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The Naked Chief Blog

Peter is the managing director of Longhaus and the primary voice of The Naked Chief blog. He founded Longhaus in 2006 following over a decade in international market research and publishing with Forrester Research and META Group (now Gartner). Over the last decade, and after personally participating in several thousand business and sales meetings, public and private presentations and research projects, and writing a few hundred articles, he has come to the conclusion that the profession of ICT analyst research is largely undervalued by the industry he serves. In the decade before starting Longhaus he was only ever asked to explain the research process (how he knew what he knew) once to a journalist and twice to a client. They just never asked. Since starting the company he and his team have been asked twice more in two years. Things are definitely improving, ICT analyst research in Asia Pacific is on the up, and Longhaus is somewhere amongst it all. Peter has also worked for international publishing conglomerates Pearson LLC., and Time Warner Inc., as a staff-writer and book reviewer as well as a strategy advisor to various CIOs of organisations rated within MIS magazine’s Australian Top 50 IT operations.

Tag >> channel
Feb 03
2008

Are analyst firms simply part of the vendor channel strategy?

Posted by 0 in Lotus, IBM, channel, CA

One of the reasons I was keen to immerse myself at Lotusphere 2008 in Orlando last month, was a desire to talk to a saturation of Lotus/IBM business and channel partners. You see, in Asia Pacific more so than any other global geography, channel partners are the industry and their contribution to any strategy is critical to any vendor's regional success. CA's recent decision to move to a partner model in the APJ region highlighted that the role and value of a local analyst firm is closely wedded to the same business proposition that has made the ICT vendor channel market such a staggeringly large part of our industry. According to CA their realignment strategy was led by the need to increase market coverage and customer penetration by tapping local expertise. They go on to say that experience has shown CA that local industry expert partners possess a wealth of knowledge, experience and cultural understanding that no outside organisation could match.

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