Startup CEO
What analyst groups are in Startup?
Core & Tech CEO
What is the criteria/characteristics of a strong tech ceo client
51-250 employees
10-50mil in Rev
Series B or C Funding
What is the minimum/maximum product configuration?
minimum: 1 + 1
maximum: 1 +4
Define Core Analysts
Cover specific tech
Speaking to EU/buyer
Provide buyer insights
Can a client just have industry services?
No! They need to have standard services attached.
What seats have self-inquiry access?
Leader
What is the difference between startup and tech?
TSP, GTP, IT Key Metrics, Inquiry/Search analytics
Who can't you sell to? (4 units)
Sales
IT
HR
Finance
Define TSP Analysts
Cover a specific tech
speaking with vendors (sometimes buyers)
provide comp intel on vendor landscape, can help with market differentiation
How many industries do we cover?
9
(healthcare, telecom, govt, education, energy + utilities, retail, insurance, financial services, manufacturing)
What is the criteria for startup?
$1-10M
1-50 employees
What seats have GTP access?
leader + advisor + tech
What additional deliverables does a client gain when migrating from Tech to TLT? (GIVE US 2)
Dedicated Role-Based Best Practices & Tools for Tech Marketers & Teams
Dedicated Role-Based Best Practices & Tools for Tech Product Leaders & Teams
Maturity Models for Tech Leadership Teams
Product Decisions Tool
Define a GTP analyst
cover specific tech and the implementation/use of that tech
speak to lower-level IT staff using the tech
help vendors ensure product is technically sound and will integrate into buyers tech stack
Is ANY Supply Chain Coverage included in industries
IT IS! You are going to want to do your research because Gartner for Supply Chain Providers is another service we sell..... but know there is overlap with industries access.
What are the MCPs of a startup CEO?
problem-solution fit, product-market fit, identifying personas
CEO, CMO, CPO, COO, biz development
What is the product decisions tool?
A tool that supports product leaders make roadmap decisions by leveraging user feedback.
- even includes quotes from end users!
Define a Tech CEO analyst
Umbrella category inside TSP
Former CEOs
Provide insight into corporate strategy and PN activities (Messaging/positioning/pricing/scaling/partnerships/exit strategies)
Lack of industry trends, lead to bad product roadmaps. How could having the insights enable success
Industry Specific Positioning and Messaging
Industry Specific Buyer Behavior of Tech Leaders
What are the 6 deliverables of Startup?
Summit ticket, inquiry, tech ceo agenda, tech GTM, Core IT research
What CI does forecast data solve for?
Identifying Market Opportunities/expansion opportunities
Who is the bullseye(s) target for TLT?
2 biz units (4 roles)
CPO, VP of Product Management
CMO, VP of Product Marketing
Define a GMP Analyst
Gartner for Marketing Providers Analyst - End User analyst for mar tech buyers . Support MarTech Vendor Leaders on Trends, Buyer Behavior, Etc.
Why would an HT client need industries access?
vertical GTM strategy
identifying market opportunities
End User Buyer Priorities