1. Gartner Solutions Overview
Presentation Title
Gartner Solutions Overview
Prepared by
Mikhail Sharma
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Month XX, 20XX
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2. 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

3. 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

4. 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.

5. 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

6. 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

7. 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.

8. 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

9. 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.

10. 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

11. 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

12. 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

13. 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

14. 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.

15. 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

16. 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:

17. Appendix 17

18. Gartner Competitive Analysis