Duncan Chapple的动态

1/ Forrester’s Q4 and full year 2023 Earnings Net-net – More layoffs in sales, more contract value decline, only 15,000 inquiries in all of 2023, 15% to 20% of research dedicated to generative AI Implications for vendor industry analyst relations teams – Forrester’s influence and relevance in select enterprise IT markets will continue to decline into 2026… at least. Posted: 2/8/2024 Forrester had a fourth quarter in row where key “future influence” metrics have slid down. Versus 3Q23: 1) sales headcount down additional 18 reps (est.) and a 128 decrease since end of 2022 2) research contract value down at $0.332 bn 3) client companies down another 89 4) research client retention and wallet retention down 5) transition to Forrester Decisions (FD), now 62% of contract value up from 57% 6) reiterated stopping sales to vendors under $50m The sales headcount decline is estimated and might not be known until the 10Q is published, if then. It was announced that there was a 3% layoff today but did not specify details by function except “consulting was disproportionally impacted.” Until details are released, my estimate for sales headcount reduction will be 3%. The careers page has only 10 sales positions open. Reallocation of research analyst resources. An interesting point was that 100+ analysts are working on generative A.I. research with 15% to 20% of ongoing research focused on generative A.I. including new Waves (plural). With a flat or declining analyst headcount – only one Singapore-based research associate job opening – additional focus on generative A.I. means other coverage areas will be reduced. If the current number of Waves are not formally reduced, the quality of existing coverage will degrade as analyst time is spread more thinly over more work. AR Action Items are longer than previous and moved to a comment. Cash and cash equivalents were $124.5m on 12/31/2023 up from $111m. Cash flow from operations was $16.28m for, down from $33.8 million in 2022. Decreasing free cash flow can cause executives to shut the checkbook on needed investments that increase influence such as hiring analysts and sales reps. BTW, please "repost" to give visibility to your followers and not just give a reaction to this post. Thx. #ARchat #AnalystRelations ARInsights SageCircle, LLC The IIAR> (Institute of Influencer & Analyst Relations) The Skills Connection Duncan Chapple Robin Schaffer Chris Germann Dee Acosta ??Joel Wecksell Simon Levin