Supply Chain Metrics

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Agenda

• We will Cover
• The Analyst Relations role
• Their job responsibilities and success
  measurements
• The products value proposition and structure

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Analyst Relations Professionals

• They serve as a bridge between client and
  Analyst community
• They nurture relationships with Analysts most
  influential with IT buyers in their markets
• Strategically, the AR Professional
• Lead their company to the Analysts whounderstand
  the market that theyre targeting
• Link their company to the analysts withunique
  insight into how theyre positionedamong
  competitors
• Provides feedback about the Analyst perceptions
  to help optimize their go-to-market strategies

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Analyst Relations Professionals

• Tactically
• Educates and update industry analysts
• Maintain positive, proactive relationships with
  key industry analysts
• Leads in the strategy, planning and management
  of analyst events
• Responds to all incoming analyst requests
• Works with product corporate spokespeople to
  develop effective communications materials

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How Analysts Relations Success is Measured
An Analyst Relations professionals success can
be measured in both quantifiable and qualitative
ways
Quantifiable
Qualitative
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How Analyst Relations Success Measured
Analyst Relations professionals success can be
measured in both quantifiable and qualitative
ways
Quantifiable
Qualitative

• Number of mentions in key Analyst reports
• Number of meetings between senior executives and
  key Analysts
• Number of mentions in Analyst inquiries
• Placement in Gartner Magic Quadrants
• Frequency of communications to the Analyst
  community

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How Analyst Relations Success Measured
Analyst Relations professionals success can be
measured in both quantifiable and qualitative
ways
Quantifiable
Qualitative

• The tone of what Analyst says Is it positive or
  negative?
• The quality of relationships with key Analysts
• The resulting credibility and influence

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Critical Intelligence
All Gartner for Business Leaders offerings start
with critical intelligence about customers,
competitors, markets and technologies
Quantifiable
Qualitative
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Gartner Insights
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Gartner Insights

Helps users understandtheir customer
concerns,preferences, and buyingbehaviors
Insight on Customers
Insight on Competitors
Insight on Technologies
Insight on Markets
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Gartner Insights

Helps users understandofferings and
strategiesof their peers to effectivelyposition
their own companyand products
Insight on Customers
Insight on Competitors
Insight on Technologies
Insight on Markets
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Gartner Insights

Insight on Customers
Insight on Competitors
Helps users identify marketand growth
opportunities,and prioritize investments
Insight on Technologies
Insight on Markets
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Gartner Insights

Insight on Customers
Insight on Competitors
Helps user understand thetechnologies that
matter tothem and an awarenessof emerging
technologies
Insight on Technologies
Insight on Markets
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Insights on Customers

• Clients access critical intelligence on
• IT spending patterns
• Buyer trends and behaviors
• Vendor selection criteria
• Buyer requirements

Insight on Customers
Insight on Competitors
Insight on Technologies
Insight on Markets
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Insights on Customers

• IT Leaders role portals
• Monthly Analyst Research Picks
• Diagnostic Tools
• IT Leader Toolkits

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Insights on Customers

• IT Leader Diagnostic tools
• Help clients understand how their company and
  positioned to IT buyers

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Insights on Customers

• Analyst Relations
• Offer vital input into the product development
  process
• Enhance the value of their offerings

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Insights on Customers
Inquiry Analytics
Gartner responds to more than 100,000 analyst
inquiries
Search Analytics
4M searches are conducted by end users on
Gartner.com
Readership Analytics
5.5M documents are viewed by IT buyers
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Insights on Customers

• Gartner collects information on
• Vertical industry
• Enterprise size
• Job role
• Geography
• Gartner offer unique insighton the IT buyer
  community

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Insights on Customers

• Company Dashboard allowsclients to view all
  companycoverage in on place.
• A client has access to
• How often other End User clientsare search for
  them
• How often they are referencedin telephone
  inquiries
• What kind of coverage they arereceiving in
  Gartner research
• How often End User buyers are searching for the
  company name

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Insights on Customers

• Readership Analytics
• Are available for any document that has been
  published for at least 30 days
• Inform the AR professional which research is
  most read by IT buyers
• Reveal the demographics by enterprise size,
  geography, vertical industry, and IT buyer role

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Insights on Competitors
Market Guides
Magic Quadrants
Help client understand how Gartner is advising IT
buyers Provide qualitative insight into a
specific market and the key competitors involved
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Insights on Competitors

• Vendor Rating provide detail on a companys
• Strategy
• Financial strengths
• Marketing
• Product offerings
• Vendor Ratings are an invaluablesource for
  competitive research

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Insights on Competitors

• SWOT Analysis report explore
• Strengths
• Weakness
• Opportunities
• Threats
• They are written for technology providers

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Market Intelligence

• Insight on Markets
• Analyzes supply-side trends
• Identifies opportunities
• Emerging Market Analysis
• Provides clients with a high level overview of
  opportunities in emerging markets

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Insights on Technology

• Hype Cycle provides a graphic representation of
  technological maturity and adoption
• Emerging Technology Analysis
• Looks at the early cusp of the Hype Cycle
• Identifies factors inhibiting or driving
  adoption of a technology
• Maintain a forward looking view on its market
  impact

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Analyst Access

• Users are entitled to unmeteredAnalyst inquiry
• The client can talk with theAnalysts who are
  advising their buyers
• This must NEVER to be positioned as a platform
  to influence Gartner Analysts
• This interaction helps clientsunderstand market
  dynamics andhelps them to hone their strategy

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Professional Development

• Analyst Relations Newsletters and Webinars help
  user stay up to date on best practices
• Client are given the tools to communicate and can
  attend AR Forums at Symposium/IT Expo

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My Gartner Web Portal

• Personalize Portal
• Features are driven byuser preferences,
  activity,and community
• Find relevant research
• Leverage Interactive Tool

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Analyst Relations Company Dashboard

• Access the Company Dashboard to measure the
  impact of Gartners client base
• Company vs. selected competitors
• Trend relationship
• Understand shifts in the market place

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AR Announcements

• Access the latestAR Announcement from the
  AR Community to in touchwith the latest from
  Gartner

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Technology Areas

• Use Technology Areas to create views
  combiningtechnology, industry, and region

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Research Recommendations

• Leverage the adaptiveResearch
  Recommendationfor additional research

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Industry Add-ons
Industry Advisory Services
Industry Add-ons
Industry Market Strategies
Industry Advisory Services give insight into a
specific verticals IT buyer interests Industry
Market Strategies offers insights into specific
market dynamics including marketshare and market
forecasts
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Gartner Analytics Add-ons
Search Analytics
Gartner Analytics Add-ons
Inquiry Analytics
Search Analytics measure which terms resonate
most Inquiry Analytics measure a companys
mention and technology topics discussed
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Workgroup Add-on

• Workgroup Add-on
• Extends Gartner access to additional users
• Has the same research as the parent offering
• Can access up to 30 documents per year
• The client can
• Reverse the document purchase
• Is allowed up to 5 document reversal per year
• Participate in inquiries setup andattended by
  the parent seatholder (AR only)
• Limitation
• A maximum of 10 workgroup members can be
  purchased per parent seat
• Has limited access to the online tools that the
  parent has access to

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Prospects

• Gartner for Analyst Relations
• Look for titles with
• Analyst Relations Manager
• Director of Analyst Relations
• Director of Communications
• Marketing Vice President
• Director of Marketing
• Be sure to target job responsibilitiesrather
  than job titles

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Summary

• Your clients can
• Establish and nurture strategic relationships
  with primary analysts
• Prepare for upcoming research opportunities
• Cultivate relationships with other Analysts to
  anticipate shifts in coverage
• Stay on top of new topics and their positioning
• Understand the impact of the Analyst
  relationships
• Incorporate best practices

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