Gartner For High Tech Companies

Describes how Gartner can provide unprecedented insight into Technology and Industries

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1

Gartner Value
For High-Tech & Telecom
V.2010

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2
Gartner Overview
© 2010 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. ITxpo is
a trademark of Gartner, Inc. or its affiliates.

3. © 2010 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. ITxpo is a trademark of Gartner, Inc. or its affiliates.
3
Our unique insight is drawn from thousands of
interactions with your clients, every day
65% of
Fortune 1000;
85% of
Global 500
70
conferences
3,700
CIOs
650 analysts
across 80
countries
100,000+
IT end-user
inquiries
10,000
media
inquiries
2 million+
IT end-user
searches
“Gartner provides
insight we can’t
get anywhere else.”
Wes Hayden
CEO, Genesys
60,000
IT end-user
clients
10,000
client
enterprises
5,500
benchmarks

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Viewed by
Fortune 1000
decision makers
as critical to
making a short list
Our point of view shapes enterprise technology
buying decisions
0%
20%
40%
60%
80%
100%
Industry
Analyst
Coverage
Personal
Experience
Word of
Mouth
EventsFinancial
Analysts’
Coverage
Internet
Sites
Marketing
Collateral
Media
Coverage
AdvertisingDirect
Marketing
Other
0%
20%
40%
60%
80%
100%
GartnerForrester IDC Data
Monitor
Current
Analysis
Jupiter Ovum YankeeNone/DK
Percentage of
decision makers
who view analyst
firm as
“most credible”
Valued Sources
Most Credible
Hill & Knowlton Survey: approximately 400 IT decision markers

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We offer unrivaled coverage
Hardware
Software
Telecom
Cross-market
IT services
Semiconductors
North America
Europe/Middle East/Africa
Asia/Pacific
Latin America
Geographic Coverage 650 analysts with an average of 12 years’ experience in their area of expertise
Market Coverage
400 in Americas, 130 in EMEA, 120 in APAC)
Deep coverage of 2,300 providers and 7,000 topics

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We can be leveraged in different ways
Vendor briefings
•Scheduling a vendor briefing
(available to any technology
and service provider—client or
non-client)
•Educating analysts on your
company’s direction and/or
new product announcements
via a vendor briefing
Industry Analyst
Analyst Relationships

Research services
•24/7 access to Gartner research,
enabling you to make decisions
in real time
•Insight you can’t get anywhere
else on your customers, markets
and competitors
•Analytics you can use to gauge
the effectiveness of your
marketing and sales efforts
Research Provider
Market Intelligence

Analyst inquiry and SAS
•A two-way consultative
relationship whereby analysts
advise you on your go-to-
market strategies and growth
plans
•Face-to-face strategic sessions
with analysts, which you can
use to prepare for shareholder
meetings, conduct business
planning or get feedback on
your ideas
Strategic Advisor
Business Strategy

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The Gartner Portfolio
© 2010 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. ITxpo is
a trademark of Gartner, Inc. or its affiliates.

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Our Solutions Portfolio

Research Consulting Inquiry & SAS
Media
Programs
Events

9. © 2010 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. ITxpo is a trademark of Gartner, Inc. or its affiliates.
9
Research: Insights you can’t get anywhere else
Customers
Gartner Analytics
User Surveys
Toolkits
Competitors
Magic Quadrants
MarketScopes
SWOT Analyses
Vendor Ratings
Competitive Landscapes
Markets
Market Statistics
Market Forecasts
Market Trends
Emerging Markets
Technologies
Hype Cycles
Cool Vendor Reports
Emerging Technology
Marketing
Essentials
Best Practices
Case Studies
Benchmarks

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Consulting: Deep engagements affect informed
strategies and winning tactics
R&D
Product
Marketing
Sales
Channel/
Partner
Management
Service/
Support
Client Need
Innovation
Differentiation
Commercialization
Impact
Brand equity
Conversion
Volume
Reach
Focus
Efficacy
Depth
Scale
Profitability
Competency
Experience
Gartner Consulting Experience
M&A
Market trend
analysis
Concept analysis
and testing
Product
development
Process optimization
Positioning and
messaging
Market product
validation (analysts,
executive interviews,
surveys)
Competitive
assessment
M&A
Sales benchmark
and optimization
Market SWOT
analysis
Competitive
assessment
Pricing
Channel assessment
and optimization
Internal/partner
investment alignment
Channel partner
assessment
Channel strategy
validation (executive
interviews, surveys)
Customer
experience life-
cycle
assessment
Services and
support
Benchmarking

11. © 2010 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. ITxpo is a trademark of Gartner, Inc. or its affiliates.
11
Analyst Inquiry: Our world-class experts become
your objective advisors
•Add precision to messaging
•Enhance competitive positioning on proposals
•Advise on go-to-market strategies
•Validate product road maps
•Help prepare for investor meetings

12. © 2010 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. ITxpo is a trademark of Gartner, Inc. or its affiliates.
12
•Re-examine and re-evaluate marketing
priorities and investments
•Identify new partners or validate existing
shortlists of proposed partners and alliances
•Update go-to-market strategies
•Align marketing messages with customer
needs and buying trends
•Fine-tune competitive positioning
•Evaluate market opportunities being created
from emerging technologies
Strategic Advisory Services (SAS): On-site full-day
strategy sessions with Gartner analysts

13. © 2010 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. ITxpo is a trademark of Gartner, Inc. or its affiliates.
13
Media Programs: Gartner thought leadership
boosts your marketing campaigns
Create a custom
on-demand
marketing platform
featuring tailored
presentations from
your executives and
our analysts
On-demand
webcasts

Wrap your custom
marketing message
around existing
Gartner research in a
co-branded publication
Newsletters

Provide access to
existing published
research
Reprints

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Events: Your opportunity to reach thousands of
IT decision makers
Applications: Trends & Technologies
Business Continuity Management
Business Intelligence
Business Process Management
CIO Leadership
Customer Relationship Management
Data Center
Enterprise Architecture
Identity & Access Management
IT Security
Master Data Management
Outsourcing
Portals, Content & Collaboration
PPM & IT Governance
Risk Management & Compliance
Service-Oriented Architecture (SOA)
SOA & Application Development
Symposium/ITxpo
The Future of IT
Wireless & Mobile
We host 70 conferences
each year around the world.
42,000 business and
technology professionals
attend annually—these are
your customers.
1,800 CIOs attend our
events every year; your
message will reach the
decision makers.

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Key Initiatives
© 2010 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. ITxpo is
a trademark of Gartner, Inc. or its affiliates.

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High Tech & Telecom
Key initiatives
New Market Opportunities
Portfolio Strategy
Sales and Channel Strategy
Acquisitions and Alliances
Sales Effectiveness
New Product Launch
Marketing Operations
Market and Competitive
Intelligence Management
AR Program Effectiveness
Go-to-Market Planning
Brand Strategy
Campaign Management
Lead Generation
Positioning and Messaging
Growth OperationalGo-To-Market
Gartner deliver world-class objective research and advice to help you
grow your business. Our insight aligns to your key initiatives to ensure
you make the right technology-related business decisions every day.
Here are the top key initiatives for high-tech and telecom clients:

17. Client Testimonial Why Gartner? Sample Insight Delivered
© 2010 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. ITxpo is a trademark of Gartner, Inc. or its affiliates.
17
Growth Initiatives
© 2010 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. ITxpo is
a trademark of Gartner, Inc. or its affiliates.

18. Client Testimonial Why Gartner? Sample Insight Delivered
© 2010 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. ITxpo is a trademark of Gartner, Inc. or its affiliates.
18
New Market Opportunities
Identify new market opportunities
Gartner enables you to assess profitable new market opportunities. Interestingly, more
than 80% of our clients are not succeeding in the markets they do play in. Therefore, we
focus on helping you not only find new market opportunities but more importantly,
ensuring you are successful with your current investment strategy.
“Cisco has grown up serving large enterprise
customers, and we knew increasing our
focus on smaller companies would require a
different approach. Gartner helped us assess
the SMB market opportunity and provided
insight into how we could position Cisco to
succeed in this market.”
Peter Alexander
Vice President
Worldwide SMB Marketing
Cisco
View client testimonial.
Gartner insight helps you analyze, discover
opportunities and decide what markets are
the best investments via market forecasts
you can trust.
Learn where to align and deploy resources
based on IT growth potential and customer
requirements in emerging markets with our
Emerging Market Analysis Reports.
Get greater confidence by validating choices
with Gartner analysts for entry targets.
Reduce risks in entry through broader
validation of plans and approaches with
Gartner analysts.
Identify competition in the new market
and understand how to overcome barriers
to entry.
Emerging Market Analysis reports deliver all the key
dynamics of the IT landscape in an emerging market, and
help you make decisions about whether to enter. They also
deliver detailed guidance on how to enter an
emerging market.
View research example.

19. Client Testimonial Why Gartner? Sample Insight Delivered
© 2010 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. ITxpo is a trademark of Gartner, Inc. or its affiliates.
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Portfolio Strategy
Identify new solution and key offering capabilities
Leverage Gartner to validate product ideas, guide your product road map decisions,
monitor the commercial viability of thousands of technologies and determine how
and when to exploit emerging technologies.
“Gartner analysts provide a broad market
touch to ensure that we are right at the
center of what customers are demanding.
They help us validate decisions that keep
our offerings distinctive and unique.”
Pekka Ray Wizbowski
VP Marketing
ForeScout
View client testimonial.
Guide your product road map with Gartner.
Test new product ideas with Gartner analysts
and validate justification for development
investment.
Figure out how, when and where you should
retire offerings.
Manage your offering portfolio over time
using Gartner User Survey Analysis reports
and Competitive Landscapes to determine
how to prioritize enhancements.
Drive innovation leveraging Gartner Hype
Cycles, which monitor the commercial
viability of 1,500 technologies in 80
enterprise technology and consumer
markets.
Figure out how and when to exploit emerging
technologies via our detailed Emerging
Technology Analysis reports.
Emerging Technology Analysis Reports deliver detailed
analyses of emerging technologies using the Gartner
Hype Cycle. They help you think about potential new
products or how to evolve your existing product
portfolio by exploiting new applications.
View research example.

20. Client Testimonial Why Gartner? Sample Insight Delivered
© 2010 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. ITxpo is a trademark of Gartner, Inc. or its affiliates.
20
Sales and Channel Strategy
Develop new channel capability
Gartner advice will help you select the routes to market such as selecting the right
channel partners, building consistent indirect channels or developing a direct sales
channel that wins more business.
“We use the trusted, independent insight of
Gartner to validate our market position,
which is enormously valuable in getting
customers and prospects to respond to our
message.”
Cinzia Gemelli
Marketing Program Leader
Enabling Business Flexibility
IBM
View client testimonial.
Help providers better manage customer
relationships.
Identify and assess industry trends and
strategies for improving sales and channel
effectiveness.
Get advice and counsel necessary to
achieve and maintain market leadership.
Better differentiate yourself and thrive in
chaotic market conditions using tactical
advice.
Use market share research to find the best
partner to expand your channel capabilities.Competitive Landscapes analyze the sales performance
and competitive approach of leading vendors in a given
market segment, including high-level analysis of how the
main competitors are performing. Use this analysis
to defend and grow your market presence.
View research example.

21. Client Testimonial Why Gartner? Sample Insight Delivered
© 2010 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. ITxpo is a trademark of Gartner, Inc. or its affiliates.
21
Acquisitions and Alliances
Find the best partners to fit your strategy
Gartner offers a wide range of M&A advice for better acquisition targeting, helping
you figure out potential targets and determining potential post-acquisition issues
with Gartner analysts.
Benefit from a range of specialized support
services when conducting M&A that leads to
greater confidence in acquisition targeting.
Access unique perspective and relevant data
on potential targets (within the constraints of
client confidentiality).
Gartner Magic Quadrants, MarketScopes
and SWOTs are essential tools to help you
select the best companies to partner with or
acquire.
Get perspective on likely customer reaction
and tracking after an acquisition.
Prioritize issues post-acquisition, leveraging
Gartner analyst perspectives.
Cool Vendor Reports are structured so that you can
quickly determine what is cool about the vendor, what its
challenges are and who in the buyer organization will
benefit from the vendor's offering. Gartner analysts select
vendors to highlight based on our sense of how impactful
they can be today and in the near future. These are great
documents to help you with your M&A plans.
View research example.
“Gartner is a trusted advisor because
they are respected and well-connected
with the IT user community. We consult
our key Gartner analyst before making
any major moves.”
Anonymous
Chief Marketing Officer
Major Global Software Company
View client testimonial.

22. Client Testimonial Why Gartner? Sample Insight Delivered
© 2010 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. ITxpo is a trademark of Gartner, Inc. or its affiliates.
22
Sales Effectiveness
Respond to a specific bid or RFP more effectively
Strengthen your proposal using syndicated Gartner research to better understand
client interests, end-user spending benchmarks, IT end-user RFP templates and
purchasing decision criteria. Leverage our insight on your competitors to ensure
you have proposed the best fit possible and differentiated yourself from your
competitors to win the business.
“A Gartner analyst recently helped us adjust
our CIO presentation to be more business-
oriented and more tightly aligned to how
CIOs evaluate and buy IT solutions. Since
getting Gartner involved, 90% of our
sessions with CIOs have led to second
sales calls with the CIO’s direct reports and
IT staff.”
Bruce Kornfeld
VP Marketing
Compellent
View client testimonial.
Leverage Gartner syndicated research on
your competitors and the marketplace to
improve your sales team’s effectiveness in
positioning to win more business.
Use Gartner analysts to craft more effective
sales proposal boilerplate, customer
presentations, etc.
Build sales tools that precisely capture your
competitive landscape and how to position
against your competition's strengths and
weaknesses.
Access the RFP toolkits and vendor selection
frameworks that your buyers utilize to help
them make their purchasing decisions.
Access Gartner proprietary IT Key Metrics
data, such as the IT end-user spending
benchmarks, to understand average IT
spending for your client demographic.
SWOT Analysis Reports enable you to know the
strengths and weaknesses of all the players in your
market space, especially your direct competitors. These
documents help you figure out how to precisely position
your products and services against your competitors to
win business.
View research example.

23. Client Testimonial Why Gartner? Sample Insight Delivered
© 2010 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. ITxpo is a trademark of Gartner, Inc. or its affiliates.
23
Go-to-Market Planning
Figure out the right targets, offering and go-to-market approach.
To devise the best go-to-market strategy, Garter helps you understand your
customers and market behavior plus competitive practices and business models.
“We target several vertical markets such as
financial services, manufacturing and retail.
Gartner insight has helped us validate our
messaging and investments in the things we
need to do to succeed in our target markets.”
John Cestar
CEO
Freeborders
View client testimonial.
Gartner insight helps you figure out what
you are offering, to whom, and how.
Use Gartner research to determine your
market strategy.
Our deep understanding of your customers
helps you to design and manage the overall
customer experience.
Analyze market share to know your position
in the marketplace as well as determine
where you would like to go—with confidence.
Use Gartner research and advice to help you
segment your customers.
Find new buyers, in new verticals or
geographies, with the most potential for
growth.
Gartner Market Forecasts are projections of IT end-user
spending for a product or market. They help you with
your go-to-market planning by deciding what markets,
verticals and regions you should invest in or exit. Clients
use this data to build and justify marketing plans as well
as segmentation analysis.
View research example.

24. Client Testimonial Why Gartner? Sample Insight Delivered
© 2010 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. ITxpo is a trademark of Gartner, Inc. or its affiliates.
24
Brand Strategy
Develop or extend your brand
Gartner offers advice to providers building or rebuilding their brand, information
including brand perception in the market, and best practices in tying your brand to
your messaging.

“We use the trusted, independent insight of
Gartner to validate our market position,
which is enormously valuable in getting
customers and prospects to respond to our
message.”
Cinzia Gemelli
Marketing Program Leader
Enabling Business Flexibility
IBM
View client testimonial.
Use Gartner insight to determine how, what,
where, when and to whom you plan on
communicating and delivering on your brand.
Learn industry best practices and get advice
from Gartner analysts who are experts on IT
B2B branding strategies.
Develop or refresh your value propositions to
win more business.
Choose the right brand architecture based on
your knowledge of competitors and industry
players in your market space.
Use Gartner customer analytics to measure
the effectiveness of a branding campaign.
Design internal and external brand rollouts
based on winning industry practices.
Gartner analysts can validate your brand
architecture.
Gartner Search Analytics enables you to measure the
frequency of how IT end users are searching on a
specific term, like a new product name. This data helps
you understand if enterprise technology buyers are
becoming aware of the new product brand and if your
branding campaign is creating interest with buyers. It’s a
way to track the effectiveness of your brand campaign.
View research example.
Search Analytics
New Product Name Old Product Name
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec

25. Client Testimonial Why Gartner? Sample Insight Delivered
© 2010 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. ITxpo is a trademark of Gartner, Inc. or its affiliates.
25
Go-to-Market Initiatives
© 2010 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. ITxpo is
a trademark of Gartner, Inc. or its affiliates.

26. Client Testimonial Why Gartner? Sample Insight Delivered
© 2010 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. ITxpo is a trademark of Gartner, Inc. or its affiliates.
26
Campaign Management
Plan, execute and measure a promotional campaign
Gartner helps campaign managers successfully target buyers and influences
through planning and implementing effective marketing campaigns to validate
central messaging and themes, "hot topics" in the marketplace and knowledge of
your target audience—all measured through Gartner customer analytics.
“When we launched our campaign, we
decided to collaborate with Gartner to
present to our prospects how we define and
position SOA with WebSphere.”
Cinzia Gemelli
Marketing Program Leader
Enabling Business Flexibility
IBM
View client testimonial.
Gartner helps campaign managers plan,
create and implement the most successful
marketing campaigns targeted at IT buyers.
Validate your campaign approach,
messaging and themes.
Measure campaign effectiveness through
Gartner customer analytics—inquiry and
search trends.
Know the hottest topics in the industry in
order to focus your campaign on what your
target audience will care about the most.
Get our advice on marketing
communications, including advertising,
publicity, education, external relationship
management, etc.
Learn how to integrate social media in your
B2B marketing plans.
Gartner Inquiry Analytics enables client to see if their
advertising campaign had some play in the market. This
data can be used to provide high-level insight
management to show them how your advertising
campaign performed, and justify spend. This is a real
example of using inquiry analytics trend to track an
advertising campaign. One company saw a huge spike in
Gartner inquiries the quarter their advertising campaign
was in flight.
View research example.
Inquiry Trend
All Vendors (for comparison) CSC
-20%
-10%
0%
10%
20%
30%
40%
4Q07 1Q08 2Q08 3Q08 4Q08

27. Client Testimonial Why Gartner? Sample Insight Delivered
© 2010 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. ITxpo is a trademark of Gartner, Inc. or its affiliates.
27
Lead Generation
Generate demand for products and services
Ensure you are maximizing your lead generation programs using Gartner research
and advice. Find out what topics should generate the most interest in your
programs. Leverage our analysts’ deep technology expertise to promote internal
and external education and thought leadership .
“About 1,000 people viewed our initial
webcast, which delivered approximately 300
qualified leads, putting many new sales
prospects in the pipeline. One of those leads
resulted in our closing a huge deal with a
bank in the Middle East.”
Grace Carter
Analyst Relations Manager
WebSense
View client testimonial.
Leverage the Gartner brand through co-
branded webinars and event sponsorship in
order to generate a higher volume of
qualified leads.
By leveraging Gartner programs, clients have
experienced as much as 50% improvement
in ROI over in-house audience development
and media asset utilization. .
Get the research and advice you need to
build the best lead-generation vehicles for
your company based on industry best
practices and benchmarks.
Gartner Media Products enable you to leverage the
highly regarded global Gartner brand for co-branded
webinars and newsletters. Our clients tell us that they
generate more qualified leads and ROI improvement
by as much as 50% with Gartner Media Products.
View research example.

28. Client Testimonial Why Gartner? Sample Insight Delivered
© 2010 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. ITxpo is a trademark of Gartner, Inc. or its affiliates.
28
Positioning and Messaging
Create marketing communications that win business
Gartner provides a wide range of first-class resources to help you craft your value
proposition, particularly Gartner analysts who listen daily to your buyers. Rise
above the market noise with truly differentiated communications.
“We involve Gartner analysts to help keep
our value proposition relevant, innovative
and competitive.”
Bruce Kornfeld
VP Marketing
Compellent
View client testimonial.
Get advice on how to best position your
products and services from the advisors who
are listening to your buyers every day.
Determine what differentiating attributes you
can claim and what “table stakes” attributes
you need to include.
Leverage Gartner methodologies such as
Magic Quadrants and SWOTs to precisely
position your strengths and weakness vs.
your competitors.
Make sure you are leveraging our world-
renowned methodologies to help you figure
out the best way to position yourself in the
marketplace.
Use Gartner Marketing Essentials research
that elucidates IT marketing best practices in
order to build compelling sales tools and
messaging that wins business.
Magic Quadrants and MarketScopes enable you to
know the strengths and weaknesses of your products
compared to your competitors’, helping you develop
positioning and messaging that really differentiate you.
By understanding an objective perspective on where
Gartner positions you in the marketplace, you can
create a unique value proposition for your offerings.
View research example.

29. Client Testimonial Why Gartner? Sample Insight Delivered
© 2010 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. ITxpo is a trademark of Gartner, Inc. or its affiliates.
29
Operational Initiatives
© 2010 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. ITxpo is
a trademark of Gartner, Inc. or its affiliates.

30. Client Testimonial Why Gartner? Sample Insight Delivered
© 2010 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. ITxpo is a trademark of Gartner, Inc. or its affiliates.
30
New Product Launch
Launch new offerings or releases
With Gartner qualitative and quantitative research spanning the marketplace, you
can determine market needs and differentiate your new or enhanced products to
best meet customer requirements, and build a bulletproof business case that puts
the right product in the market at the right time.
“We were able to define even more
specifically the connection between market
needs and the products we provide. Gartner
research was invaluable in helping us see
what differentiated our products in the
marketplace.”
Jos Halkus
CEO
Dexton
View client testimonial.
Determine market needs, customer
requirements and competitor features to help
differentiate your products.
Get the necessary facts to justify your
business case for a new product or
enhancements.
Leverage Gartner analysts' understanding of
the marketplace to determine best market
timing for launch.
Measure awareness of the new product
through Gartner search analytics
User Survey Analysis Reports deliver user wants and
needs for IT solutions. Delivers to the product team
what the market is looking for, and what features will
resonate with them the best to attract them to buy your
new product. This survey data helps you ensure you’re
properly aligned to market needs and are building the
product to meet customer requirements without having
to do costly and time-consuming market research.
View research example.
User Survey Analysis
5.53
5.57
5.58
5.68
5.79
5.81
Improving the Quality
of Your Business
Improving Customer
Satisfaction
Continuous Process
Improvement
Reducing Costs
Improving Customer
Experience
Improving Business
Agility

31. Client Testimonial Why Gartner? Sample Insight Delivered
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31
Marketing Operations
Drive marketing plans and budgets and measure results
Leverage Gartner IT marketing budget surveys and industry best practices for
marketing processes. Gartner will help you deploy the necessary marketing
infrastructure to maintain consistent and streamlined processes.
“Gartner insight and advice help us highlight
the unique attributes of our brand, validate
our overall product road map and invest in a
solution portfolio that takes maximum
advantage of what customers demand.”
Steve Schick
Director, Corporate Communications
Blue Coat
View client testimonial.
Use our IT marketing budget surveys to help
justify your marketing budgets and make
investment decisions.
Understand industry best practices on how to
organize your organization, design marketing
processes and achieve the highest
productivity.
Get frameworks on how to build a marketing
plan and determine the required
infrastructure and investments to make the
plan happen successfully.
Access comprehensive research on
marketing technologies such as CRM and
sales force automation, for your own vendor
selection around the automation of marketing
processes.
Use Gartner customer analytics as metrics to
measure your marketing effectiveness.
Marketing Essentials Reports deliver tactical advice on
how to build a strong channel capability. Gartner
analysts will inform you of industry best practices and
provide recommendations from what best-in-class
providers are doing with regards to their sales strategy
and channels.
View research example.

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32
Market and Competitive Intelligence Management
Deliver high-quality decision support
Gartner enables you to deliver cost-effective, accurate market analyst and forecast
projections based on proprietary market share and forecast data, as well as to
supplement data as needed through Gartner user surveys and market trend
analyses, presenting high-quality results through professional Gartner research
deliverables.
“Gartner insight and access to experienced
analysts deliver value at every phase of our
market research.”
Larry Fleischman
Marketing Director
Televerde
View client testimonial.
Leverage Gartner market share and forecast
data to deliver accurate market analysis and
forecast projections.
Deliver high-quality analysis easily in a highly
responsive manner through Gartner research
deliverables.
Supplement market data with user surveys
and market trend analysis conducted by
Gartner analysts.
Leverage our market data to save dollars
and time on expensive custom research
initiatives.
Gartner Market Share Statistics deliver over one
terabyte of continually updated market share data on
over 2,000 vendors and over 230 distinct categories of
products and services across the entire IT value chain.
View research example.

33. Client Testimonial Why Gartner? Sample Insight Delivered
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33
AR Program Effectiveness
Measure the impact of your AR program
Gartner allows you to optimize your AR program through the AR dashboard to
quantify overall effectiveness, including analyst coverage of client interest, measure
the readership of research written about your company through Gartner Analytics,
and stay current on best practices through vendor briefings and membership in our
AR community program.
“Gartner is one of the cornerstones of our
analyst relations strategy.”
Kathy Ruggiero
VP Corporate Marketing
IONA Technologies
Gartner AR Community.
Quantify how your AR program drives
Gartner analyst coverage and subsequently
arouses client interest in your products.
Utilize the 12,000 Gartner Vendor Briefings
each year.
Leverage our exclusive AR dashboard built
with and for AR professionals so you can
quantify your effectiveness.
Measure the readership of research written
about your company via Gartner Analytics.
Learn industry best practices and get
updates on our research and policies by
participating in our AR Community Program,
including networking events like the Gartner
AR Forum.
Gartner Readership Analytics delivers analytics on the
2.7 million research document views by Gartner end-
user clients. The reports tell you which documents are
read most as well as the demographic profile of the
clients who are reading them.
View research example.

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34
Your Value Plan
© 2010 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. ITxpo is
a trademark of Gartner, Inc. or its affiliates.

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35
Impact Assessments
We assess the business value
impact Gartner delivers to your
through formal client impact
assessment reviews.
Impact assessments are periodically
scheduled meetings where we review your
value plan and ensure Gartner is meeting
your expectations and deliverable
milestones.
Impact assessments measure the business
value impact Gartner delivers to your
organization aligned to your key initiatives
through usage patterns and testimonials.

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36
XYZ Company
Value Plan
Your Business Initiatives
1. Challenges in articulating the business value and mapping it to technologies offerings
2. Raising C-level coverage and mind share
3. Leading new categories and thought leadership in technology offerings
Aligned Gartner Activities
Date Interaction Type Details
15-Dec-09 Vendor Briefings Scheduled with Rakesh Kumar via ATC
12-Jan-10 Analyst Inquiry Scheduled for December 19 in Tacoma with senior VP of marketing and global CMO
and Gartner analyst Richard Fouts
3-Dec-09 Webinar High-Tech Tuesday Series: How to Construct a Unique Value Proposition
3-Dec-09 Research User Survey Analysis: European Customers Confirm Growing Focus on Green IT
16-Jan-10 Analyst Inquiry Scheduled with Jay Pultz on December 15 at 2 p.m. via ATC
3-Dec-09 Analyst Inquiry Scheduled for December 19 in Tacoma with senior VP of marketing and global CMO
and Gartner analyst Richard Fouts
19-Dec-09 SAS Scheduled for December 19 in Tacoma with senior VP of marketing and global CMO
and Gartner analyst Richard Fouts
14-Jan-10 Event Data Center Conference, Las Vegas (Dec 1 – 4, 2009)
3-Dec-09 Research How to Craft a Unique Value Proposition
3-Dec-09 Research Magic Quadrant for Data Center Outsourcing Services
3-Dec-09 Analyst Inquiry Scheduled with Richard Fouts on December 3 at 1 p.m.
12-Dec-09 Vendor Inquiry New Product Launch Announcement: Data Center Back-up Offering
Client Owners
Seat Holders Title Suggest Offerings
Jack Smith Vice President of Marketing Product Management & Marketing
Carol Cook Vice President, New Business DevelopmentPMM Segment
Tom Honsane Senior Vice President, Marketing Product Management & Marketing
Sample Value Plan

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37
Next Steps
© 2010 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. ITxpo is
a trademark of Gartner, Inc. or its affiliates.