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  • Gartner for Analyst Relations These materials can be reproduced only with Gartner's written approval. Such approvals must be requested via e-mail — vendor.relations@gartner.com.
  • Placeholder for text of Conclusions, SPAs and others (substitute your own text) No source line is necessary unless the source is something other than Gartner Research

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  • Gartner for Business Leaders SM The Ultimate Tool For C-Level Business Development
  • The basics… © 2007 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc. or its affiliates.
  • A Reality for Most Companies
      • In top end sales:
        • To be in the know is everything
        • But it takes time and effort
        • And your time is money
      • Is hard to find the right contacts
        • And cold calling is not an option
      • You can never be sure about everything
        • Think in your feet vs right decisions
        • Is your messaging the right one?
      • To build trust is key, but how?
    you clients partners clients partners
  • What is your focus for this year?
      • Improve Communicational Strategy ?
      • Gain Visibility + Credibility ?
        • Partners ?
      • Study Applicability of Offerings ?
        • Go to Market Strategy by Vertical ?
      • More clients ?
        • (-) Prospecting time ?
        • (+) Contract Value ?
        • New Markets (USA) ?
  • Gartner is the right place Business Community Advisory Firm Publish Reports Our demographic: 80% End Users (your clients) 20% Technology providers (you) More than 30 analysts Cover your area of business Each analyst Takes an average of 400 calls a year from our clients (280 your clients) Source: Gartner 2007, Inquiry Report Survey
  • Why is our Business Community important?
    • Access to a Powerful Internal Network that brings results
    • A successful relationship with industry analysts brings expertise and more
    • Some of your clients/competitors are already in our sphere of influence
      • The tactical player always wins!
    t
  • how exactly do we help? © 2007 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc. or its affiliates.
  • We support your business model VALUE PROPOSITION COST STRUCTURE CUSTOMER RELATIONSHIP TARGET CUSTOMER DISTRIBUTION CHANNEL VALUE CONFIGURATION CORE CAPABILITIES PARTNER NETWORK REVENUE STREAMS INFRASTRUCTURE CUSTOMER OFFER FINANCE Analyst Community Your Company’s Executive Team Working in Sync “ A company is more than desks and chairs and computers, it’s made of people and capacities”
  • At the core of what you do Customers Market Technology Competitors Needs, pain points, concerns Effective product strategy Your company’s perception in the marketplace Competitive positioning, analyst coverage CORE CAPABILITIES
  • Obtain Unrivalled Customer Insight VALUE PROPOSITION TARGET CUSTOMER CUSTOMER OFFER Client insight: Who they are Where they are And What they Want
    • Key Resources:
    • Reader Demographics
    • Analyst Inquiry
    • User Surveys
  • Device “Air Tight” Channel Strategies VALUE PROPOSITION TARGET CUSTOMER DISTRIBUTION CHANNEL CUSTOMER OFFER How successful companies work: Which channels should you use to communicate and get in touch with customers?
    • Key Resources:
    • One to one workshops
    • Best practices
    • Live Business Communities
    • Harvard Business School
  • Step in International Markets with Confidence TARGET CUSTOMER REVENUE STREAM FINANCE VALUE PROPOSITION OFFER CUSTOMER Market Dynamics: Growth Opportunities Priorities for Investment
    • Key Resources:
    • Hype Cycles
    • Maturity Models
    • Forecasts + Market Shares
    • Research by Industry/Role/Market
  • How do our clients profit from this?... © 2007 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc. or its affiliates.
  • We follow your Business Lifecycle and Integrate with it
    • The Ongoing
    • Lifecycle of
    • an
    • IT Vendor
    Plan Develop Implement Manage Types of ROI Outline: Bottom Line Full Color: Top Line Strategy Market Assessment Competitive Assessment Client analysis Product Development Service creation Product Positioning Market Positioning User Preferences Product Planning and Prioritization Channel Development Sales Tools and Product Positioning Measure and Improve Effectiveness Product Effectiveness Win Rate Analysis Marketing Effectiveness Roll out/Vendor and Executive Briefing/Sales Training Human Capital Management Vertical Markets Portfolio Management/Best Practices & Networking Research Consulting Events
  • So What actually does it include?... © 2007 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc. or its affiliates.
  • Deliverables
    • (a) Personal access to Gartner analysts via conference calls or face to face meetings in our offices
      • Conference call meetings: Unlimited
      • Face to Face meetings
        • Our offices: twice a month one half day each time
    • (b) unlimited access to Gartner Core Research SM via www.gartner.com
    • (c) Complimentary Gartner events tickets
      • One ticket to Symposium.
  • (a.1) Analyst Community: Our Values Independence Objetivity Accuracy Ombudsman Regulates Analyst Community
  • (b) Gartner Insight: 360 degrees Market View Tecnology Trends Industry Specific
    • Quantitative
    • Market Size
    • Spending
    • figures
    • Forecasts
    • By GEOs
    • Future deployment of technology
    • Market gaps
    • Selling material
    • Banking
    • Government
    • Etc…
    1 2 3
  • How do we integrate with our clients?… © 2007 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc. or its affiliates.
  • Fast Integration, Fast ROI
    • In this period you will
    • Understand Gartner’s structure and operative (training)
    • Who is Who in virtual team (briefings)
    • Set up goals and metrics for success (engagement plan)
    • Make analysts Understand Delta-R’s Structure and your Unique Value Proposition
    • In this period your AE will help you to
    • Work with analysts on individual issues of your concern
    • These can be Strategic, Tactical or Operational
    • You will see an initial ROI in this period
    Introductory 30 days Value Demo 90 days From this this period onwards you will have Gartner fully applied in your business -Work with analysts on a daily/weekly basis -Attend to events to meet valuable contacts or close business -work in more projects: sponsorships, media campaigns, face to face briefings -Value review, quantify ROI (monthly/quarterly) Fully Engaged We share our clients goals We aim to repay their initial investment by the end of first 6 months or contract
  • So, in a nutshell
    • Our Value Proposition is our Human Capital their Knowledge and their Contacts
    • So next time you need info/contacts regarding:
      • Your geographic market
      • Your competitors
      • Your clients
      • Your technology
    • You will have available world class industry analysts to collaborate with you, every day
    you clients partners clients partners Gartner clients partners Comp clients clients partners partners Comp Comp
  • Your Ultimate Tool For C-Level Business Development 65% of Fortune 1000 80% of Global 500 74 Conferences 3,500 Senior IT executives 60,000 Clients 17,000 Benchmarks 650 Analysts 75 Countries 240,000 Client Inquiries each year 10,000 Media Inquiries 2,000 Consulting Engagements