Vendor Briefing Overview
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8/10/2019 Vendor Briefing Overview
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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. o r its affiliates.
2008 Gartner, Inc. and/or its affiliates. All rights reserved.
Vendor BriefingsProcess Overview
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2008 Gartner, Inc. and/or its affiliates. All rights reserved.
Gartner is a registered trademark of Gartner, Inc. or its affiliates.__
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Global Head of Research
Hardware
Software
Go To Market
Telecommunications
Services
Industries
FSI
Healthcare
Retail
Manufacturing
E&U
Security
EA
Sourcing and VM
BPI
PPM
Applications
BIIM
I&O
Government
Education
Gartner Research Structure
Roles
Industries
Technology and Service
providers
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2008 Gartner, Inc. and/or its affiliates. All rights reserved.
Gartner is a registered trademark of Gartner, Inc. or its affiliates.__
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Asia Pac Analysts
T Shape
now Pi
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2008 Gartner, Inc. and/or its affiliates. All rights reserved.
Gartner is a registered trademark of Gartner, Inc. or its affiliates.__
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Access To Insight:
Different ways you can leverage Gartner
Vendor Briefings
Scheduling a vendor briefing
(available to any technology
and service providerclient or
non-client)
Educating analysts on your
companys direction and/or
new product announcementsvia a vendor briefing
Industry Analyst
Analyst Relations
Research services
24/7 access to Gartner research,
enabling you to make decisions
in real time
Insight you cant get anywhere
elseon your customers, markets
and competitors
Analytics you can use to gauge
the effectiveness of your
marketing and sales efforts
Research Provider
Market Intelligence
Analyst inquiry and SAS
A two-way consultative
relationship whereby analysts
advise you on your go-to-
market strategies and growth
plans
Face-to-face strategic sessions
with analysts, which you canuse to prepare for shareholder
meetings, conduct business
planning or get feedback on
your ideas
Strategic Advisor
Business Executive
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2008 Gartner, Inc. and/or its affiliates. All rights reserved.
Gartner is a registered trademark of Gartner, Inc. or its affiliates.__
5
Gartners definition of a Vendor Briefing
A vendor briefing is a research tool for industry analysts, and anopportunity for IT vendors to present its products, services and
business strategies with analysts that cover the vendor specifically or
a related technology or market. During a vendor briefing, the flow of
information predominates from vendor to analysts and is not
interactive. Analysts may ask questions of clarification during abriefing session, however, analyst feedback is not the focus
and should not play a part or role within any given vendor briefing
session. Gartner analysts schedule briefings at their discretion
based purely on an interest in the vendor, its technologies and its
marketplace, not because of any fee or contractual relationship.
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2008 Gartner, Inc. and/or its affiliates. All rights reserved.
Gartner is a registered trademark of Gartner, Inc. or its affiliates.__
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Submission Process
Gartner receives over 12,000 briefings annually and has asystematic method for disseminating briefing requests to our
analyst community.
- We understand there are local relationships but kindly request that you
do not contact the analysts directly when booking briefings.
All vendors should initiate requests through completion of a VendorBriefings request form available in word document format from
[email protected] online at:
http://www.gartner.com/it/about/vendor_form.jsp
To help you identify which topics are covered by Gartner analysts,view: http://www.gartner.com/0_admin/AnalystCoverageAreas.jsp
mailto:[email protected]://www.gartner.com/it/about/vendor_form.jsphttp://www.gartner.com/0_admin/AnalystCoverageAreas.jsphttp://www.gartner.com/0_admin/AnalystCoverageAreas.jsphttp://www.gartner.com/it/about/vendor_form.jspmailto:[email protected] -
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2008 Gartner, Inc. and/or its affiliates. All rights reserved.
Gartner is a registered trademark of Gartner, Inc. or its affiliates.__
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Benefits of using the formal Vendor Briefings
process
For IT Vendors
Proper tracking of your requests intoGartners client database
- All Gartner associates have visibility into the current and priorhistory of your requests
Broad and accurate exposure of yourrequests to relevant analysts
- When appropriate requests may be disseminated via Gartnerdistribution lists
Expedited scheduling- Analysts receive hundreds of emails daily and may respond
more quickly to Gartners internal scheduling teams
Proper replication of confirmed appointmentsto analyst calendars
- Appointments are methodically posted to analyst calendars in a
standardized format which analysts use as gospel
For Gartner Analysts
Proper tracking of requests into Gartnersclient database supports analystcollaboration
- Analysts can identify other analysts who attended previousbriefings and knowledge share
Permanent posting of requests and vendor
materials to Gartners internal centralrepository for knowledge sharing
- Content is tagged enabling sophisticated search capabilities toassist with research agendas
Audio replay option for analysts who misseda scheduled briefing
- Audio recording of briefings are available for 28 days postbriefing
Greater time allotment to conductingresearch and fulfilling client deliverables
- Scheduling briefings can be time consuming. The VendorBriefings team is highly skilled in managing multiplecalendars and time zones
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2008 Gartner, Inc. and/or its affiliates. All rights reserved.
Gartner is a registered trademark of Gartner, Inc. or its affiliates.__
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Vendor Briefings Selection Process
The Gartner analyst community makes its own decisions regarding
which technologies, products, services and vendors are important to
the research agenda.
Analysts schedule a vendor briefing solely because they need
information as part of their research or to answer client inquiries. In scheduling briefings, Gartner analysts apply the same criteria to
vendors clients and non-clients.
For information about the Gartner Magic Quadrant and MarketScope
processes view:
http://www.gartner.com/DisplayDocument?doc_cd=131166
http://www.gartner.com/DisplayDocument?doc_cd=131166http://www.gartner.com/DisplayDocument?doc_cd=131166 -
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2008 Gartner, Inc. and/or its affiliates. All rights reserved.
Gartner is a registered trademark of Gartner, Inc. or its affiliates.__
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Vendor Briefings Process & Typical Lead Time
Completed Vendor Briefings request forms will be assigned to a specialistwithin 2 business days
The specialist will first poll the relevant analysts for their interest level
Analysts have 48 hours to accept or decline the polling email
After 48 hours with no reply the VB Specialist considers it a decline
Based upon positive interest we will then provide you with tentative analystavailability
Upon selection of a slot, the Specialist will schedule the call with analyst (s) viaconcert depending on their current availability.
The scheduling process is completed through the Concert system
- Concert updates analysts outlook calendar with date/time of the call, conference bridge#/ID, and briefing information from GAMEC
- Concert automatically spins-off additional GAMEC records to all analyst attendees- Conference bridge ID is scheduled via the MeetingPlace Global site:
https://meetingplaceglobal.gartner.com/
- Email confirmation is sent to the vendor with details for the call
https://meetingplaceglobal.gartner.com/https://meetingplaceglobal.gartner.com/ -
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2008 Gartner, Inc. and/or its affiliates. All rights reserved.
Gartner is a registered trademark of Gartner, Inc. or its affiliates.__
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Vendor Briefings Process & Typical Lead Time
Lead times for scheduling depend on analyst responsiveness and availability
and are typically scheduled 2-4 weeks out
Lead time significantly increases for in person requests and for requests exceeding
2 analysts.
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Best Time to Schedule a Vendor Briefing
Historically 70% of briefings occur in two briefing seasons:
- mid-November to end of February
- mid-May to end of July
These briefing seasons coincide with analyst researchagendas and the updating of their conferencepresentations.
Off-season briefings are welcome and expected, but aremore difficult to schedule due to conference participation
and other business travel.- The more analysts requested correlates with less availability for
scheduling.
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2008 Gartner, Inc. and/or its affiliates. All rights reserved.
Gartner is a registered trademark of Gartner, Inc. or its affiliates.__
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Typical Venue for a Vendor Briefing
Gartner analysts determine the duration and venue of briefings.
95% occur via phone for 30-60 minutes, with 1-2 analysts.
- Our analysts prefer to use Gartners audio conference bridge, as briefings
are recorded and accessible by the Gartner analyst community for 28 days
after the briefing.
- Dialing instructions are provided upon analyst confirmation.
In person briefings are less frequent and are scheduled at the
discretion of the analysts for 60 minutes.
Online Demos should be reserved for the purpose of reviewing
software tools and applications.
- Gartner analysts still prefer that an electronic slide deck presentation be
provided 3 days prior to a scheduled briefing.
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2008 Gartner, Inc. and/or its affiliates. All rights reserved.
Gartner is a registered trademark of Gartner, Inc. or its affiliates.__
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Suggested Briefings Agenda
I. Company Overview
1. Brief history
2. Vision statement
3. Value proposition
4. Organizational structure
5. Operating principles
6. Financial performance
II. Market Positioning
1. Assessment of market drivers or business
issues
2. Category description (Software integration,
consultant, data-mining solution provider, etc.)
3. Competitive position
4. Description of target markets
5. Go-to-market strategy Partner strategy
6. Points of differentiation
III. Capabilities
1. Portfolio review
2. Tools, methodologies
3. Customer benefits
4. Success stories
5. Delivery model
IV. Strategic Intent1. Vision for future directions
2. Growth plan(for example, organic, partners,
acquisitions)
3. Investment strategy
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Gartner is a registered trademark of Gartner, Inc. or its affiliates.__
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Vendor Briefings Best Practices
Define clear objectives for your vendor briefing. For example- To provide information on significant changes in product or service strategy, company structure, pricing, revenue and so on
- To emphasize the vendor's differentiators in products, strategy and marketing message, and what it sees as its competitive
advantages
Provide presentation materials 3 business days in advance of the briefing.
- All files should be "zipped" and, if at all possible, no more than 3MB in total size.- Sending materials in advance is particularly important for phone briefings and if analysts are traveling.
- If certain information is confidential or embargoed, the vendor should note that on the document and cover letter.
- Post briefing, vendor presentations are posted to a database accessible by our global analysts.
Distinguish a vendor briefing from a client inquiry- Vendor briefings are eligible to both clients and non-clients where the flow of information predominates from vendor to
analyst.- Client Inquiries are only eligible to clients and are a much more interactive paradigm that should be scheduled via the Client
Services Group.
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Gartner is a registered trademark of Gartner, Inc. or its affiliates.__
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Contact Details & Additional Information
Region Email Phone
Americas,
Canada,
EMEA &Asia Pacific
Americas, Canada & EMEA:
+1 203 316 6144
Asia Pacific: +91 22 66023380
Japan [email protected] +81 3 3481 3670
Click here for more information about vendor briefings:http://www.gartner.com/it/about/vendor_briefings.jsp
mailto:[email protected]:[email protected]://www.gartner.com/it/about/vendor_briefings.jsphttp://www.gartner.com/it/about/vendor_briefings.jspmailto:[email protected]:[email protected]