1. ®
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Photo Album

2. G ig a In fo r m a tio n G r o u p Sept 1998
G id e o n G a r tn er
C h a ir m a n o f th e B o a r d
C h ie f E x e c utiv e O ffic er
V i v i a n G u n t h er L ana H am on
E x e c u t i v e A ssi st a nt E x e c u t i v e A ssi st a nt
A sp en N ew Y o rk
G ig G r a h am D a n C la r k e
E x e c u tiv e V ic e P r e sid e nt S e n io r V ic e P r e sid e nt
C h ie f F in a nc ia l O ffic er
O p en G - 100
E xecu t ive Vicki Lynch Bonnie Hurwitz
A ssi st a nt Vice President and Director
Controller Sales Administration
Phil Weber Carol LePlar
M ichael M ooradian Dan M ahone y
Vice President Vice President
Senior Vice President Vice President
Human Resource s Conference and Publication s
Sales Advisory Researc h
Tom Chapman
Jeff Tarr Charlie Bacharach
Director
Director Vice President
Finance and Adminstration
Techn olog y M arketing
Jeff Barton Bruno Tourme
Director General M anager
IT Practices EM EA

5. 1999 Research Org Structure
Office of Research M anagem ent
G ig G raham , Dan M ahoney,
R obert S oran
R esearch S ervices K now ledge C enter
EMEA Cam bridge S anta Clara Norwalk Daniel B ednarek, Catherine Flatley,
M anager S upervisor
3 A nalysts 14 A nalysts 14 A nalysts 12 A nalysts 6 R esearch E ditors 6 K C A ssociates
1 RA 6 RA s 3 RA s 3 RA s 3 Info. A nalysts
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8. Research Orbits
APPLICATION INFORMATION &
DEVELOPMENT & ERP KNOWLEDGE
SYSTEMS & PLATFORMS MANAGEMENT
Liz Barnett
Richard Fichera Dan Rasmus
Mike Gilpin
IT MANAGEMENT
& SERVICES SYSTEMS e-COMMERCE
Chip Gliedman MANAGEMENT Andrew Bartels
Will Cappelli
COMMUNICATIONS DESKTOP & MOBILE
& NETWORKING & SYSTEMS
Stan Schatt Rob Enderle

13. Walter Stine’s Analyst Productivity Report 1Q98
Jan Feb Mar Q198 '98 Projected 1997
Pa’s 10 25 23 58 232 346
GIB’s 390 375 439 1204 4816 4933
Inquiry 592 628 913 2133 8532 5419
POC Phone 42 44 62 148 592 1247
POC Face 12 11 14 37 148 322
GigaTels 11 10 12 33 132 82
Briefings 0 6 8 14 56 41

19. Inquiry
The best inquiries are when:
– They relate to published research
– Are a focused, specific question
– Fall within the analyst’s area of expertise
– Involve a two-way exchange of information
© 2000 Giga Information Group. All rights reserved.
Reproduction or redistribution in any form without the prior written
permission of Giga Information Group is expressly prohibited. 19 Company Confidential – For Internal User Only

32. Advisory Research Orbits
E-Business
Marc Cecere
Mike Dodd Julie Giera
Stephanie Moore
Kazim Isfahani Art Williams
Uttam Narsu
Gene Leganza Norbert Kriebel
Carl Zetie Margo Visitacion
IT MANAGEMENT
APPLICATION
& SERVICES
DEVELOPMENT
Chip Gliedman
Liz Barnett
Mike Gilpin James Grady Jon Erickson
Connie Moore
Bill Sheehan
Tony White Lou Agosta Teri Palanca
Elizabeth Thibault Keith Gile
Will Cappelli
Patrick Dryden INFORMATION &
Martha Bennett KNOWLEDGE MANAGEMENT
Bob Zimmerman
Erica Rugullies Erin Kinikin
Mike Adams J.P. Garbani Dan Rasmus
Ken Vollmer Byron Miller
David Friedlander
Tom Harwick Joel Yaffe Nate Pruitt Kathy Hall
COMPUTING Arianna Breitstein-Arazi
E-BUSINESS APPLICATIONS INFRASTRUCTURES Annette Krotova
& STRATEGIES Colin Rankine
Andrew Bartels
Regina Dubrovskaya
Mark Rosenberg Edmund Ha Adria Ferguson
Pascal Matzke Renee Woo
Gillian Glasser
Louise Cotton Laura DiDio
Lisa Pierce Elizabeth Herrell
Steve Hunt Ken Smiley
Jonathan Penn Jim Slaby
Bernt Ostergaard Brownlee Thomas PERSONAL & PC SERVER
COMMUNICATIONS PLATFORMS & SECURITY
& NETWORKING Rob Enderle
Stan Schatt Stacey Quandt Jan Sundgren
Aileen Monahan
Weston Henderek Chauthuy Hoang
Shawn Riley Jadd Cheng
Elizabeth Collinge
© 2000 Giga Information Group. All rights reserved.
Reproduction or redistribution in any form without the prior written
permission of Giga Information Group is expressly prohibited. 32 Company Confidential – For Internal User Only

33. Advisory Research Orbits
e-Practices
Craig Donovan
Laura Wiener
Harold Washington
STRATEGY PLANNING
Antonio Franco
TECHNOLOGY INTEGRATION
Richard Telesca
Catherine Lang
Alistair Stewart
Danielle Saponara
RESEARCH
(all areas)
Phil Rosch
Phil Murphy
Treena Colby Daphne Lincoln SECURITY & RISK
MANAGEMENT
Bart Bolton
Howard Adams Lloyd Hession
ORGANIZATION &
WORKFORCE
Peter McAteer
© 2000 Giga Information Group. All rights reserved.
Reproduction or redistribution in any form without the prior written
permission of Giga Information Group is expressly prohibited. 33 Company Confidential – For Internal User Only

47. Planning Assumption (PA)
• Our flagship (signature) deliverable
• Strategic focus
• Tackle an issue in depth
• Actionable by client
• Part of an overall research agenda
• Highly engineered
• Rich use of graphics
• Bias towards quantitative information
© 2000 Giga Information Group. All rights reserved.
Reproduction or redistribution in any form without the prior written
permission of Giga Information Group is expressly prohibited. 47 Company Confidential – For Internal User Only

48. Giga IdeaBytes
• Ad hoc – not planned
• Spontaneous – interrupt driven (catalyzed)
• Brief – one paragraph to one page
– Net, no background, focus on the so what
• Definitive – take a position
• May or may not have a recommendation
• A nugget of value added
© 2000 Giga Information Group. All rights reserved.
Reproduction or redistribution in any form without the prior written
permission of Giga Information Group is expressly prohibited. 48 Company Confidential – For Internal User Only

60. New Hires
2000
Louise Cotton Jost Hoppermann
Mike Dodd Brett Husselbaugh
Dick Fisher Robert McNeill
Antonio Franco Dave Nelson
Jean Pierre Garbani Laura Pastor
Keith Gile Claire Schooley
Penny Gillespie Ken Smiley
Mike Grosvenor Jane Stanhope
Paul Hamerman Harold Washington
Michael Handley Susan Wiener
Randy Heffner Bob Zimmerman
2001
Anton Hios John Ragsdale
John Meyer Alice Salpeter
© 2001 Giga Information Group G I G A I N F O R M A T I O N G R O U P

61. Minimum Publishing Productivity for 2001
PAs Required GIBs Required
per Quarter per Quarter
Research Associate 0 10
Associate Analyst 1 15
Industry Analyst 1 20
Sr. Industry Analyst 2 20
Director 2 20
Vice President 2 10
Research Leader 2 0
© 2001 Giga Information Group G I G A I N F O R M A T I O N G R O U P

72. New Research Personnel 8/99
 Tom Harwick (SCM)
 Ken Vollmer (eCommerce, EDI)
 Elizabeth Herrell (Customer Contact Centers)
 Erin Kinikin (CRM)
 Uttam Narsu (Apps Dev)
 Teri Palanca (Data Management)
 Lou Agosta (Data Warehouse)
 Jonathan Penn (Messaging)
 Edmund Ha, Gillian Glasser, Beth Thibault, Annette
Krotova, Bill Sheehan, Mark Rosenberg, Chauthuy
Hoang, Jadd Cheng, Jan Sundgren, Shawn Riley
© 2001 Giga Information Group G I G A I N F O R M A T I O N G R O U P

85. 2000 by Quarter - Significantly Improving Performance
Net income
$ Millions
4th Q
1st Q 2nd Q 3rd Q 4th Q
-$1.0
-$2.0
-$2.5
-$2.8
-$3.2
-$3.6
-$4.4
-$6.1 1999 2000
© 2001 Giga Information Group G I G A I N F O R M A T I O N G R O U P

86. What do you do for a living in 2000?
Maintain 32 Salons
Write 454 PAs
Write 3052 GIB’s
Publish 79 Articles
Respond to 19,229 Inquiries
Do 1,575 Vendor Briefings
Do 980 POCs
Do 296 GigaTels
Do 325 Outreach Calls
Present 179 Times at Giga
Conferences
Perform 1,859 Days of Consulting
© 2001 Giga Information Group G I G A I N F O R M A T I O N G R O U P

87. The 2001 Numbers
Writing
2000 2001
PAs 405 454
GIBs 3828 3052
© 2001 Giga Information Group G I G A I N F O R M A T I O N G R O U P

88. More 2001 Numbers
Client Touch
2000 2001
Inquiries 18,748 19,229
Analyst
Inquiries 21,724 22,779
Only 17 urgent inquiries were late.
© 2001 Giga Information Group G I G A I N F O R M A T I O N G R O U P

89. Minimum Publishing Productivity for 2002
PAs Required GIBs Required
per Quarter per Quarter
Associate Analyst 1 15
Industry Analyst 1 20
Sr. Industry Analyst 2 20
Director 2 20
Vice President 2 10
Research Leader 2 0
Research Fellow 2 0
© 2001 Giga Information Group G I G A I N F O R M A T I O N G R O U P

121. giga
briefing
What Do Analysts Do All Day?
Joel Yaffe, Senior Industry Analyst
October 10, 2000
®
Giga Information Group
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Reproduction or redistribution in any form without the prior written permission of Giga Information Group is expressly prohibited.

136. Key People
• Robert, Dan, Rich, • Sales Administration
Craig, Merv • Bonnie Hurwitz
• Dan Clark, Vicky Lynch,
• Lloyd Bunting, Mike Maryanne Fitzgibbons
Nawrocki, Jean- • Frank Campbell
Michel Six and DD’s • Carol LePlar, Mike
• Glen Hartman, David LeBrasseur
Kitchen • Karen Wadsworth
• Sandi Casey Buford, Steve
• Daniel Bednarek Genovese
© 2000 Giga Information Group. All rights reserved.
Reproduction or redistribution in any form without the prior written
permission of Giga Information Group is expressly prohibited. 136 Company Confidential – For Internal User Only

159. A New Offering – Knowledge Salons
© 2000 Giga Information Group. All rights reserved.
Reproduction or redistribution in any form without the prior written
permission of Giga Information Group is expressly prohibited. Company Confidential – For Internal User Only

190. How to do Inquiries
The best inquiries are when:
 They relate to published research
 Are a focused, specific question
 Fall within the analyst’s area of expertise
 Involve a two-way exchange of
information
© 2001 Giga Information Group G I G A I N F O R M A T I O N G R O U P

201. Research Organization R ESEA R C H
Dan M ahoney
S e n io r V P o f Re s e a rch
Offic e of R e s e a rc h M a na ge m e nt
R obert S oran, M arc C ec ere,
M erv Adrian, C raig S y m ons , Larry Paul J oan M anz ler
O f f ic e M anager, Sant a C lara
M ar c C ecer e M er v A d r i an C r ai g S ym o n s R o b er t So r an L ar r y Pau l Steve T el l een D an i el B ed n ar ek B o n n i e H u r w i tz
VP , R es earc h M anager VP , R es earc h M anager VP , R es earc h M anager Sr Vic e P res ident VP , R es earc h M anager Vic e P res ident D irec t or Vic e P res ident
C am bridge Sant a C lara N orw alk / N ort heas t Europe At lant a/ Sout heas t eBus ines s S t rat egies R es earc h S erv ic es C ons ult ing
J ulie G iera, VP R ob Enderle, VP R L Liz Barnet t , V P R L W ill C appelli, VP R L Phil M urphy , D ir A. Vanders t een, PA C at hy F lat ley , KC M gr Sus an J et t e, C S
Brad D ay , VP Eliz abet h H errell, S I A Andy Bart els , V P R L M ik e D odd, D ir M ik e G ilpin, VP R L C indy Liu, R A
C haris s a J oy c e, K C A
Laura D iD io, D ir Erin Kinik in, VP R L C hip G liedm an, VP R L N orbert Kriebel, SI A T om H arw ic k , D ir D iana Vas quez , R A
J im M adden, KC A
J ean P ierre G arbani, SI A J onat han P enn, SI A St ephanie M oore, D ir Bernt O s t ergaard, D ir R andy H ef f ner, D ir Luis M oy a, R A
Sandra Lef ebv re, K C A
U t t am N ars u, SI A D an R as m us , V P R L Kaz im I s f ahani, SI A R D ubrov s k ay a, R A M ic hael H andley , D ir T odd Siegel, R A
Sarah Kim , KC A
J im S laby , SI A St an Sc hat t , VP R L Lis a Pierc e, VP R L Pas c al M at z k e, I A M ik e G ros v enor, I A C T hom as , R A
Ken Vollm er, D ir C arl Z et ie, D ir C olin R ank ine, V P R L Louis e C ot t on, R A Penny G illes pie, SI A R on R ogow s k i, R A
Sheri G iglio, M R E
Art hur W illiam s , D ir Ken Sm iley , SI A Lou A gos t a, D ir R obert M c N eill, R A Paul H am erm an, D ir R y an H am ly n, R A
J ane S t anhope, SI A Bob Z im m erm an, D ir St ev e H unt , VP Su Beagley , KC A Euro Bret t H us s elbaugh, D ir Am anda Kahlow , PA Em m anuel O rding, SR E
D av id F riedlander, I A H ow ard Adam s , SC A By ron M iller, VP H eidi D ex t er, KC A Euro Ant onio F ranc o, D ir A. Breit enbac h, R A D onna Brignolo, R E
J oel Yaf f e, SI A C laire Sc hooley , S I A C onnie M oore, V P J os t H operm ann, D ir H arold W as hingt on, C A M at t M edlin, R A Pet er C rone, R E
Suz anne C ic c one,
Adria F ergus on, A A D ic k F is her, D ir T erily n P alanc a, D ir M ark Sharp, R A W S SC Laura P as t or, C A
SR E
J am es G rady , AA Annet t e Borba, R A Brow nlee T hom as , S I A N eil W ork m an, R A Phil R os c h, S C A C hery l H ines , R E
Kat hy H all, I A St ac ey Q uandt , AA Keit h G ile, S I A W S SC Sus an W iener, S C A C aroline M ew ing, R E
M ark R os enberg, AA R enee W oo, R A M argo Vis it ac ion, SI A Alis t air S t ew art , V P Pat ric ia H y de, R E
Bill Sheehan, AA C arla W oo, PS D av e N els on, SI A R ic hard T eles c a, S I A Laurel R um a, R E
Pet er M c A t eer, V P G ene Leganz a, S I A M ic helle Bros nahan, T W
W es t on H enderek , A A Kerin F lat ley , T W
Eliz abet h T hibault , R A
G illian G las s er, R A Eliana K im ball, R S A
J an S undgren, AA M arie R odgers , I S, Sr I nf o Arc h
Eliz abet h C ollinge, R A M argaret M c Bride, * S I A
J on E ric k s on, AA D av id T w iddy , * I A
W endy J am es , A dm in Arat hi N at h, * SI A
Aileen M onahan * I A
C arl Bohlin, R A
R esear ch T i tl es
AA - A s s oc iat e Analy s t R L = R es earc h Leader
C A = C ons ult ing Analy s t R SA = R es earc h S erv ic es Adm inis t rat or
C S = C ons ult ing Support SC A = S enior C ons ult ing Analy s t
D ir = D irec t or SI A = Senior I ndus t ry Analy s t
I A = I ndus t ry Analy s t SI S = Senior I nf orm at ion S pec ialis t
I S = I nf orm at ion S pec ialis t SR E = S enior R es earc h Edit or
KC A = K now ledge C ent er As s oc iat e T W = T ec hnology W rit er
M R E = M anaging R es earc h E dit or VP = Vic e Pres ident
PS = Produc t S pec ialis t VP M = Vert ic al P rogram M anager
R A = R es earc h As s oc iat e * I A = R SS I nf orm at ion Analy s t
R E = R es earc h Edit or * SI A = R S S Sr I nf orm at ion Analy s t

218. Research Resources
Headcount
1999 2000
Total 105 130
Sr. Analysts 45 64
Assoc. Analysts 27 16
Support 33 37
WSSC 0 13
© 2001 Giga Information Group G I G A I N F O R M A T I O N G R O U P

280. 2003 Goals
 #1 priority is Growth
 Leverage our foundation
 Products/Services
 Employees
 Expand our market presence
 Visibility
 Sales productivity
 Enhance our customer focus
 Satisfaction and retention
 New business development
 Balance with fiscal management
2003 Kickoff

281. Status of Industry 2001 Major Players
 Forrester
 Rarely see them as direct competition
– Budget competition only
 Financials
• $141
• Revenue Decline Q/Q <40.3%>
• Income down <100%>
• Cash $203
• Mkt Cap $425 (2.98)
• Forecast for 2002 $100m in Revenues
 Appears they are in a spiral
 Adopted Our model with Forrester Whole View
© 2001 Giga Information Group G I G A I N F O R M A T I O N G R O U P