2. Gail Kosloff Services Marketing Director How to Have an Executive Level Services Conversation: Leverage Analyst Sales Tools

3. How to Have Executive Level Services Conversations: Leverage Analyst Tools My challenge to you: Get out of your “comfort zone” and have new services conversations with your clients/prospects In the next 50 minutes, you’ll learn about: Your access to new analyst tools Strategies for using these as sales tools How to leverage these tools to facilitate SERVICES conversations with IT executives 10 minutes for Q&A Hand-outs are in the back of the room

4. Part I: Gartner’s Magic Quadrant(s) What’s an analyst? Who is Gartner? What’s so magical about their quadrant(s)? Why speak MQ talk? Dimension Data’s news.

6. How to read a Magic Quadrant It’s not rocket science: –Two-dimensional matrix –Four quadrants –Rates vendors and services providers –Based on “completeness of vision” and “ability to execute” See page 7 of Magic Quadrant hand-out.

7. The Magic Quadrant format

8. Rules of the Game Market Vendors Rating Criteria

9. Completeness of Vision Market Understanding Marketing Strategy Sales Strategy Offering (Product) Strategy Business Model Vertical/Industry Strategy Innovation Geographic Strategy

10. Ability to Execute Product/Service Overall viability Sales Execution/Pricing Market Responsiveness and Track Record Marketing Execution Customer Experience Operations

11. Gartner’s Due Diligence Vendor/service provider Briefings Surveys Vendor-provided References Industry Contacts Client Interviews Public Databases/Sources Industry articles, speeches, etc. Peer input from other Gartner analysts Extensive “peer review” and “validation”

12. Key takeaways… You now know: –how MQs are developed and interpreted –Reality: MQs influence clients IT purchase decisions Next steps: –Use our new MQ on “Managed & Professional Network Services” as a conversation-starter about our Services capabilities –Remind clients that their needs/circumstances should determine their use of a Magic Quadrant “Leaders” are not always going to solve their needs

13. Part II: Analyst Webcast Announcing our pre-recorded “Multisourcing” webcast –Use as an opportunity to have a services conversation –Content is tailored for enterprise clients –Push webcast link to clients as a door opener –Integrate content into an on-site meeting

14. Multisourcing webcast Background materials available to you: –Copies of the scripts used by Linda Cohen and Scott Petty –Two Dimension Data whitepapers on Multisourcing (client-facing)

15. Multisourcing Webcast

16. Get Out of Your Comfort Zone! Leverage our new analyst sales tools to have SERVICES conversations… Gartner’s Magic Quadrant for “Managed & Professional Network Services” “Multisourcing” webcast featuring Linda Cohen (Gartner) and Scott Petty (Dimension Data Global) Pick-up handouts at back of the room Thank you for your time!

17. Q&A What do you need from Dimension Data Marketing to succeed in using these tools? Email me with any follow-up questions: Gail.kosloff@us.didata.com