Larger firms cut marketing spend: AR must grow pipeline & retention

A new benchmarking study of business-to-business vendors in North America shows very different responses to the recession. 44% of firms will cut marketing while 31% will increase by more. Former Gartner country manager Ally Motz writes that “the average spend changes for the entire group was actually slightly positive, increasing by 0.4% – especially on pipeline acceleration and client retention.” $1bn-plus firms were most likely to cut their spending. Lighthouse´s free IDEAL Audit can help AR teams to realign their resources to new priorities. […]

Alltel gains ground in the Lighthouse Telecoms Index

Alltel has jumped up 10 positions this month to be ranked as the biggest mover in the Lighthouse Telecoms Index. The firm has added a million gross customers for the fourth consecutive quarter and is now ranked 27th. Deutsche Telekom has also gained 2 positions and has managed to enter into the top 25 this Read more about Alltel gains ground in the Lighthouse Telecoms Index[…]

Entrust moves up in the Lighthouse Software Index

Entrust is the biggest gainer this month in the Lighthouse Software Index and is ranked 35th this month. Its ‘IdentityGuard’ solution is a finalist in 2009 SC Awards and has resulted in the firm racing up 23 positions. Autonomy, a leader in enterprise search and other infrastructure software, has also moved up 4 positions. The Read more about Entrust moves up in the Lighthouse Software Index[…]

Oce makes the biggest gain this month in the Lighthouse Systems Index

Oce has moved up 7 positions this month to earn a spot in the top 25 firms listed in the Systems Index. It has won praise for its recently launched ColorWave 600 and has nearly doubled its analyst score over the last monthadn therefore is the biggest gainer this month. Xerox has also moved up Read more about Oce makes the biggest gain this month in the Lighthouse Systems Index[…]

Convergys biggest gainer this month in the Lighthouse Services Index

Convergys is the biggest gainer in this month’s Services Index. The firm has won speech technology excellence awards for its SpeechPort and Intervoice Voice Portal. It has also been mentioned as a niche player in the “Magic Quadrant for Contact Center Infrastructure, Worldwide” report for its Intervoice product. This has helped the firm move up Read more about Convergys biggest gainer this month in the Lighthouse Services Index[…]

Lighthouse reveals top methods for AR evaluation

The four most frequently used methods of evaluating analyst relations have very different uses: some primarily measure the firm’s overall performance rather than that of the AR team; other give specific guidance on how to reallocate effort for maximum effect. In a Lighthouse research project summarised in January’s webinar (on Thursday the 29th), we have found that most AR teams are having to re-think their evaluation methods dramatically in the current economic slowdown. […]