1. 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. Gartner Analyst Community

2. Agenda In this module, we will cover: A definition of the Gartner analyst community What analysts do How Gartner analysts are selected and developed How to find the right analyst How to leverage analysts in the sales process How to work with analysts to best support your clients 2

3. Gartner Analyst Community 3 The Gartner analyst community is made up of more than 700 information technology research specialists located around the world.

4. Gartner Analyst Community 4 Gartner Analyst Collaborate with each other Challenge each other Learn from each other Interact in other ways

5. What Analysts Do 5 Gartner Analysts Analyze technology issues Provide knowledge and advice to clients Act as “Gartner’s brain trust”

6. Why Work at Gartner? 6 Gartner’s recruiting advantages Ability to attract the best prospects Larger than any competitors Offer unmatched quality without sacrificing personal touch Have the best and brightest analysts in the industry Work with cutting edge research and companies Offer flexible work structure

7. How Gartner Analysts are Selected and Developed 7 Hire the best talent Develop multiple role dimensions “Gartnerize”

8. 8 Hire the best talent Develop multiple role dimensions “Gartnerize” Selected for their knowledge, skills and abilities Experienced in both business and in research Excellent interpersonal skills Ability to work collaboratively with peers How Gartner Analysts are Selected

9. 9 Hire the best talent Develop multiple role dimensions “Gartnerize” Ability to communicate effectively with clients Simplify complex ideas relevant to client situations Have passion for ideas and think flexibly Independent thinkers Committed to standards of integrity How Gartner Analysts are Selected

10. 1010 Hire the best talent Develop multiple role dimensions “Gartnerize” Comprehensive on-boarding program Access to vast array of resources Mentoring by seasoned analysts Collaborative working environment Continuous program of ongoing skills development How Gartner Analysts are Developed

11. 1111 Hire the best talent Develop multiple role dimensions “Gartnerize” Gartner analysts generate high quality written research Discuss research context to client situations Speak at Gartner Events Participate in Client Engagement Days (C.E.D.’s) Gartner Analysts Multiple Role Dimensions

12. Know Your Gartner Analysts 1212 With more than 700 analysts, our ‘Brain Trust’ is extraordinary. Know the analysts most relevant to your clients Read analyst research and be aware of well publicized work

13. A two year assignment It encourages innovative research Keeps Gartner on the cutting edge 1313 Gartner Fellows

14. Finding the Right Analyst on Gartner.com 1414

15. Finding the Right Analyst on Gartner.com 1515

16. Finding the Right Analyst on Gartner.com 1616

17. Finding the Right Analyst on Gartner.com 1717

18. Finding the Right Analyst on Gartner.com 1818

19. Finding the Right Analyst on Gartner.com 1919

20. Working with Gartner Analysts 2020 Effectively partner with analysts both to bring in NEW clients Make the most of analyst interaction with EXISTING clients

21. Indicators for Analyst Sales Visits (CED) 2121 Sales Indicators of when to Request a Sales Visit CED Impacting an upcoming renewal Impacting low usage in the account Access to decision makers in existing accounts Improving strained relationships or dealing with issues Moving a prospect further in the sales cycle Closing an opportunity

22. Leverage Analysts with Prospects 2222 Learn prospect’s individual situation Understand their key initiatives and challenges Understand how a prospect sees their obstacles Start with a sample of summary-level research Walk through Gartner web sites and research

23. Analysts Inquiry Demos for Qualified Prospects 2323 Find the right analyst with expertise in the topic of interest Brief the analyst on the prospect’s issues and challenges Provide information so the prospect is confident that the analyst can provide critical help with their issue Leave the prospect wanting more Strategize ahead of time with analyst Make sure analyst does not give away too much information Follow up with prospect and analyst Thank analysts by email after successful sales

24. Optimizing Client Engagement Days 2424 Great opportunities for prospects to meet analysts Hold meeting with multiple clients and prospects Prepare ahead and carefully Optimize time by holding meeting at Gartner office Always verify meetings the day before

25. Appropriate use of Analyst CEDs 2525 Prospects get priority for CEDs over renewals Do not request a CED for a prospect in which the proposal is only for one seat within the organization unless that seat is an EXP seat Do not request a CED for a renewal which spends less than $15K per year Do not request a CED for a seatholder or prospect seatholder that is only buying Reference access Do not request CEDs that should be paid SAS Do not request more than 1 CED per $50K in annual spend in an organization Do not request a CED to take an analyst into an organization where the AE has not previously met with a decision maker or a key influencer in that organization Do not request a CED for an analyst to meet with clients or prospects who are not decision makers or key influencers

26. Requesting Analyst CEDs 2626 ALL Sales Visit CED requests must be approved and submitted by a Sales Area Manager using a CED Request Form. 1.Identify the opportunity & forward to your Sales Area Manager for review & approval 2.Sales Area Manager approves and submits the request form to: cedrequests@gartner.comcedrequests@gartner.com 3.The request form must contain the following information: Value Prompter or Impact Assessment or answer all business justification questions in GREEN Timing and type of decision – at risk renewal? New Biz? P-Rev? X-Rev? If Renewal; what’s the $ value of the renewal Decision-maker confirmed – who are we meeting with? 4.Research Management approval receipt: 2 business days

27. Analyst-Client Exchange 2727 Gartner analysts can reach your client by telephone inquiry, Gartner-arranged briefings, Gartner conferences, or SAS days. 4 steps to a successful analyst-client exchange 1.Identify and know the topics that are important to your clients 2.Prepare the analyst for the inquiry 3.When the inquiry takes place, participate when possible 4.Debrief with the client to ensure satisfaction and follow up with the analyst

28. Thank you 2828 Please take a short quiz now to reinforce the key points