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YOUR e-BUSINESS ADVISOR
G ig a In fo r m a tio n G r o u p
Rev 9/30/9 8
V i v i a n G u n t h erE x e c u t i v e A ss i s t a nt
A sp e n
L a n a H a m o nE x e c u t i v e A ss i s t a nt
N e w Y o r k
O p e n G - 1 0 0E x e c u t i v eA ss i s t a nt
M ichael M ooradianSenior V ice President
Sales
D an M ahone yV ice President
A dvisory Researc h
Jeff TarrD irector
Techn olog y
Charlie Bacharach V ice President
M arketing
Jeff BartonD irector
IT Practices
Bruno Tourm eG eneral M anager
EM EA
G ig G r a h amE x e c u t iv e V ic e P r e s id e nt
V icki LynchV ice President and
Controller
Bonnie H urw itzD irector
Sales A dministration
Phil W eberV ice President
H um an Resource s
Carol LePlarV ice President
Conference and Publication s
Tom Chapm a nD irector
Finance and A dm instration
D a n C la r k eS e n io r V ic e P r e s id e nt
C h ie f F in a nc ia l O ff ic er
G id e o n G a r tn erC h a ir m a n o f th e B o a r dC h ie f E x e c ut iv e O ff ic er
Sept 1998
G I G A I N F O R M A T I O N G R O U P© 2001 Giga Information Group
1999 Research Org Structure
3 A n a lys ts1 R A
E M E A
1 4 A n a lys ts6 R A s
C am b rid g e
1 4 A n a lys ts3 R A s
S an ta C la ra
1 2 A n a lys ts3 R A s
N orw a lk
6 R esearch E d ito rs3 In fo . A n a lys ts
Research ServicesD an ie l B ed n arek ,
M an ag er
6 K C A ssoc ia tes
Know ledge CenterC ath erin e F la tley,
S u p ervisor
Office of Research M anagem entG ig G rah am , D an M ah on ey,
R ob ert S oran
INFORMATION &KNOWLEDGE
MANAGEMENTDan Rasmus
IT MANAGEMENT& SERVICES
Chip Gliedman
SYSTEMS & PLATFORMSRichard Fichera
Colin RankineCharlie Burns
Brad Day
APPLICATIONDEVELOPMENT & ERP
Liz BarnettMike Gilpin
Stephanie Moore
Byron Miller
Margo Visitacion
Tom Harwick Connie Moore
Teri Palanca
Marc Cecere
Julie Giera
DESKTOP & MOBILE& SYSTEMSRob Enderle
Steve Hunt
Laura DiDio
e-COMMERCEAndrew Bartels
Martha Bennett
Erica Rugullies
Andy Bartels
Erin Kinikin
Research Orbits
COMMUNICATIONS& NETWORKING
Stan Schatt
Lisa Pierce
Bernt OstergaardJonathan Penn
Elizabeth Herrell
Jim Slaby
Brownlee Thomas
SYSTEMS MANAGEMENT
Will Cappelli
Patrick Dryden
Norbert Kriebel
Lou Agosta
Kazim Isfahani
Ken Vollmer
Carl Zetie
Phil Costa
Uttam Narsu
Ken Smiley
Mike Dodd
Art Williams
Gene Leganza
Robert Leonardi
Jan Feb Mar Q198 '98 Projected 1997Pa’s 10 25 23 58 232 346GIB’s 390 375 439 1204 4816 4933Inquiry 592 628 913 2133 8532 5419POC Phone 42 44 62 148 592 1247POC Face 12 11 14 37 148 322GigaTels 11 10 12 33 132 82Briefings 0 6 8 14 56 41
Walter Stine’s Analyst Productivity Report 1Q98
© 2000 Giga Information Group. All rights reserved. Reproduction or redistribution in any form without the prior written permission of Giga Information Group is expressly prohibited. Company Confidential – For Internal User Only19
Inquiry
The best inquiries are when:– They relate to published research– Are a focused, specific question– Fall within the analyst’s area of expertise– Involve a two-way exchange of information
© 2000 Giga Information Group. All rights reserved. Reproduction or redistribution in any form without the prior written permission of Giga Information Group is expressly prohibited. Company Confidential – For Internal User Only32
E-Practices
E-Practices
Advisory Research OrbitsE-Business
IT MANAGEMENT& SERVICES
Chip Gliedman
Marc CecereMike Dodd Julie Giera
Kazim Isfahani Art WilliamsGene Leganza Norbert Kriebel
James Grady Jon EricksonBill Sheehan
APPLICATIONDEVELOPMENT
Liz BarnettMike Gilpin
Stephanie MooreUttam Narsu
Carl Zetie Margo Visitacion
Tony WhiteElizabeth Thibault
INFORMATION &KNOWLEDGE MANAGEMENT
Dan Rasmus
Connie MooreLou Agosta Teri Palanca
Keith Gile
Nate Pruitt Kathy HallArianna Breitstein-Arazi
Annette Krotova
COMMUNICATIONS& NETWORKING
Stan Schatt
Lisa Pierce Elizabeth HerrellJonathan Penn Jim Slaby
Bernt Ostergaard Brownlee Thomas
Weston Henderek Chauthuy HoangShawn Riley Jadd Cheng
Elizabeth Collinge
PERSONAL & PC SERVER PLATFORMS & SECURITY
Rob Enderle
Laura DiDioSteve Hunt Ken Smiley
Stacey Quandt Jan SundgrenAileen Monahan
COMPUTING INFRASTRUCTURES
Colin Rankine
Regina DubrovskayaAdria Ferguson
Will CappelliPatrick Dryden
Bob Zimmerman Mike Adams J.P. Garbani
David Friedlander
E-BUSINESS APPLICATIONS & STRATEGIES
Andrew Bartels
Martha BennettErica Rugullies Erin KinikinKen Vollmer Byron Miller
Tom Harwick Joel Yaffe
Mark Rosenberg Edmund HaPascal Matzke Renee Woo
Gillian GlasserLouise Cotton
© 2000 Giga Information Group. All rights reserved. Reproduction or redistribution in any form without the prior written permission of Giga Information Group is expressly prohibited. Company Confidential – For Internal User Only33
Advisory Research Orbits
e-Practices
STRATEGY PLANNING
Antonio Franco
Craig DonovanLaura Wiener
Harold Washington
TECHNOLOGY INTEGRATION
Alistair Stewart
ORGANIZATION & WORKFORCE
Peter McAteer
Bart BoltonHoward Adams
SECURITY & RISK MANAGEMENT
Lloyd Hession
Phil Rosch
RESEARCH(all areas)
Phil Murphy
Richard TelescaCatherine Lang
Danielle Saponara
Treena Colby Daphne Lincoln
© 2000 Giga Information Group. All rights reserved. Reproduction or redistribution in any form without the prior written permission of Giga Information Group is expressly prohibited. Company Confidential – For Internal User Only47
Planning Assumption (PA)
• Our flagship (signature) deliverable• Strategic focus• Tackle an issue in depth• Actionable by client • Part of an overall research agenda • Highly engineered• Rich use of graphics• Bias towards quantitative information
© 2000 Giga Information Group. All rights reserved. Reproduction or redistribution in any form without the prior written permission of Giga Information Group is expressly prohibited. Company Confidential – For Internal User Only48
Giga IdeaBytes
• Ad hoc – not planned• Spontaneous – interrupt driven (catalyzed)• Brief – one paragraph to one page
– Net, no background, focus on the so what
• Definitive – take a position• May or may not have a recommendation• A nugget of value added
G I G A I N F O R M A T I O N G R O U P© 2001 Giga Information Group
New Hires
2000
Louise Cotton Jost Hoppermann
Mike Dodd Brett Husselbaugh
Dick Fisher Robert McNeill
Antonio Franco Dave Nelson
Jean Pierre Garbani Laura Pastor
Keith Gile Claire Schooley
Penny Gillespie Ken Smiley
Mike Grosvenor Jane Stanhope
Paul Hamerman Harold Washington
Michael Handley Susan Wiener
Randy Heffner Bob Zimmerman
2001
Anton Hios John Ragsdale
John Meyer Alice Salpeter
G I G A I N F O R M A T I O N G R O U P© 2001 Giga Information Group
Minimum Publishing Productivity for 2001
PAs RequiredGIBs Requiredper Quarter per Quarter
Research Associate 0 10Associate Analyst 1 15Industry Analyst 1 20Sr. Industry Analyst 2 20Director 2 20Vice President2 10Research Leader 2 0
G I G A I N F O R M A T I O N G R O U P© 2001 Giga Information Group
New Research Personnel 8/99
Tom Harwick (SCM) Ken Vollmer (eCommerce, EDI) Elizabeth Herrell (Customer Contact Centers) Erin Kinikin (CRM) Uttam Narsu (Apps Dev) Teri Palanca (Data Management) Lou Agosta (Data Warehouse) Jonathan Penn (Messaging) Edmund Ha, Gillian Glasser, Beth Thibault, Annette
Krotova, Bill Sheehan, Mark Rosenberg, Chauthuy Hoang, Jadd Cheng, Jan Sundgren, Shawn Riley
G I G A I N F O R M A T I O N G R O U P© 2001 Giga Information Group
2000 by Quarter - Significantly Improving Performance
-$3.6
-$4.4
-$3.2-$2.5
-$2.8
-$2.0
-$1.0
-$6.1 1999 2000
1st Q 2nd Q 3rd Q4th Q
Net income$ Millions
4th Q
G I G A I N F O R M A T I O N G R O U P© 2001 Giga Information Group
What do you do for a living in 2000?
Maintain 32 Salons
Write 454 PAs
Write 3052 GIB’s
Publish 79 Articles
Respond to 19,229 Inquiries
Do 1,575 Vendor Briefings
Do 980 POCs
Do 296 GigaTels
Do 325 Outreach Calls
Present 179 Times at Giga Conferences
Perform 1,859 Days of Consulting
G I G A I N F O R M A T I O N G R O U P© 2001 Giga Information Group
The 2001 Numbers
Writing
2000 2001
PAs 405 454
GIBs 3828 3052
G I G A I N F O R M A T I O N G R O U P© 2001 Giga Information Group
More 2001 Numbers
Client Touch
2000 2001
Inquiries 18,748 19,229
Analyst Inquiries 21,724 22,779
Only 17 urgent inquiries were late.
G I G A I N F O R M A T I O N G R O U P© 2001 Giga Information Group
Minimum Publishing Productivity for 2002
PAs RequiredGIBs Requiredper Quarter per Quarter
Associate Analyst 1 15Industry Analyst 1 20Sr. Industry Analyst 2 20Director 2 20Vice President2 10Research Leader 2 0Research Fellow 2 0
© 2000 Giga Information Group. All rights reserved. Reproduction or redistribution in any form without the prior written permission of Giga Information Group is expressly prohibited.
Giga Information Group®
YOUR e-BUSINESS ADVISOR
gigabriefing
What Do Analysts Do All Day?Joel Yaffe, Senior Industry Analyst
October 10, 2000
© 2000 Giga Information Group. All rights reserved. Reproduction or redistribution in any form without the prior written permission of Giga Information Group is expressly prohibited. Company Confidential – For Internal User Only136
Key People
• Robert, Dan, Rich, Craig, Merv• Lloyd Bunting, Mike Nawrocki, Jean-Michel Six
and DD’s• Glen Hartman, David Kitchen• Daniel Bednarek
• Sales Administration• Bonnie Hurwitz• Dan Clark, Vicky Lynch, Maryanne Fitzgibbons• Frank Campbell• Carol LePlar, Mike LeBrasseur• Karen Wadsworth• Sandi Casey Buford, Steve Genovese
© 2000 Giga Information Group. All rights reserved. Reproduction or redistribution in any form without the prior written permission of Giga Information Group is expressly prohibited. Company Confidential – For Internal User Only
A New Offering – Knowledge Salons
G I G A I N F O R M A T I O N G R O U P© 2001 Giga Information Group
How to do Inquiries
The best inquiries are when:
They relate to published research Are a focused, specific question Fall within the analyst’s area of expertise Involve a two-way exchange of
information
Research OrganizationOffice of Research Management
Robert Soran, Marc Cecere,Merv Adrian, Craig Symons, Larry Paul
Merv AdrianVP, Research Manager
Santa Clara
Steve TelleenVice President
eBusiness Strategies
Craig SymonsVP, Research Manager
Norwalk/Northeast
Marc CecereVP, Research Manager
Cambridge
Robert SoranSr Vice President
Europe
Dan MahoneySenior VP of Research
Joan ManzlerOffice Manager, Santa Clara
Bonnie HurwitzVice President
Consulting
Rob Enderle, VP RL
Elizabeth Herrell, SIA
Erin Kinikin, VP RL
Jonathan Penn, SIA
Dan Rasmus, VP RL
Stan Schatt, VP RL
Carl Zetie, Dir
Liz Barnett, VP RL
Andy Bartels, VP RL
Chip Gliedman, VP RL
Kazim Isfahani, SIA
Stephanie Moore, Dir
Lisa Pierce, VP RL
Colin Rankine, VP RL
Lou Agosta, Dir
Steve Hunt, VP
Byron Miller, VP
Brownlee Thomas, SIA
Keith Gile, SIA
Margo Visitacion, SIA
Will Cappelli, VP RL
Mike Dodd, Dir
Norbert Kriebel, SIA
R Dubrovskaya, RA
Bernt Ostergaard, Dir
Pascal Matzke, IA
Louise Cotton, RA
Elizabeth Collinge, RA
Dave Nelson, SIA
Weston Henderek, AA
Elizabeth Thibault, RA
A. Vandersteen, PA
Cindy Liu, RA
Diana Vasquez, RA
Luis Moya, RA
Todd Siegel, RA
C Thomas, RA
Ron Rogowski, RA
Mark Sharp, RA WSSCPhil Rosch, SCA
Peter McAteer, VP
Susan Wiener, SCA
Alistair Stewart, VP
Richard Telesca, SIA
Gillian Glasser, RA
Jan Sundgren, AA
Susan Jette, CS
RESEARCH
AA - Associate AnalystCA = Consulting AnalystCS = Consulting SupportDir = DirectorIA = Industry AnalystIS = Information SpecialistKCA = Knowledge Center AssociateMRE = Managing Research EditorPS = Product SpecialistRA = Research AssociateRE = Research Editor
RL = Research LeaderRSA = Research Services AdministratorSCA = Senior Consulting AnalystSIA = Senior Industry AnalystSIS = Senior Information SpecialistSRE = Senior Research EditorTW = Technology WriterVP = Vice PresidentVPM = Vertical Program Manager*IA = RSS Information Analyst*SIA = RSS Sr Information Analyst
Research Titles
12/04/2000
Robert McNeill, RA
Annette Borba, RA
Stacey Quandt, AA
Renee Woo, RA
Carla Woo, PS
Ken Smiley, SIA
Bob Zimmerman, Dir
Jon Erickson, AA
Su Beagley, KCA Euro
Ryan Hamlyn, RA
Neil Workman, RA WSSC
Amanda Kahlow, PA
A. Breitenbach, RA
Brad Day, VP
Laura DiDio, Dir
Gene Leganza, SIA
Uttam Narsu, SIA
Jim Slaby, SIA
Ken Vollmer, Dir
Arthur Williams, Dir
David Friedlander, IA
Joel Yaffe, SIAAdria Ferguson, AA
James Grady, AA
Kathy Hall, IA
Mark Rosenberg, AA
Bill Sheehan, AA
Jean Pierre Garbani, SIA
Jane Stanhope, SIA
Julie Giera, VP
Wendy James, Admin
Matt Medlin, RA
Daniel BednarekDirector
Research Services
Cathy Flatley, KC Mgr
Charissa Joyce, KCA
Jim Madden, KCA
Donna Brignolo, RE
Peter Crone, RESuzanne Ciccone,SRE
Sheri Giglio, MRE
David Twiddy, *IA
Eliana Kimball, RSA
Sandra Lefebvre, KCA
Margaret McBride, *SIA
Arathi Nath, *SIA
Emmanuel Ording, SRE
Marie Rodgers, IS, Sr Info Arch
Cheryl Hines, RE
Carl Bohlin, RA
Caroline Mewing, RE
Aileen Monahan *IA
Michelle Brosnahan, TW
Kerin Flatley, TW
Sarah Kim, KCA
Larry PaulVP, Research Manager
Atlanta/Southeast
Mike Gilpin, VP RL
Tom Harwick, Dir
Connie Moore, VP
Terilyn Palanca, Dir
Howard Adams, SCA Antonio Franco, Dir
Harold Washington, CA
Phil Murphy, Dir
Penny Gillespie, SIA
Randy Heffner, Dir
Paul Hamerman, Dir
Michael Handley, Dir
Mike Grosvenor, IA
Brett Husselbaugh, Dir
Laura Pastor, CA
Heidi Dexter, KCA Euro
Jost Hopermann, Dir
Patricia Hyde, RE
Claire Schooley, SIA
Dick Fisher, Dir
Laurel Ruma, RE
G I G A I N F O R M A T I O N G R O U P© 2001 Giga Information Group
Research Resources
Headcount1999 2000
Total 105 130
Sr. Analysts 45 64
Assoc. Analysts 27 16
Support 33 37
WSSC 0 13
2003 Kickoff
2003 Goals
#1 priority is GrowthLeverage our foundation
Products/Services Employees
Expand our market presence Visibility Sales productivity
Enhance our customer focus Satisfaction and retention New business development
Balance with fiscal management
G I G A I N F O R M A T I O N G R O U P© 2001 Giga Information Group
Status of Industry 2001 Major Players
Forrester Rarely see them as direct competition
– Budget competition only
Financials • $141• Revenue Decline Q/Q <40.3%>• Income down <100%>• Cash $203• Mkt Cap $425 (2.98)• Forecast for 2002 $100m in Revenues
Appears they are in a spiral Adopted Our model with Forrester Whole View
