnickmedia.com