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Wednesday June 10, 3:53 pm Eastern Time
Kensington Study Shows Software Vendors' Ability to Compete for Industry Analyst Mindshare
CORTE MADERA, Calif.--(BUSINESS WIRE)--June 10, 1998--Business Objects [Nasdaq:BOBJY - news], IBM and Intersolv have the best analyst relations support among software vendors, according to the 1998 Annual Software Vendor Effectiveness Study, just released by Kensington Group, Inc.
The 281-page Effectiveness Study measured perceptions of 72 key industry analysts from 18 influential research firms such as the Gartner Group, Giga Information Group, META Group and Forrester Research regarding 35 software vendors' effectiveness in their communications with industry analysts. The implications for vendors are financial. Eight years of previous Kensington Group, Inc. studies have established that effective relationships between vendors and analysts greatly impact vendor sales.
The study is unique in the IT industry. It quantifies responses to qualitative factors, provides analysts a forum for candid vendor evaluations, and helps analysts in their jobs -- a key issue because analysts' time is precious and tightly held. Numerical ratings of strategic points of communications, information dissemination methods and attitude factors are included.
''This study exposes vendor communication deficiencies from a competitive, strategic marketing viewpoint,'' stated Kensington Group President Norma LaRosa. It gives vendors hard data to effect changes in this critical communications area. ''It gives them quantitative benchmark information to measure their year-to-year progress. The results also offer an indication of how vendors are perceived by their customers and prospects.''
Analysts rated Business Objects as the best at articulating their strategy, followed by IBM, Tivoli (measured separately), BMC and Intersolv. The best at communication methods included IBM, Tivoli, SAP and Business Objects. In attitude factors such as responsiveness, candor and credibility, JD Edwards was outstanding followed by Intersolv, Business Objects and SAP.
This multi-client study can be ordered by calling Kensington Group, Inc. at 415/924-0468. Other annual analyst relations effectiveness studies cover Networking, Systems and Services, Telecommunications and Multimedia. Kensington Group, Inc. also provides training, program development, consulting, annual forums and a variety of services for information technology vendors and users. See their Web site at www.kensingtongroup.com for a complete list of services.
Contact:
Kensington Group, Inc.
Norma LaRosa, 415/924-0468
norma@kensingtongroup.com
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