Build the Business Case Presenter's Name Build the Business Case UPDATED 30 AUGUST 2018 Gartner for Sales Leaders

Use this business case toolkit to communicate how Gartner for Sales Leaders is positioned to help you deliver your critical priorities and accelerate the organizational objectives they align to.

Build alignment with your CEO Acknowledge their priorities Drive long-term growth and strong quarterly performance Ensure financial stability Monitor and reduce risks and disruption Exploit digitalization and technology opportunities to drive innovation and create efficiencies Anticipate possible concerns Additional investment in consultancy-style support “Gartner can help us drive greater value and impact from those engagements by equipping us with the guidance and resources required to execute on the recommendations quickly and effectively. And in some instances, we won’t need the consulting support. Instead of paying per project, we can leverage tailored support from their 2,000+ experts throughout the life cycle of our business- critical initiatives to mitigate the risk of delays and unsuccessful implementations.” Questionable relevance for our company or industry “Gartner’s 2,000+ experts speak daily with leaders across industries and regions to help over 15,000 companies achieve their priorities. Through this exposure, these experts identify where solutions are common and where application to an industry needs to differ. For example, Gartner has cross-industry focus areas for technology research based on those respective needs. Our dedicated account team tailors the support to our needs and the needs of our business.” Commitment to a multi-year investment “Our initiatives and long-term strategy align to the multiyear proposal. Since these have a two- to three-year life span, this arrangement will support our strategic trajectory, while allowing us to spend less time being pulled into transactional discussions. Additionally, we will lock in commercial terms and avoid price increases.”

Build alignment with your head of sales Acknowledge their priorities Develop and execute commercial strategy for the business, and manage all sales teams Generate profitable top-line growth through net new clients, client retention, and growth in existing accounts Prioritize investments in sales organization and manage expenses Anticipate possible concerns Budget limitations “Gartner can actually help us spend more efficiently with limited resources. We’ll have access to benchmarks and diagnostics that will help us quickly identify efficiencies, and access to experts who will help us determine the right way to drive those changes. As technology plays a growing role in our business strategy, we will be able to rely on their technology expertise to make the right investments and reduce risk.” Additional investment in consultancy-style support   “Gartner can help us drive greater value and impact from those engagements by equipping us with the guidance and resources required to execute on the recommendations. As a result, our teams will build the internal skills needed once the consultants leave. Gartner’s collaboration isn’t per project. We can access the right expertise from over 2,000 experts throughout the life cycle of our business-critical initiatives, reducing the risk of delays and unsuccessful outcomes.” Commitment to a multi-year investment “Our initiatives and long-term strategy align to the multiyear proposal. Since these have a two- to three-year life span, this arrangement will support our strategic trajectory, while allowing us to spend less time being pulled into transactional discussions. Additionally, we will lock in commercial terms and avoid price increases.”

Build alignment with your sales leadership team Acknowledge their priorities Manage day-to-day operations of the sales function Help sales team sell more effectively Reduce friction in the sales process Utilize new technologies Ensure that sellers have the competencies to deliver results Anticipate possible concerns Getting distracted from higher-priority projects “The service is specifically tailored to support the delivery of our critical priorities. Each seatholder will have his or her own service plan that will align to each of our priorities. This ensures that the service is aligned to our highest-priority projects and designed to accelerate them. This means I will have Gartner help to execute our initiatives more quickly, with more confidence and with a greater likelihood that I can deliver on time and on budget.” Lack of time to utilize the resources “If anything, this is likely to save you time. Gartner experts and the account team tailor their guidance and recommend the solutions that will help you address your specific priorities, and you’ll also be guided on the implementation. Their tools and frameworks are also designed to be quickly customized and deployed.”

Presenter's Name Service overview

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

Gartner’s insight advantage Quantitative Method Rigorous methodology World-class statisticians and economists Multi-modal surveys and advanced analysis Dedicated Analysis Method Former practitioners aligned to covering technology and technical disciplines 1,300+ analysts serving 10,000 organizations, and 60,000 clients Unrivaled Sales Coverage Peer-Sourced Method 750+ sales organizations create a rich “supply chain” for insight Documented, benchmarked, and validated best practices

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

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 Account Planning and Management Key Account Management New Customer Acquisition Sales Development Early Pipeline and Lead Management Sales Talent Management Frontline Sales Talent Management Improving Sales Manager Effectiveness Sales Effectiveness and Enablement Seller Enablement Leading and Managing the Sales Enablement Function Sales Strategy and Design Sales Force Design Channel Management Leading and Managing the Sales Function Sales Operations Compensation Design and Management Sales Operations Management Sales Analytics

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.

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