Project support overview Presenter's Name Project support overview UPDATED 30 AUGUST 2018 Gartner for Sales Leaders

Join a network that provides a unique advantage With insights powered by our network, you’ll gain an unparalleled perspective into the challenges and opportunities shaping businesses across functions, regions and industries. 750+ sales organizations We work with a network of sales leaders from more than 750 organizations around the world C-suite perspective By working with thousands of CXOs across every major business function, we provide a fast and insightful view of critical business trends and their implications for sales 73% of the Global 500 Leaders from small organizations to multinational enterprises rely on our insight to achieve their mission-critical priorities Customer Service Finance Human Resources Information Technology Legal and Compliance Marketing and Communications Product and R&D Sales Strategy Supply Chain

The right option, for the short and long term Do-it-yourself Good source for sharing common challenges Low cost Uncertain quality of insights and solutions identified Resource intensive Best of both: expertise and network-driven insight on best-practice sales solutions Support tailored to your critical priorities throughout the life cycle of the projects associated with them Exclusive sales leadership meetings and virtual events at no additional cost Easy-to-use tools and guidance to help you execute efficiently Management consulting High-quality recommendations about your systems High cost as their team takes time to ramp up Bias toward proprietary solutions Lack of peer-based insights or executive meetings

Our priority? Helping you to deliver yours Illustrative example What are your critical priorities? We align our support to deliver the guidance and resources you need to accomplish your critical priorities. Drive business growth Which initiatives are crucial to their success? Delivering you priorities will depend on the success of several underlying projects. We’ll work with you on a plan for executing them effectively. Help sellers identify key growth opportunities in existing business. Stand up a key account program. Standardize sales processes to enable scalable growth. Who are the people leading these initiatives? Our solution is designed to support you and the people on your team critical to the delivery of your priorities. Sales Enablement Leader CRM Director Frontline Sales Leader Sales Enablement Leader Sales Operations Leader What support do they require to succeed? We configure each individual’s service to provide the level of expert guidance and support they require to execute effectively on their personal objectives. Research & Best Practices Diagnostics Benchmarks & Case Studies Webinars & Online Learning Decision Support Expert Inquiry Live & Virtual Meetings

Fuel your decisions with unrivaled sales and technology insight Delivering your critical priorities depends on making the right decisions in an uncertain business environment. Our unique capabilities will help you to make choices that will accelerate your success. Expert, strategic advice The deep expertise of our global team of 2,000+ analysts, researchers and advisors will equip you with the strategic guidance to identify, evaluate and implement your sales and technology initiatives with clarity, speed and confidence. Peer-powered insights Rely on proven solutions based on the successful approaches of hundreds of sales organizations. Our best practice research, tools and frameworks will help you to save time and reduce uncertainty in the execution of your critical initiatives. Robust metrics and data Prioritize resources and solve problems effectively by framing your decisions upon robust data and analytics, in addition to a range of unique performance benchmarks and functional diagnostics.

We cover a range of key sales and technology initiatives to equip you for success Your service will be designed to help you deliver the underlying projects and initiatives that are crucial for addressing your biggest sales challenges. Account Management and Growth New Customer Acquisition Sales Operations Sales Effectiveness and Enablement Sales Strategy and Go-to-Market Design Sales Talent Management On the following pages, find sample project support overviews for a number of these initiatives.

Presenter's Name Sales strategy UPDATED 30 AUGUST 2018

We’ll help you to tackle your critical challenges Sample projects Typical questions your peers seek to answer Develop a strategic plan to reach revenue goals What are the ingredients of a successful sales strategy? How do we motivate sellers to work towards advancing our corporate strategy? Remediate performance gaps in the sales function What areas should we invest in for the largest ROI? How does our Sales function compare to other organizations? Align sales compensation with strategic objectives How can we revise our compensation plan to drive sellers to specific behaviors? What incentives should we offer to keep high-performers happy and engaged? Improve sales and marketing alignment How can we bring together teams with different backgrounds, experiences, and priorities? How can we improve the quality of leads marketing passes over to sales? Optimize go-to-market strategy How can we adjust our GTM strategy to improve profitability while reducing cost of sale? What role should digital play in our GTM strategy?

Tailored expertise and resources deliver impact in the areas crucial to your success Benchmark your sales strategy Upgrade your sales strategy Stay ahead of the latest developments How does my sales leadership and strategy stack up? How do we ensure our sales leadership and strategy enables the organization to succeed? How do I keep my sales strategy moving forward? Evaluate the functional maturity of your sales organization with the Ignition Diagnostic Assess your organization’s ability to drive account retention, cross-sell, and upsell with the Account Growth Diagnostic Compare your function’s investments, productivity measures, and resource allocation with the Sales Productivity, Technology and Operations Benchmark Set your sales compensation at a level that attracts and retains top talent with the Sales Compensation Benchmark Review best practices to upgrade free customers to paid customers with this report Create a cohesive sales strategic plan that complements your strengths with this Ignition Guide Communicate your sales strategy clearly and effectively with this template Assess and segment customers according to how and why they buy using this advice Build a prioritized list of potential organization- wide talent improvements with this Ignition Guide Calculate the right size for your sales force using the advice from this white paper Understand how making it easier for your customers to buy improves sales success by reading this article Manage major and distributive business events with guidance from this GrowthPath Learn how to boost performance during change initiatives with this report Monitor the evolution of emerging trends and anticipate impacts to your sales organization with this Gartner Expert Research Understand the four keys to a successful leadership transition using this research

Your first 90 days as a client Illustrative Month 1 Month 2 Month 3 Written research Evaluate the effectiveness of your sales organization using the Ignition Diagnostic Build a strategic plan that takes advantage of your function’s strengths to help meet your growth goals with our Ignition Guide to Strategic Planning Understand how growth companies maintain momentum in today’s market with our Executive Guidance Optimize your customer segmentation strategy with this advice Monitor the evolution of emerging trends and anticipate impacts to your sales organization with Gartner Expert Research Service associate support Kick off this initiative with your service associate to discuss your challenges and align key resources. Review progress with your service associate and create a forward engagement plan. Review progress to ensure continued delivery of the right resources at the right time. Expert inquiries Discussion: How have other clients with similar strategic goals met their targets. What roadblocks should we prepare for? Diagnostic Results Discussion: How do our Ignition Diagnostic results compare to other organizations? What are our lowest areas of maturity and how might they impede our strategic goals? Trends Discussion: What trends are you seeing that I should be aware of that might impact our ability to meet revenue goals over the next 1-2 years? Live events Annual Executive Retreat: Selling in the World of Digital Buying Workshop: An Introduction to Commercial Insight

Presenter's Name Sales operations UPDATED 30 AUGUST 2018

We’ll help you to tackle your critical challenges Sample projects Typical questions your peers seek to answer Redesign sales territories for optimal coverage What criteria should we use to determine sales territories? How many accounts should each seller have? Determine ideal sales force size Is reducing sales headcount a good way to cut costs? How do I model the relationship between additional sellers and revenue? Modify compensation plan to reduce cost of sale What is the right mix of variable versus base pay? How should I communicate compensation plan changes? Reduce discounting with centralized CPQ application What types of productivity gains can we expect after implementing a CPQ application? Do the benefits of cloud based CPQ systems outweigh the recurring costs? Implement new CRM sales technologies to improve efficiencies What are the key capabilities I should look for in a new CRM system? How can I estimate how much this system will cost our organization?

Tailored expertise and resources deliver impact in the areas crucial to your success Benchmark your sales operations practices Upgrade your sales operations practices Stay ahead of the latest trends How does my sales operations stack up against best-in-class organizations? How do we plan and execute against key sales operations priorities? How do I keep my sales operations function moving forward? Compare your organization’s technology investments to peers using the Sales Productivity, Technology, & Ops Benchmark Estimate the total cost of ownership of a CRM project with this expert report Benchmark your compensation plan against industry peers using our Sales Compensation Benchmarking Platform Evaluate the size of your sales territories with our Territory Size Benchmark Tool Assess the size of your sales force with these sizing tests Create selling rules and territory definitions with our Territory Alignment Tool Evaluate emerging and mature CRM and sales technology in the Gartner Hype Cycle Assess sales channels and go-to-market strategy with our Channel Selection Tool Select an enablement technology vendor that meets your needs with this Ignition Guide Build an RFP for a sales force automation solution with this toolkit Optimize base/variable pay mix using this advice Learn how to redesign your compensation plan with this white paper Understand the critical considerations for territory design with this advice Make critical decisions about your CRM sales technology strategy using Gartner Expert Research Discover what sales technologies are available and how they can aid your strategy with a Vendor Guide

Your first 90 days as a client Illustrative Month 1 Month 2 Month 3 Written research Benchmark your compensation plan against peers with the Sales Compensation Benchmarking Platform. Understand the critical steps of compensation plan redesign with this white paper. Select the right compensation plan metrics with this white paper. Learn how to balance base and variable compensation with this white paper. Learn about the critical capabilities and vendors of sales performance management solutions with this Gartner expert research. Communicate compensation plan changes using our guidance. Service associate support Kick-off this initiative with your service associate to discuss your challenges and align key resources Review progress with your service associate and create a forward engagement plan. Review progress to ensure continued delivery of the right resources at the right time. Expert inquiries Discussion: What challenges are you trying to address through the compensation plan? Discussion: Review proposed changes to compensation plan to spot red flags. Discussion: How would a sales performance management solution boost efficiency? Discussion: How are you planning to communicate compensation plan changes?

Sales talent management Presenter's Name Sales talent management UPDATED 30 AUGUST 2018

We’ll help you tackle your critical challenges Sample projects Typical questions your peers seek to answer Design a formalized coaching program What are the key characteristics of an effective coaching program? How do we sustain coaching and prevent managers from reverting to old behaviors? Design and deliver high value training What are the most important skills and behaviors to focus sales training on? How do we get sellers to consistently apply skills learned in the classroom in the field? Develop a competency model What are examples of effective and ineffective seller behaviors? How can we use a sales competency model to improve performance? Develop seller into managers How do I determine which of our sellers would make effective sales managers? What do effective sales manager competencies look like and how do I deploy them?

Tailored expertise and resources deliver impact in the areas crucial to your success Benchmark your talent management strategy Upgrade your talent management effectiveness Stay ahead of the latest developments How does my skill development and enablement strategy stack up? How do we ensure our skill development strategy helps our sellers succeed? How do I keep our skill development and enablement strategy moving forward? Diagnose your managers’ abilities across a range of critical skills with the Frontline Sales Leadership Diagnostic See how FedEx focuses sales manager’s efforts to where they drive the most results with a case study Benchmark your L&D function’s ability to deliver high-value training with our Sales Learning and Development Benchmark Learn about the critical competencies of high- performing frontline sellers as well as account managers in our white paper Compare your function to peers’ using the Sales Enablement Benchmark Select high-performing sales manager candidates with the manager competency framework Understand what sales technologies are available and how they can aid your strategy with this vendor guide Create a curriculum that helps sellers build strong negotiation skills with the Negotiation Skills Starter Kit. Help train managers on how to innovate around stalled deals with the ideation toolkit Support skill-level coaching interactions with the Challenger Coaching Guide Improve collaboration between sellers and specialists to increase sales effectiveness using this white paper Evaluate and reduce the complexity of your current enablement support ecosystem with guidance from this case study Establish a coaching accreditation program to group managers by demonstrated coaching proficiency using our white paper Improve sales managers’ approach to pipeline management and forecasting using Gartner Expert Research

Your first 90 days as a client Illustrative Month 1 Month 2 Month 3 Written research Diagnose your managers’ abilities across a range of critical skills using the Frontline Sales Leadership Diagnostic Ensure your managers have the skills necessary to succeed with the sales manager competency framework See how FedEx helps sales manager’s reinforce the most critical skills with this case study Arm your sales managers to improve critical seller behaviors that drive commercial success with tools from GrowthPaths Improve sales managers’ approach to pipeline management and forecasting with Gartner Expert Research Establish a coaching accreditation program to group managers by demonstrated coaching proficiency using our white paper Service associate support Discuss your challenges with your service associate and align key resources. Discuss deployment of the Learning and Development Benchmark Review progress with your service associate and create a forward engagement plan. Review progress to ensure continued delivery of the right resources at the right time. Expert inquiries Discussion: What can we do to help our sellers apply in the field what they learn in the classroom? Discussion: What sales skills are more important today than they were five years ago? Discussion: How can we design a training curriculum that complements manager coaching efforts? Diagnostic Results Review: Which of our managers are struggling to coach effectively and how can we help them? Workshop Follow-up: What are you planning to change based on the Developing Managers workshop and how can we support the transition? Live events Annual Executive Retreat: Selling in the World of Digital Buying Workshop: Developing Managers for the Insight Selling Era

Deliver on your critical sales priorities We’re ready to help you excel against your critical sales challenges. Get in touch to discuss how we can fast-track your success. connect@gartner.com