Research
What are the four key roles we must win and retain?
CFO, Controller, FP&A, and Finance Transformation
What's worse than no HVE?
BAD HVE
When is the 2023 CFO & Finance Executive Conference (North America)?
May 31-June 1, 2023
Right now because it's budgeting season
When first onboarding a new client
When developing a new service plan for a renewed client
Peer Connect and Peer Insights
What are three things a client can opt-into following to stay engaged with our content consistently?
What does T.H.O.R. stand for?
Timeline, HVE, Owner, and Reason
What was the theme of the 2022 CFO & Finance Executive Conference?
Autonomous Finance
Name three diagnostics a GFL client has access to?
Cost Curves
Budgeting and Efficiency Benchmark
Digital Finance Score
CFO Personal Effectiveness Diagnostic
How does Gartner deliver on its brand promise (also the levers you can pull to build a client experience)?
Expert Guidance, Peer Insights, Tools & Data, Conferences & Events
Provide three examples of content types and/or tools that are included in the GFL product?
Quick Answers, Ignition Guides, Magic Quadrant, Market Guide, Critical Capabilities, Hype Cycles, BuySmart, Digital Finance Score, Cost Curves, Budget and Efficiency Benchmark (and more)
What are basic key information you must provide when scheduling an inquiry with a client?
Client MCP, Role, Business Situation, Timeline for Client, What They Might Have Read/Done Already
What can clients earn when they attend a webinar, virtual executive retreat, or conference?
Continuing Professional Education (CPE) credits
Name the missing part of the process covered by BuySmart:
Discover
Evaluate
XXXXXXXXX
Optimize
Select
Who should you email with BuySmart application questions or feedback?
GBSProductSupport@gartner.com
What are the four categories of KIs that a GFL client has access to?
Finance KIs, Executive Leadership KIs (ELKIs), IT KIs, and Cross-Functional Shared KIs
What are some questions (name two) you should have answered before scheduling an inquiry (to include in pre-call notes for the analyst to prepare)?
Why do they care about X
What have they already been doing/working on
What is their timeline
Are they delegating to their team
What is the difference between the Majestic program, Gartner for CFO experience, and CFO Circle experience at the conference?
Majestic Program - GCFO prospects program
Gartner for CFO - Existing GCFO client experience
CFO Circle - Conference owned experience for all CFOs and BU/regional/divisional CFOs with $250+ million in revenue (private sector) or 1,000+ employees (public sector) attending the conference
There can be overlap between Majestic/CFO Circle, GCFO/CFO Circle
When does Matt Williams host weekly office hours on Cost Curves?
Every Wednesday at 11:00 AM EDT
How would you sell a piece of research to a CFO (things you would include/highlight when positioning it)?
What it is and why they should read it
How it ties to an issue/priority the CFO has shared with me
How a lot of their peers have been finding value with it
How it's brand new and I wanted to make sure they saw it
Scenario: You have a client that is a controller and they just asked you on a check in call if you can share some research related to the accounting best practices. After asking some deeper questions and understanding the need, you identify that this is a good chance to leverage research rather than inquiry. Which of the following would you do:
A. Send a follow up e-mail highlighting the area of focus and share 3-5 key links to resources
B. Send one targeted piece of research that addresses that question and follow up in your next connect
C. Ask them to complete a benchmark/diagnostic on the topic before going further
Send one targeted piece of research (with 1-2 sentences on what it is and how it addresses that question) and follow up in your next connect to check if they read it.
From there, you can start to send targeted e-mails with research that is relevant and timely for the client. For example you can share the following:
Client,
I just came across this piece of research AAA that a lot of your peers have been finding value in. It made me think about our conversation the other day related to XYZ topic. I hope this is helpful.
Thanks,
AE
Scenario: You have a prospect that is a head of FP&A that you’ve been trying to setup a call with for months. The prospect finally replies and says: “Please set up a call for me to discuss Data & Analytics with the expert Grant Nelson that you mentioned to me.” Which option would you select as a next step:
A. Setup the Inquiry as a POC and get the prospect on the phone with the analyst ASAP
B. Set it up through the current license holder and invite the prospect to join as a one off
C. Set up a D stage call with the prospect and run through a sales cycle
Set up a D stage call with the prospect and run through a sales cycle.
It is important that you fully understand the prospects MCP and why this topic is important to them. You may land on another topic for a POC. If you just give them what they want, the chances of you winning this deal are slim.
Scenario: You have a prospect that attended the conference in 2022. Since then you haven’t had much engagement with the prospect even though you see them as a good fit. What do you do now?
A. Go to the CFO and pitch why the prospects should be added to the service now without getting in touch with the prospect
B. Have a targeted latent pool management focus where you are sending the prospect a piece of research every other week with relevant insights and try to set up a call with them through a latent pool framework
C. Give up on them as a prospect for 2022 and try to get them to attend the conference as a prospect in 2023
Have a targeted latent pool management focus where you are sending the prospect a piece of research every other week with relevant insights and try to set up a call with them through a latent pool framework
Scenario: You have a prospect CFO that is going to attend the score readout for their team. How do you start a sales cycle with the CFO?
A. Setup a D stage call before the score readout with the CFO to introduce them to the service and how the process works to get to the results so they aren’t walking in blind.
B. Wait until after the score readout to go to your seat holder and ask to add the CFO as a seat holder in that conversation
C. Setup a POC coming out of the score readout so the CFO can have a test drive conversation on their topic of choice
Setup a D stage call before the score readout with the CFO to introduce them to the service and how the process works to get to the results so they aren’t walking in blind.
Which one of these templates is currently NOT available on the BuySmart platform?
Accounting Software
Budgeting & Planning
Procure-to-Pay
ERP
Invoice-to-Cash
Budgeting & Planning