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How Industry Analysts Shape the Digital Future$
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Neil Pollock and Robin Williams

Print publication date: 2016

Print ISBN-13: 9780198704928

Published to Oxford Scholarship Online: March 2016

DOI: 10.1093/acprof:oso/9780198704928.001.0001

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PRINTED FROM OXFORD SCHOLARSHIP ONLINE (oxford.universitypressscholarship.com). (c) Copyright Oxford University Press, 2021. All Rights Reserved. An individual user may print out a PDF of a single chapter of a monograph in OSO for personal use. date: 23 January 2022

The Organization of Analyst Work

The Organization of Analyst Work

(p.54) Chapter 3 The Organization of Analyst Work
How Industry Analysts Shape the Digital Future

Neil Pollock

Neil Williams

Oxford University Press

The chapter examines the methods by which industry analysts generate and validate the knowledge that make up their predictions and rankings. A ‘think-tank culture’ within internal research communities is accompanied by increasing resort to formal methodologies and checking outputs driven by a desire to generate defensible knowledge and avoid litigation. The chapter examines the formation of these experts: their recruitment, induction and the evolution of their careers. In Gartner, analysts are selected not just on the basis of their technical knowledge but also their ability to present and defend positions. To enter the firm they must pass the ‘grace under fire’ test. Finally the chapter examines the day-to-day management of this expert labour. Their exceptional knowledge of particular areas frustrates detailed task management. As well as volumes of outputs (‘publish or die’), they are assessed and rewarded in the basis of detailed assessment of client satisfaction and subscription renewal rates.

Keywords:   market research, decision support, expertise, reputation, boot camp, career, management of expertise

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