1. Gartner Analyst Relations Community
Placeholder for text of Conclusions, SPAs and others (substitute your own text)
Gartner Analyst Relations Community
Q2 Community Webinar
May 21 and 22, 2009
No source line is necessary unless the source is something other than Gartner Research
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2. Our purpose: To foster information sharing and best practices with Analyst Relations professionals so clients and non-clients can interact more efficiently and effectively with Gartner. 2
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3. Today’s Agenda Welcome Gartner Contract Review Strategy
Placeholder for text of Conclusions, SPAs and others (substitute your own text)
Welcome
Jeff Golterman, group vice president and Gartner analyst relations community leader
Gartner Contract Review Strategy
Mike Lafford, group vice president, Gartner research
Analyst Relations Survey – Initial Findings
Jeff Golterman
Gartner Market Share and Forecasting Strategies
Richard Gordon, vice president, technology & service provider research, global forecasting
New Analyst Relations Community Website
Q & A
No source line is necessary unless the source is something other than Gartner Research 3
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4. Contract Review Inquiry Program Overview Presented by Jenni Lehman GVP Research Operations
© 2009 Gartner, Inc. and/or its affiliates. All rights reserved.
Gartner is a registered trademark of Gartner, Inc. or its affiliates. 4
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5. Contract Review Inquiry Overview
Client inquiry trends are driven by IT business demands
Currently there is a high client demand for Gartner to review active IT contracts and request a 30-minute inquiry with analyst to discuss options and approaches.
New or renewed contracts
Contracts in renegotiation (either vendor or client-initiated)
This is not a new program, this is a standard Gartner inquiry offering with a new level of demand driven by the current economic climate 5
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6. The Three Components of Our Contract Review Service: What It Is
Can I amend business terms and conditions?
What leverage points do I have for negotiating a better price and business terms and conditions?
How do I know if I am getting a competitive price?
Contract Business Terms and Conditions Review
Pricing Review and Analysis
Negotiation Leverage
Contract Review 6
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7. The Three Components of Our Contract Review Service: What It Is Not
It is NOT a detailed review and markup of a client's contract.
It is NOT a pricing line item look-up service.
It is NOT a negotiation service.
We do NOT share client attachments/ proposals/contracts with anyone.
Contract Business Terms and Conditions Review
Pricing Review and Analysis
Negotiation Leverage
Contract Review 7
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8. The Process
Client requests a 30-minute inquiry with appropriate analyst to discuss questions or areas of concern related to specific contract details
Analyst leverages knowledge of market and vendors using a combination of resources
Analyst expertise and experience
Contracts database
Client submitted documentation
Gartner upholds NDAs with clients and will not share details of specific contracts or deals with other clients or vendors
Analyst reviews specific sections of contract or pricing proposal and offers advice and suggestions to client within 30-minute call, plus 45 minutes review time
Contracts beyond this time constraint are out of scope for inquiry although follow-up inquiries may be needed
Client is responsible for final contract and its details, language, and the negotiation process 8
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9. Clients Work With Their Own Legal Department for Terms and Conditions Language
Gartner is not a legal firm, and the information from this inquiry is not legal advice and, thus, may not apply to your company.
Please use this information only for the purpose of discussing potential areas of risks with your legal department.
We use this disclaimer slide in presentations and the text of it in written research to indicate to our clients that we are not lawyers and that they should consult with their own legal department on the potential risks that we have identified.
The key here is you can only cover a few terms and conditions during the normal inquiry, so we don’t attempt to cover them all and we don’t red-line their contract and return it to them. That is more than inquiry and if what they want is a detailed red-marked contract review, they should be referred to their Sales AE for possible SAS or Consulting. Here we can teach process, but you are the subject matter experts for your coverage areas and for the contracts that you receive and you have to take ownership of building this IP – or in using the IP built by others if you are adding additional bandwidth to an already existing contract review service. 9
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10. Clients Are Directed to High Value Content10
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11. 11
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12. Preparation for the Increased Demand
Increased awareness and consistency in our messages
Training for all analysts on positioning and standards
Training for sales to set expectations correctly
Increase capacity
Training programs to extend contract coverage to analysts within the topic area 12
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13. What it Means for Vendors
Less time and effort spent educating prospects and clients
We provide information on current market conditions and reasonable clauses
We provide guidance on best practices and industry standards
Avoid lengthy processes that don’t provide value
Clients know they have the best contract possible and may avoid a long evaluation process or re-negotiation
Clients know where to focus their negotiation based on areas where there is opportunity, not a shot-gun approach 13
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14. What to Expect Next
Gartner will promote this service as a way to demonstrate our value proposition
Q1 focus there was a focus on Oracle and SAP contracts
Q2 focus will be on networking contracts
When IT demands shift to new topics client requests will shift to new topics
Post-recession growth and optimization issues
The next ‘big’ thing 14
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15. AR Community Survey Results Summary Presented by Jeff Golterman GVP, high tech & telecoms programs, AR community lead
© 2009 Gartner, Inc. and/or its affiliates. All rights reserved.
Gartner is a registered trademark of Gartner, Inc. or its affiliates. 15
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16. We sought to discover…
The geographies, company size, roles and experience of the community members
Which topics and AR best practice areas were of highest interest to AR Community members
Most common as well as innovative ways to measure AR success
What information provided by Gartner and changes in processes and policies would make your work with analysts/Gartner more efficient
What describes the AR community’s satisfaction with Gartner quote policies quote policy
Interest in expanding the “community” portion of the Gartner AR community – what enhanced level of contact information and insights sharing is desired
How can Gartner continue to make your face to face time together more valuable at future AR forums
What are the three most important things Gartner should be doing for the AR community 16
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17. Today we’ll touch upon…
The geographies, company size, roles and experience of the community members
Which topics and AR best practice areas were of highest interest to AR Community members
Most common as well as innovative ways to measure AR success
What information provided by Gartner and changes in processes and policies would make your work with analysts/Gartner more efficient
What describes the AR community’s satisfaction with Gartner quote policies quote policy
Interest in expanding the “community” portion of the Gartner AR community – what enhanced level of contact information and insights sharing is desired
How can Gartner continue to make your face to face time together more valuable at future AR forums
What are the three most important things Gartner should be doing for the AR community 17
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18. Which of the following describes your industry?
Survey Respondent Distribution
by Industry
Key Points:
3,000 members received invitation for survey
170+ responded; 83 % were high tech firms
Balance of 17% were PR/agency firms and “other” – presumed Gartner watchers and end user organizations
Q: Which of the following describes your Industry?
n = 176
Source: Gartner Analyst Relations Community Survey: Q1 ‘09, Gartner http 18
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19. Which of the following matches your company size?
Survey Respondent Distribution
by Size of Company
Key Points:
Strongest membership representation from the larger high tech vendors
However the smallest high tech providers represent a higher percentage than those within medium sized companies
Q: Which of the following matches your size of company?
n = 176
Source: Gartner Analyst Relations Community Survey: Q1 ‘09, Gartner http 19
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20. Where are you located? Key Points:
Survey Respondent Distribution
by Country
Key Points:
Heavily skewed by North American respondents
80% of respondents are within just 4 countries – US, UK, Germany and Australia
Q: Where are you located?
n = 176 20
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21. Which of the following titles is closest to yours?
Survey Respondent Distribution
by Title
Key Points:
“Analyst Relations” title makes up the majority of respondents
Marketing roles make up the second largest population of respondents
Q: Which of the following titles is closest to yours?
n = 176 21
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22. How many years of AR experience do you have?
Survey Respondent AR Experience
by Years
Key Points:
Approx. 15% are somewhat new to the AR function
40% have 2 – 7 years AR experience
And over 40% have seven years or greater
> 50% of AR survey respondents have 5 or more years experience
Q: How many years of AR experience do you have?
n = 176
Source: Gartner Analyst Relations Community Survey: Q1 ‘09, Gartner http 22
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23. Tell us about the broad topic areas of interest to you.
Analyst Relations Topical Interests
by level of importance (5=highest, 1=lowest)
Key Points:
AR professionals care most about outside and 3rd party perspectives
Changes in Gartner processes and policies that affect the analyst/vendor relationship was of next highest interest
Interest in Gartner client offerings was lower in priority
Q: Tell us about the broad topic areas of interest to you
n = 162
Source: Gartner Analyst Relations Community Survey: Q1 ‘09, Gartner http 23
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24. Concerning AR best practices, which areas are of most interest?
Analyst Relations Best Practice Interest
by level of importance (5=highest, 1=lowest)
Key Points:
AR best practice areas of highest interest involve working with AR stakeholders: analysts, sales-people, executives
Areas of least interest has to do with AR reporting structures and hiring practices
Q: Concerning AR best practices, which areas are of most interest?
n = 162
Source: Gartner Analyst Relations Community Survey: Q1 ‘09, Gartner http 24
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25. Future Webinars will focus on…
The geographies, company size, roles and experience of the community members
Which topics and AR best practice areas were of highest interest to AR Community members
Most common as well as innovative ways to measure AR success
What information provided by Gartner and changes in processes and policies would make your work with analysts/Gartner more efficient
What describes the AR community’s satisfaction with Gartner quote policies quote policy
Interest in expanding the “community” portion of the Gartner AR community – what enhanced level of contact information and insights sharing is desired
How can Gartner continue to make your face to face time together more valuable at future AR forums
What are the three most important things Gartner should be doing for the AR community 25
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26. Next Steps Watch for the AR Newsletter in June
Greater AR survey details in future Webinars 26
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27. Gartner Market Share and Forecasting Strategies Presented by Richard Gordon VP, technology & service provider research, global forecasting
© 2009 Gartner, Inc. and/or its affiliates. All rights reserved.
Gartner is a registered trademark of Gartner, Inc. or its affiliates. 27
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28. Richard Gordon Research Vice President, Global Forecasting
Role
Richard Gordon is a Research Vice President in Gartner Research responsible for Global IT Market Forecasting
Experience
He has 13 years of analyst experience with Gartner and a total of 22 years experience in the IT industry
Education
B.Sc. (honors) degree in Electronics from the University of Glasgow, Scotland
Post-graduate Diploma in Marketing from the Chartered Institute of Marketing, UK
Contact 28
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29. Placeholder for text of Conclusions, SPAs and others (substitute your own text)
Gartner market share and forecast data provide actionable, credible analysis of addressable markets and competitive performance to help clients grow their business.
No source line is necessary unless the source is something other than Gartner Research 29
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30. Confused About Gartner’s Market Share and Forecast Research?
Is this the latest version?
Wouldn’t it be nice if …
All forecasts were updated every quarter to a predictable schedule
Forecast assumptions were easy to find and understand
Market share data was available earlier and consolidated across market sectors
All forecast and market share data was available in one place
Why does this data not match other sources?
When is the next update?
????
Where can I find the assumptions?
Have you got a more recent update?
What factors have they taken into account?
????
How do they analyse this market?
Where did those numbers come from? 30
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31. What Does Improved Market Share & Forecast Quality Look Like?
CLEAR
RELEVANT
ACTIONABLE
FACT-BASED
TIMELY
The client value of Gartner’s market share and forecast research is enhanced when we produce credible data, supported by fact-based insight, delivered at the right time and in a client-friendly format 31
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32. Quarterly Forecast Updates
Market Share and Forecast Research Update: Three BIG Research Objectives for 2009 & 2010
Quarterly Forecast Updates
Delivering timely updates ensures our data are both relevant and actionable, thereby increasing its business planning value to clients
Forecast Analysis
Improving the clarity of our forecasts by being explicit about our fact-base increases clients’ confidence in citing our research to support their business decisions
Gartner 100
Analyzing vendor revenue across all sectors of the IT industry provides a additional clarity and relevance when analyzing vendor performance in a broader competitive context 32
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33. Gartner Market Statistics (GMS)
Market Share and Forecast Research Update: One BIG Product Objective for 2009 & 2010
Gartner Market Statistics (GMS)
Providing rapid, focused access to all current forecasts 33
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34. Quarterly Forecast Updates All Forecasts Will Be Updated Quarterly
Jan
Feb
Mar
Apr
May
Jun
Jul
Aug
Sep
Oct
Nov
Dec
Baseline Assumptions
Individual Forecast Publication Period
Data Final
IT Market Data Book Publication 34
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35. Quarterly Forecast Updates: Client Benefits
Clear: Baseline Assumptions will provide forecast direction and guidance for analysts and ensure consistency across all forecasts
Relevant: No forecasts will be older than 3 months old ensuring that recent changes in market conditions are reflected
Client Value Proposition
Clients can be confident about using our quarterly-updated forecasts any time, safe in the knowledge that all data is as current as possible, of the same “vintage” and free from inconsistencies 35
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36. Gartner Market Statistics (GMS) [1]36
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37. Gartner Market Statistics [2]37
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38. Gartner Market Statistics [3]38
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39. Gartner Market Statistics (GMS): Client Benefits
Actionable: Clients will have access to ALL our forecasts through a single online interface
Timely: Clients will be able to navigate through a single “virtual database” easily to find the data they need
Client Value Proposition
Clients will be able to get the data they need more quickly and use it more effectively 39
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40. A “Forecast Analysis” Will Accompany All Forecast Data
The published “Forecast Analysis” will present:
The Market Model
A representation of the market
Market Conditions
Factors affecting the market
Key Assumptions
Our judgement about future events
Forecast Analysis
Our assessment of market impact
Market
Model
Transparent Logic: Market Conditions → Assumptions → Forecast 40
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41. Forecast Analysis: Client Benefits
Fact-based: Being explicit about the fact-base and assumptions behind each forecast will remove doubts about the origin of the data
Clear: Data will be “demystified”. There will be clear explanation of the impact on the forecast of changes in market conditions and the effect on assumptions. Forecast data will be supported by analysis
Client Value Proposition
This is about trust: clients should not have to ask “where did these numbers came from?” 41
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42. The “Gartner 100” Will Rank by Revenue The Top 100 I.T. Vendors
Existing
Additional
Hardware
Vendor #1
Vendor #2 .
Vendor #n
Overall IT
Vendor #1
Vendor #2 .
Vendor #n
Software
Vendor #1
Vendor #2 .
Vendor #n
IT Services
Vendor #1
Vendor #2 .
Vendor #n
Telecom
Vendor #1
Vendor #2 .
Vendor #n
Vendor #n
Hardware $
Software $
IT Service $
Telecom $
Other $ 42
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43. Gartner 100: Client Benefits
Clear: Consolidating vendor revenue estimates will enable more stringent data validation
Relevant: Company “tear sheets” will allow easy comparisons between our vendor revenue estimates and publicly available data
Timely: Clients will be able to see a comprehensive summary of a vendor’s revenue breakdown in one central location
Client Value Proposition
Clients will be able to view the overall IT market from a vendor positioning perspective and schedule enquiries with assigned vendor revenue lead analysts 43
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44.  Introduction Timescales When Are We Doing All This?
1Q09
2Q09
3Q09
4Q09
1Q10
Quarterly Forecast Updates 
GMS
Forecast Analysis
Gartner 100
 = Pilot,  = Migration,  = Full Implementation 44
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45. Planned Future Enhancements
Market share data in GMS
“Themed” Forecasts
Market-specific forecast ATCs
Forecast analysis in presentation format
… as well as continually reviewing our market coverage to make sure that we provide the granularity of data & market segmentation that meets client needs 45
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46. New Analyst Relations Community Website Presented by Jeff Golterman
© 2009 Gartner, Inc. and/or its affiliates. All rights reserved.
Gartner is a registered trademark of Gartner, Inc. or its affiliates. 46
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47. From gartner.com home page, analyst relations professionals can locate key AR resources
Rationale for Change:
AR browsed many separate sites
Confusion between “Vendor Relations” and “Analyst Relations”
New tools for AR were buried 47
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48. New Analyst Relations Home Page
Easier to:
Join the community
Find Community deliverables
Locate key AR tools
Contact Gartner 48
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49. Analyst Relations Community Upcoming Events
© 2009 Gartner, Inc. and/or its affiliates. All rights reserved.
Gartner is a registered trademark of Gartner, Inc. or its affiliates. 49
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50. Upcoming Events Newsletter – arrives June 22 – key highlights:
Additional AR Survey Results
Analyst Survey Process Update
AR Best Practices Interview
Analyst Blogs Update
Next Webinar – late July
Next AR Forums – Fall 2009 50
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51. Thank you for participating today!
Questions?
For more information or if you have questions on today’s presentation, please contact your Account Executive or us at 51
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