Capabilities
What is a capability? (don't name a specific capability, broad answer for what it is)
A resource that will help clients overcome challenges
Who are our competitors?
Infotech, Forrester, Consultants
Which stage of PTG do we confirm client priorities?
ALL OF THEM!
We will not discuss _____ until we uncover ______.
Capabilities and Challenges
What does a Hype Cycle show?
Gartner Hype Cycles provide a graphic representation of the maturity and adoption of technologies and applications, and how they are potentially relevant to solving real business problems and exploiting new opportunities.
What does Gartner deliver?
Actionable, Objective Insights
Expert Guidance
Practical Tools
What stage in the sales process do we need to articulate Gartner value?
Qualification and RLC
Owned by the C-level
Struggle in achieving
Quantifiable
Tied to CO
How would a client use Magic Quadrant or Market Guide? What is the difference?
To get an understanding of their market.
Magic Quadrant = Mainstream markets
Market Guide= Emerging or Mature markets
What is the difference between Gartner and a consultant?
Always on
Unmetered
2,500+ experts vs 2-5 consultants
Unbiased, objective and independent
What steps in PTG do we need to articulate Gartner value?
Almost all!
But!
PTG1 - Engage
PTG2 - Execute
PTG6- Build and Manage
What are the test points of the CO?
Owned by CEO and Board
Steers Strategic Planning
Leads to Tangible Outcomes
What are the 3 major groups of analysts for HT clients?
ITL
GTP
TSP
How does Gartner differentiate from AI?
Insightful, thought provoking perspectives
Identifies blind spots not previously considered
No hallucinations
unbiased perspectives
Why do we prepare and do research prior to our sales process?
To build a point of view, credibility, and executive presence.
What are the test points of a CI?
Connects to MCP
Hard to achieve
Timebound
Requires investment