Wednesday, 15 March 2006

How InformationWeek Missed the Point: Its About Access, not Bribes

Spending money (e.g., syndicated research with inquiry, analyst consulting day fees, picking up the tab for expensive meals, paying travel expenses to vendor analyst days, sponsoring conferences, speaker fees and so on) with the analysts is not about bribing the analysts in order to change the analysts opinions. Rather, the goal is to get access to analysts in order to pitch the vendors' positions.

In many ways, IT analysts are like US congressmen and vendors are like lobbyists. Smart vendors want to achieve an advantage by having more opportunities to whisper in the analysts' ears. For them the spending is a tool for access and nothing more.

2 comments:

Anonymous said...

"Spending money ... with the analysts is not about bribing the analysts in order to change the analysts opinions. Rather, the goal is to get access to analysts in order to pitch the vendors' positions."

That's a joke, right?

Silicon Valley Guy said...

Not a joke. Otherwise vendors would be much happier based on their spending. Merely signing a contract does not get a vendor anything. Signing a syndicated research contract and then aggressively using inquiry to work with analysts gets results.