Gartner Solutions Overview Presentation Title Gartner Solutions Overview Prepared by Mikhail Sharma Direct: 239.225.4126 Mikhail.Sharma@gartner.com Conference Name Month XX, 20XX Venue City, ST Presenter's Name Notes accompany this presentation. Please select Notes Page view. These materials can be reproduced only with written approval from Gartner. Such approvals must be requested via e-mail: vendor.relations@gartner.com. Gartner is a registered trademark of Gartner, Inc. or its affiliates. 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. © 2010 Gartner, Inc. and/or its affiliates. All rights reserved.

Executive Summary Contract Review Savings Benchmarking IT maturity around people, process, technology Developing IT Strategy ERP Upgrading/Implementation Security IT Budgeting and Financial Management Communicating Business Value of IT Policies & Procedures Technology Trends Sunny D targets to remain a respected leader in the North American beverage industry. Sunny D seeks to leverage technology to provide innovative solutions to business problems and to drive market share growth through IT and marketing. Technology is increasingly important in every facet of its operations: from enabling the workforce to providing expedient access to information for educated business decisions. Currently, Sunny D is at a critical stage where IT must begin to support the overall corporate strategy and leverage new technologies to help grow & secure the organization. Sunny D is continuing to target investments in Information Systems and technology to meet the expectations of key stakeholders, and to enable business growth. In order to meet the goals of the business, Mike has identified Gartner to be a strategic partner by providing world-class insight via case studies, best practices, benchmarking data and Analyst expertise to ensure that Sunny D’s technology is leveraged as a competitive differentiator and business enabler throughout the these critical stages. Gartner is confident that this relationship will provide the ROI to justify the investment. The areas where Mike (and team) will be able to immediately utilize Gartner include, but are not limited to: END USER

Gartner Overview 60,000 clients in 85 countries 12,000 distinct organizations worldwide 70% of the Fortune 1000 and 76% of Global 500 5,000 CIOs in Executive Programs 55 conferences annually 31,000 event attendees 10,000 media inquiries 5,500 benchmarks In-depth coverage in 9 industries 900 + analysts across 80 countries 290,000 client interactions Gartner is uniquely positioned to deliver a depth, breadth and quality of expertise you won’t find anywhere else “Gartner acts as an extension of my staff and as an intelligent filter to the oceans of information I need to track and monitor. With Gartner, I get opinions that are objective, unbiased and candid.” JOSEPH D. “JODY” GILES CIO, Under Armour

The Four Ways We Can Help You Optimize Costs Get the best pricing and terms Our analysts review thousands of contracts each year across hardware, software, telecom, and services, uncovering ~15% hard-dollar savings in 3 out 4 contracts. Identify and prioritize opportunities Self-assess where you stand by comparing yourself to the largest repository of IT cost and performance data in the industry (Gartner IT Key Metrics Data, ITBudget and ITScore) Implement initiatives and improve processes In-depth research, analyst and peer advice on 20 distinct cost savings initiatives to help you avoid major pitfalls and get the highest returns in shortest time. Enable innovation and business transformation Cost optimization is not limited to reducing IT cost. We can help you drive growth within business by using IT to make money, gain efficiencies and competitive advantage. 1 2 3 4 Be able to articulate the 4 ways in which Gartner can help clients.

Measuring Impact: Gartner’s ROI… Is so strong that 85% of small and midmarket clients renew their services annually Save 20-30% on your total spend by analyzing the Total Cost of Ownership, ROI & Benefits, Scope & Risk Cost Avoidance Understand what other organizations like yours are spending Budget Justification Contract Savings We review hardware, software, telecom & services contracts / proposals yearly - we find savings averaging 10-20% in: 90% of Telecom; 75% Hardware & Software Maturity Assessments Immediately understand IT process maturity and improvement steps Time is Money Average decisions in small-midsize organizations take 8-9 months, Gartner reduces that decision time frame by 30 – 60% Immediately know best in class unpublished price, terms, service levels, clauses, etc Contract Negotiations Head Count/Staff Extension How much would it cost to staff 900 IT subject matter experts? 1 Full-Time Employee with more than 25 years IT experience? 1 Consultant? Decision Confidence Use one trusted, unbiased source for all your due diligence – lead with confidence Benchmarking / IT Key Metrics Save 19% of overall IT costs by understanding the best in class metrics; know what your IT spend should look like as % of Revenue and operational budget Global Networking Connect instantly and globally with your peers: identify pitfalls & vendor reviews

How Midsize Clients Engage Gartner Learn From Research Deep vertical coverage in nine industries 110,000 research docs across 1,200 topics covering all aspects of IT Targeted to your role, key initiatives and purchasing decisions Talk to an Expert Proprietary methodologies and interactive models applied to provide clear insight and actionable advice 900+ analysts engaging in 280,000 client interactions a year in 85 countries Specific advice on your challenges, opportunities and projects Attend Conferences Content specific to your role, key initiatives and purchasing decisions 55 yearly conferences worldwide attracting 37,000 attendees Access to analysts, industry peers and top solution providers Contract Reviews Leverage industry research and unmatched market data to get the best pricing, terms and conditions on all of your vendor agreements 470 experienced consultants with industry-specific expertise In 75% of contracts we review we are able to find 10%-15% savings Network With Peers Exchange ideas, expertise and best practices with peers Connect with a growing community of peers drawn from our clients in 12,500 organizations, with 30% in the Midsize Market. World’s largest community of CIOs and IT executives

Mike Shortens Top IT Initiatives for 2014 Overview: The purpose of this executive summary and presentation is to illustrate the impact Gartner will have on Sunny Delight regarding the IT and business initiatives currently affecting your organization. I.E. ERP, Cloud Implementation, Security, Supply Chain and Infrastructure upgrades, etc. Primary Projects Business Issue Goal/Outcome Impact to Corporate Goals How Gartner Provides Value ERP Satisfy current demands, and increase capacity for future demands Meets new requirements due to rapid growth Price Management, Warranty Mgt. Vendor selection process Supports 10% Growth Goal Maximizes the bottom line by optimizing inventory and efficiencies Increase retention and customer engagement Gartner’s Pace-Layered Application strategies plan and implement enterprise-wide changes critical to achieving long-term business goals. We break the common cycle of getting ‘locked-in’ to expensive ERP implementations that later must be reconfigured to adapt to emerging technologies Organizations that use Gartner’s expertise gain risk and cost management savvy. Organizations tend to underestimate the effort and risk associated with upgrading ERP systems and application suites, and are typically tied to backbone technology for 10 years or more. Cloud Reduce costs Integrate future technologies Move from current processes and allow increased growth Growth in the right areas: Recurring customers and retention targets Optimize efficiencies Gartner helps clients separate the hope from the hype, avoid costly mistakes, and achieve better returns on their cloud computing investments. We help clients develop a strategic approach to cloud computing via a decision framework and sourcing strategy for selecting cloud services. Our research delivers specific and targeted advice, toolkits and reference documents. Our research shows how clients can cut infrastructure costs, reduce application development times, increase flexibility and reduce time to market. Security Keeping data secure in the future, specifically with a move to a cloud infrastructure Data Integrity Protects valuable data Reduces hair pulling We help clients minimize internal and external risks to their business operations and ensure the integrity of mission-critical data and applications. Our research helps security leaders select, design and deploy efficient, cost-effective technologies, services and processes. We help identify infrastructure vulnerabilities, protect enterprise data and applications, monitor the environment and remediate attacks quickly. Why is Gartner uniquely positioned to help its provider clients understand customers and markets, innovate better products, and beat the competition? The answer, Gartner has a unique perspective from its role as an advisor to both technology provider organizations AND end-user clients. This perspective helps technology providers gain vital insight into their clients. Gartner analysts respond to over 120,000 end-user client inquiries every year. The vast reservoir of knowledge collected from these client inquiries helps analysts understand customers’ needs, preferences, and buying behaviors. It provides insight into customers’ perceptions, concerns, and satisfaction levels. This translates into advice that helps our clients develop a stronger brand based on the delivery of better products and services.

Sample Proposed Engagement Plan for Sunny Delight-Mike Shorten Have Gartner analysts give you practical advice on host of deployment and operational issues Have Gartner analysts review proposals and help you get the best pricing and terms Analyst Inquiry call with Pat Phelan on your ERP Program Analyst Inquiry call with Rob McMillan on IT Score August September October 1 8 15 22 6 13 20 27 3 10 17 24 30-day check-in Check-in ”Best Practices for Evaluating and Selecting ERP System Integration Services” “Toolkit: ERP and Business Application Support Strategic Staff Planning Tool” “Align Information Security Governance with Your Broader Information Governance Initiatives” “Use the Change Agent Role to Increase ERP Project Success ” “Toolkit: How to Develop an Effective ERP Strategy” Written Research and Tools “The Five Phases of an ERP Project: How to Start the Strategy and Planning Phase” . “Best Practices for Transitioning ERP Support from the Develop Phase to the Operate and Evolve Phase ” “Use a Pace-Layered Application Strategy to Clean Up ERP During Upgrades ” IT Score for ERP Subject Matter Experts “Long Range Planning Guidance for Information Security and Risk Management: Gartner's 2020 Scenario” Peers

Gartner’s Coverage of ERP © 2014 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates.

ERP Implementation Best Practices Why ERP Projects Fail People: Inadequate visible top executive support Inability to commit resources High turnover / loss of skilled staff Uncommitted sponsorship Lack of business involvement and ownership Process: Oversold, unrealistic expectations that are too far out on the horizon Underestimated the organizational change management requirements Inexperienced large-scale ERP program management Poorly executed change management plan Focused on rapid implementation rather than on business payback Over-reliance on external specialists Technology: Underestimated data conversion requirements Over-emphasis on technical domain of the implementation Lack of a technology transfer process Too many bug fix and release upgrade changes Product functionality weak in various operational and vertically specific areas “80% of all ERP implementations exceed time and budget estimates” – Gartner report, Address Five Key Factors for Successful ERP Implementations

Gartner has 52 Subject Matter Experts for Enterprise Application Suites and ERP Placeholder for text (substitute your own text; delete when not used) Representative analysts include : Pat Phelan, Research VP 33 years IT industry Pat Phelan covers methods and strategies for managing the ERP/business application life cycle. Her coverage spans a number of industries and includes ERP strategic planning, project and program management, ERP governance, project risk management, package selection and implementation, business process improvement, ERP globalization, and post-implementation support organization development. With Gartner for 13 years, Ms. Phelan has more than 30 years of experience in the IT industry. She previously managed the HR/financial systems consulting practice at Grant Thornton, where she developed a national center of excellence for HR systems services. Ms. Phelan has been through numerous ERP implementations, including SAP and Oracle, and has developed selection and implementation methodologies for use in the midmarket. She recently developed a methodology for modeling post-implementation support organization roles and responsibilities, and coaches client companies on ERP support strategies. Carol Hardcastle, Research VP 35 years IT industry Carol Hardcastle covers strategies and approaches for managing the ERP and business application life cycle. She brings more than 30 years of experience in the IT industry and ERP to her position in Research at Gartner. Mrs. Hardcastle's expertise spans a number of industries and includes aspects of ERP life cycle activity, such as strategic planning, program and project management, instance approaches, package selection, implementation, postimplementation support, maintenance and upgrades, globalization and multicountry rollouts, as well as ongoing investments, centers of excellence and staffing approaches. Alexander Drobik, Managing VP Alexander Drobik is an MVP of the Application Suites and ERP research team. This global team researches how business needs are supported by the deployment of enterprise application suites, for example, ERP, particularly financials, human resources and procurement. 1 Indicates Gartner for IT Leaders Advisor Level of Service

How Gartner Delivers Value Typical Impact Gartner Clients Realize for Enterprise Resource Planning (ERP) Definition How Gartner Delivers Value ERP improves business processes and the use of information across an organization by integrating functions such as finance, order management and purchasing into a set of interconnected modules. Gartner enables clients to reduce ERP project costs, make better decisions, and actively manage risks, while avoiding costly (and potentially catastrophic) post-go-live fixes Gartner’s experienced ERP specialists help enterprises develop rational ERP instance strategies, because our research shows that each additional instance can increase the total cost of ownership by as much as 100%. Organizations that use Gartner’s ERP expertise gain risk and cost management savvy. Organizations tend to underestimate the effort and risk associated with upgrading ERP systems. The longer they use the systems, the more they underestimate this risk. One small biotech organization featured in a case study effectively deployed a new HR system for less than the cost of one module license from its former ERP vendor, while reducing its recruitment authorization cycle time from weeks to minutes. A case study of a large technology organization shows how it used a combination of ERP and Web 2.0 technologies to build a time reporting system, achieving payback in less than six months. Scope ERP strategy ERP pre-implementation issues Vendor evaluation ERP post-implementation and support Issues ERP upgrades ERP infrastructure and systems integrators

In Summary: Gartner’s Value Proposition 4/26/2017 In Summary: Gartner’s Value Proposition Save Me Time Research Activities Technology Provider Short Lists Right Direction, Right Away Information Filter Process Improvement Save Me Money Knowledge of Price Points Contract Review – T’s and C’s Increased Efficiency Cost Avoidance Give Me Confidence Am I making the right call? Visibility to Peers Professional Development Increased Credibility Give Me Resources Unbiased Staff Extension Speed Learning Global Perspective Sounding Board

Gartner’s Recommended Solution © 2014 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates.

EXP Leadership Team: Service Deliverables Gartner Services: Executive Programs Leadership Team with Manufacturing Industry Access: Mike Shorten Unmetered Executive Programs Research Reports Unmetered Access to CIO-specific research, plus IT Leaders and Insurance specific research and toolkits Unmetered analyst inquiry call Half-day on-site team EXP specific workshop conducted by Executive Partner Analyst Briefing: Either one on-site half day session or two hour video conference Strategy Meeting: Mike Rogers, C –level peer and Executive Partner Team Client Manager Executive/Peer Networking: peer directory, online forums, facilitated networking Symposium Invitation with Executive Access CIO Forum Event Invitation Leadership Development Research/Content Event Highlights Leadership Team Essentials: “Head of Security” Access to Team Client Manager: concierge-level service delivery Access to Analysts: can join leaders inquiry calls Attend team workshop Access to Gartner IT Leaders Research as well as CIO content Shared document allocation: 40 per contract term IT Key Metric Data Leadership Development Research/content Peer Networking Shared research folder 1 Year: $103,000

Next Steps Description Owner Date Update this document based on today’s discussion Mikhail Sharma 7/11/2014 Provide service agreement reflecting services discussed today Complete sign off process with target date of Mike Shorten TBD Kick-off services Ensure value delivery plans are up to date Conduct kick-off meeting with Mike to review his plan on using Gartner for top priorities 8/1/2014 Run ID: 190129

Appendix 17

Gartner Competitive Analysis