AR Forum 2016 - Gartner · AR Forum 2016 Peter Sondergaard Global Head of Research . ... Macro-performance Assess Diagnose Operations Correct & Optimize Total Members in Loyalty Program

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AR Forum 2016

Peter SondergaardGlobal Head of Research

1 CONFIDENTIAL AND PROPRIETARY I © 2016 Gartner, Inc. and/or its affiliates. All rights reserved.

Gartner Research Update

Peter Sondergaard, SVP, Global Research Head

2 © 2016 Gartner, Inc. and/or its affiliates. All rights reserved.2 © 2016 Gartner, Inc. and/or its affiliates. All rights reserved.

Gartner Research Process

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Collaboration Through Research communities

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Rigorous Research Processes to Give Gartner Clients a High Degree of Confidence


Content Evolution

User-Generated ContentExpert Advice Metrics and Data

Algorithms for Contextualized Content

< < < Content Integration > > >


Maturity Assessments

Hype Cycle

Magic Quadrant

Critical Capabilities

Market ForecastMarket Guide

Evaluation Criteria

Vendor Rating

Gartner Research Methodologies Industry Standards for Measurement and Analysis

IT Market Clock®

Market Share Analysis

IT Budget

Metrics & Benchmarking


Expert ContentInforms

Peer Content

Expert ratings of the top vendors in a market

Gartner Magic Quadrant

Expert product assessments and use cases

Gartner Critical Capabilities

Peer Insights

Data

Peer Insights

Data

Market Definition

Vendor List

List of Critical Capabilities

Market Vendor Peer

Research and Peer Insights


Interactive Magic Quadrant with Peer Insights User Reviews

Design for demonstration only and subject to change

Gartner

Magic

Quadrant


MQ Reference and Peer Insights Survey Synergies

Common survey experience

Consistent with MQ

Methodology practices

New survey delivery and

tracking platform

Converting references

to reviews

Transparency of questions

and responses post MQ

publication

Magic QuadrantReference Survey

Analysts receiveall results

Peer InsightsSurvey

OPT

IN!

New Magic Quadrant Reference Survey

GartnerPeer Insights


Vendor Rating Refresh 2016

Comparative view

across providers

New graphical model

summarizes top-level ratings

Focused insights for purchase

and renewal decisions

Alignment with Gartner

Financial Statement Scorecard

Methodology


Marketing Performance Benchmarks

Spend/Budget Channel & CX

Beta — May 2016

Interactive Tool — December 2016

40 Marketing Performance Benchmarks Focused on:

Marketing Spend

Channel Performance

CX Effectiveness


Marketing Execution Models

Diagnose Macro-

performance

Assess Diagnose Operations

Correct & Optimize

Total Members in

Loyalty Program

Revenue(Total &

Growth %)

CAC:LTVRatio(LTV)

Profit

Conversion(Visit-to-Sale)

AOV

Traffic(Unique

Visitors & Growth %)

Cost per Visitor

Cost per Net New Acquisition

Customer Acquisition (Number & Growth %)

Retention Rate

Cart to Sale Conversion

Product Page to Cart Conversion

New vs. Repeat Mix

% Loyalty

Members Active

Visit to Product Page

Conversion

Discounted Sales %

Loyalty Program Penetration %

TopBack Orders

TopSellers

Cost/Acquisition by Category

Sales Mix by

Category

Traffic & Conversion PromotionEngagement

By Channel By Device

Direct

Organic

SEM

Email

Desktop

Mobile

App

Web

Tablet

App

Web

Pages/Visit

Top Content

Top Unfulfilled Searches

Ratios ofTraffic Patterns:

Search %

Navigation %

Promotion %

Average Discount %

AOV by Promotion

Conversion % by Promos

Top Promos

Green = Meets or exceeds target or benchmark

Amber = Slightly worse than target or benchmark

Red = Significantly worse than target or benchmark

Gray = Information, not benchmarked

Affiliate

Display

Social

Channel-Specific Metrics: Traffic

Conversion Rates & Sales. Both Number & Growth Rates.

Marketing Execution Models

• Marketing Hierarchy of Metrics

• Digital Marketing Transit Map

• CX Journey Loyalty to Advocacy Model

• Customer Journey Mapping Roadmap

• Customer Journey Analytics Roadmap

• Designing the Right Marketing Organization Structure

• Building & Managing a Digital Marketing Strategy

• Building a Marketing Analytics Competency Center

• How to do Attribution and Marketing Mix Modeling

Marketing Hierarchy of Metrics Execution Model


Supply Chain Methodology Evolution

Supply Chain Hierarchy of Metrics

Supply Chain Top 25 Evolution:

Corporate Social Responsibility

Supply Chainnovator: Industry

Contract Review Methodology for

Third-Party Logistics

Supply Chain Hierarchy of Metrics


Maturity Assessments

Marketing Maturity Model IT Maturity Model


Market Share Innovation 2016-2017Delivering Insight to Improve Business Planning, Investment Priorities and Competitive Benchmark

Defined Market Share Reports

See how share is allocated among 1,200 providers in 30+ key technology market segments

New Market Share Navigator

Define markets your way and analyze the competitive landscape

April 2017 — planned deployment

Analyze vendor market segment contribution to its total IT revenue

Rank vendors by their revenue across IT market segments

October 2016 — beta experience launch

April 2017 — planned deployment

New Vendor Revenue Profiles


Targeted to small businesses

Point-in-time snapshots of top

performing products in specific markets

Products scored on Capability and Value

Purely data-driven

Draws on Digital Markets User Reviews

Published exclusively on

Software Advice, a Gartner

Digital Markets property

Source: FrontRunners for Project Management, September 2016 (beta) • Powered by Gartner Methodology

15 © 2016 Gartner, Inc. and/or its affiliates. All rights reserved.

IT R

ole

sB

usin

ess

Digital Business Strategies

Security Strategy and Implementation

Analytics and Big Data Technology

IT Cost Management

Cloud Technology Implementation

Mobile Strategy

Organic Growth

Customer Acquisition and Retention

Sales Effectiveness Improvement

Client MCP Examples

Key Initiatives Support Clients' Mission Critical Priorities

Gartner Library of Key Initiatives


Updated Key Initiatives

160 initiatives that help map

Gartner research value to client

Mission Critical Priorities.

Gartner.com Experience

Dynamic experience helps clients

engage with the research and

resources they need to make

strategic decisions.

Must-Have Research 2016 New Role and Key Initiative Content and Client Experience



Digital Business

Digital Business Theme Focus:

Civilization

Infrastructure

Digital Trust:

Enabling Agile

Risk Management

Making Digital a

Practical Reality

Digital Disruptions


Internet of Things Theme Focus:

Disruptors: Artificial

Intelligence,

Communications, Data,

and Security

Business Impacts: Cost

Efficiency and Revenue

Enhancement

Project Realization and

Implementation

Internet of Things


Trends

Artificial Intelligence & Machine Learning

Emergent Customer Experience

Industrializing Bimodal

Leadership in a Digital Age

Platform Economy:

Leading Your Business Ecosystems

Practical Blockchain

Taking Cost Optimization to the Business

Annuals

Top Ten Strategic Technologies

Predicts

Cool Vendors

Hype Cycles

IT Market Clocks

Maverick Series

Supply Chain Top 25

Gartner Special Report Highlights 2017


Analyst Coverage Expansion

182 New Resources

Increased Geographical Coverage

North America

702

LatinAmerica

26

Asia

188

EMEA

336


How We Help

Innovate business model, products/ services and channel strategy — through exposure to emerging technologies

Target the right markets and determine where to go next

Build fact-based and differentiated plans; drive solid competitive positioning

Use Gartner insights to strengthen marketing efforts; tune messaging to reach targets

Prioritize investments, and identify new opportunities

Get visibility into what buyers care about; understand what shapes their buying decisions

Use assets that validate market position; measure performance effectivelyand in real time

Understand buyer needs to drive sales effectiveness

Value

Innovate toDrive Growth

Build Product and

Service Strategies

Develop Go-to-Market Strategies

Win MoreBusiness

Documents

AR Forum 2016 - Gartner · AR Forum 2016 Peter Sondergaard Global Head of Research . ... Macro-performance Assess Diagnose Operations Correct & Optimize Total Members in Loyalty Program