1. This presentation, including any supporting materials, is owned by Gartner, Inc. and/or its affiliates and is for the sole use of the intended Gartner audience or other authorized recipients. This presentation may contain information that is confidential, proprietary or otherwise legally protected, and it may not be further copied, distributed or publicly displayed without the express written permission of Gartner, Inc. or its affiliates. © 2008 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner Vendor Briefings Prelude to Michael Maoz’s presentation: Gartner Analyst Perspectives on Vendor Briefings Pamela Miranda Manager, Vendor Briefings Gartner Research Fall 2008

2. © 2008 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. _ _ 2 Definition A vendor briefing is a research tool for industry analysts, and an opportunity for IT vendors to present its products, services and business strategies with analysts that cover the vendor specifically or a related technology or market. During a vendor briefing, the flow of information predominates from vendor to analysts and is not interactive. Analysts may ask questions of clarification during a briefing session, however, analyst feedback is not the focus and should not play a part or role within any given vendor briefing session. Gartner analysts schedule briefings at their discretion based purely on an interest in the vendor, its technologies and its marketplace, not because of any fee or contractual relationship.

3. © 2008 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. _ _ 3 Process Overview Initiate requests through completion of a vendor briefing online form available on gartner.com http://www.gartner.com/it/about/vendor_form.jsp Relevant analysts will be queried for their interest level and tentative availability Typical lead time for processing is 2-4 weeks dependant upon analyst availability and time of year

4. This presentation, including any supporting materials, is owned by Gartner, Inc. and/or its affiliates and is for the sole use of the intended Gartner audience or other authorized recipients. This presentation may contain information that is confidential, proprietary or otherwise legally protected, and it may not be further copied, distributed or publicly displayed without the express written permission of Gartner, Inc. or its affiliates. © 2008 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner Analyst Perspectives on Vendor Briefings Michael Maoz Vice President, Distinguished Analyst Gartner Research Fall 2008

5. © 2008 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. _ _ 5 Overview Important Issues: Briefing Gartner analysts is a significant effort for IT providers Briefings are often attended by vendor senior executives; stakes are high Analyst Relations professionals seek ways to streamline and optimize the results Purpose: To provide Analyst Relations professionals with Best Practices – as seen by one of Gartner’s experienced and most senior analysts

6. © 2008 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. _ _ 6 Best Practices for Vendor Analyst Relations Select the right time to brief Gartner -Only when you are ready and can deliver high value -When there is an important change in your company Product launch or update Partnership or acquisition New market strategy New company -Use time wisely; Analysts are inundated with briefing requests Understand the analyst profession -Offer technology advice to end user organizations -Advise and council technology companies -Council integrators or investor venture capitalists

7. © 2008 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. _ _ 7 Best Practices for Vendor Analyst Relations (continued) Have the right people from your company brief Gartner -Highly knowledgeable -Charismatic -Be receptive and prepared to answer analyst questions Understand analyst tone and goal during a briefing session -Supportive -Direct in keeping you on track to ensure relevant topics are addressed -Desire to know why your company’s approach is better than your competitors

8. © 2008 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. _ _ 8 List of Key Briefing Topics 1.Management overview 2.Vision statement 3.Size of company 4.Product development resources 5.Demonstration 6.Data about the division or product 7.Customers 8.Contact names 9.Installation for at least 3 businesses and geographies 10.Business proposition, points of differentiation & mastery

9. © 2008 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. _ _ 9 Management Overview Who is managing the company and product line? What is your management’s previous work experience? What is your management’s experience in? -Selling -Marketing -Product development

10. © 2008 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. _ _ 10 Vision Statement Management’s vision for products, services, industries and company Short and long term goals Quantify value delivered

11. © 2008 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. _ _ 11 Size of Company Number of company employees Number of departmental employees in: -Sales -Marketing -Development -Professional Services

12. © 2008 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. _ _ 12 Product Development Resources Describe size, location and tools used in development Provide a written summary on your technology prior to the briefing

13. © 2008 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. _ _ 13 Demonstration Provide a product overview using real world examples Describe current and future software releases Highlight key differentiators that demonstrate your uniqueness in the market

14. © 2008 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. _ _ 14 Data About the Division or Product Share details on… -Revenue per year -Revenue per module -Split between license and services -Partnerships -Regional integrators

15. © 2008 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. _ _ 15 Customers Limit to new customers in the last 12 months Gartner analysts are interested in momentum and key differentiators

16. © 2008 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. _ _ 16 Contact Names Keep analysts informed of current email and telephone contact details so they may easily follow-up with questions or requests for additional information about your company, products or services

17. © 2008 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. _ _ 17 Installation Provide a short description of installation for a minimum of 3 businesses and 3 geographies

18. © 2008 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. _ _ 18 Business Proposition Demonstrate your mastery and uniqueness Note: -This is not a strategy session or opportunity for vendors to ask questions or request analyst feedback. -Please contact your Sales Account Executive for assistance with analyst input.

19. © 2008 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. _ _ 19 Contact Details & Additional Information RegionEmailPhone Americas, Canada, EMEA & Asia Pacific vendor.briefings@gartner.com Americas, Canada & EMEA: +1 203 316 6144 Asia Pacific: +612 9459 4629 Japanjp.vendorbriefings@gartner.com+81 3 3481 3670 Click here for more information about vendor briefings: http://www.gartner.com/it/about/vendor_briefings.jsp http://www.gartner.com/it/about/vendor_briefings.jsp