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. Strategic Advisory Services Gartner Sales Training

2. Agenda Strategic Advisory Services 1Definition of SAS 2Types of SAS Engagements 3Pricing SAS 4Selling SAS 5Analyst Scheduling 6Using SAS days 2

3. Definition of SAS 3 Strategic Advisory Services: It is a client’s engagement of a Gartner research analyst for internal advisory assistance External speaking opportunities It is for situations that require more than an advisory call Commonly referred to the acronym SAS

4. Definition of SAS 4 One- to three-day engagements with Gartner analysts Are available to all Gartner research clients Excellent opportunities to impress prospects with Gartner’s analyst expertise Sold separately from research contracts and can include a range of activities

5. Strategic Advisory Services in Gartner’s Product Portfolio 5 Research Consulting Low Client Intimacy More Self-Service Standard Deliverables Advisory > Reference High Client Intimacy High-Touch Customized Deliverables Packaged > Custom Research

6. Strategic Advisory Services in Gartner’s Product Portfolio 6 Research SASConsulting Medium Client Intimacy More Customization

7. When to Propose SAS 7 Propose SAS Services in these situations: When a short-term engagement can fulfill their needs The engagement can be completed through Research org No larger Consulting necessary Client wants to test Consulting potential Note: All SAS Services are booked as Xrev

8. Types of SAS Engagements 8 Internal Advisory Sessions Remote Internal Advisory Sessions External Speaking Engagements

9. Internal Advisory Sessions 9 Most Widely Used, and always on-site On-site repeat presentations from events Delivered as-is, or tailored to client needs Analyst review of: Business plan Marketing Plan Get Analyst perspective on: Vendor Selection Contract Negotiation Facilitate executive leadership workshop Small Research projects – Three Day limit

10. Remote Internal Advisory Sessions 10 Scheduled for four hours or less Same activities as standard sessions Teleconferencing for lower cost, no travel

11. External Speaking Engagement 11 Analyst presentations to external audiences Typically live and on-location Presentation distributed to audience members ONLY Only available to client organizations Not available to Invest clients, brokerage firms, or investment banks

12. SAS Pricing 12 Priced per analyst, per session, maximum one day Pricing depends on analyst travel Outside region travel – additional fees apply Check Pricing Guide on Eagle for current pricing

13. Differences between SAS engagements 13 Internal Advisory Sessions Remote Internal Advisory Sessions External Speaking Engagement Audience Employees or Representatives of ClientExternal Customers or Prospects Price SAS Price + Travel Expenses Lowest CostHighest Cost Delivery On-siteTeleconferenceOn-site or other Eligibility All EnterprisesOnly Gartner Clients

14. SAS Limitations 14 Analyst Limits No more than 15 engagements per client per 12 months No more than 8 external speaking engagements per client per 12 months Reasons for Limits SAS is in great demand More clients can benefit from Advisory Services Reduces wait time Analysts maintain objectivity

15. Best Practices to Sell SAS 15 Bringing Gartner Value to Your Clients Combine SAS with new or renewal contracts Schedule within first 90 days of relationship Recommend SAS at the right time Strategy and Development phase Vendor developing ‘go-to-market’ strategy Highlight added value from personal analyst interaction

16. How Clients use SAS 16 End User Clients Collaborate on long-range strategic planning Combine SAS with Consulting Facilitate collaboration between IT and business High-tech Provider Clients Gain market intelligence Internal marketing strategy Gartner Analyst keynote at event Technology Investor Clients Evaluate investment opportunities

17. Scheduling SAS engagements 17 Four-step Process 1.AE requests SAS engagement via “Analyst Interactions” tab within Client Connect 2.Analyst engagement team alerts research team manager 3.Research team manager assigns an Analyst 4.Analyst engagement team works with the client Individual analyst is NEVER guaranteed and CANNOT be written into contract Encourage clients to schedule ahead of time – minimum 6 weeks

18. How SAS Helps You 18 SAS help you and Gartner be more successful SAS engagements can elevate your relationship with the client to higher leadership levels AEs should also attend SAS engagements to gain deeper understanding of client Follow up with client and analyst to ensure client satisfaction

19. 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. Strategic Advisory Services Thanks for participating in this training Please take a short quiz to reinforce the key points