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This presentation, including any supporting materials, is owned by Gartner, Inc. and/or its affiliates and is for the sole use of the intended Gartner audience or other authorized recipients. This presentation may contain information that is confidential, proprietary or otherwise legally protected,
and it may not be further copied, distributed or publicly displayed without the express written permission of Gartner, Inc. o r its affiliates.
© 2008 Gartner, Inc. and/or its affiliates. All rights reserved.
Microsoft Channel Kickoff
2010
Neil McMurchy
Research Vice President
IT Marketing & Channels
Gartner
August 26 , 2010
This presentation, including any supporting materials, is owned by Gartner, Inc. and/or its affiliates and is for the sole use of the intended Gartner audience or other authorized recipients. This presentation may contain information that is confidential, proprietary or otherwise legally protected,
and it may not be further copied, distributed or publicly displayed without the express written permission of Gartner, Inc. o r its affiliates.
© 2010 Gartner, Inc. and/or its affiliates. All rights reserved.
HK Software Market Forecast
© 2010 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates.
Demand is growing for Infrastructure Software
at 10% CAGR
536
585
635
685
734
258 283
311
350
396
2010 2011 2012 2013 2014
HK Enterprise Software Forecast US $m
Infrastructure S/W Applications S/W
The Buying Context for Demand
© 2010 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates.
7
CIOs : 2010 Top 10 Business Priorities
Note: in the survey, respondents chose their top five issues (not in any order). These priorities are ordered based on the percentage of respondents who included each issue in their top five.
Greater China
Top 10 Business Priorities 2010Please select the top five business priorities for your
enterprise/business unit in 2010?
Improving business processes 1
Cutting enterprise costs 2
Increasing the use of information/analytics in decision making 3
Improving enterprise w orkforce effectiveness 4
Attracting and retaining new customers 5
Managing enterprise change initiatives 6
Creating new products or services (innovation) 7
Targeting customers and markets more effectively 8
Consolidating business operations 9
Expanding current customer relationships (expanding "w allet share") 10
8
2010 Top 10 CIO Technology Priorities
Note: in the survey, respondents listed their top five issues (not in any order). These priorities are ordered based on the percentage of respondents who included each issue in their top five.
Greater China
CIO Technology PrioritiesPlease select your top five priorities for 2010?
Virtualization 1
Cloud Computing 2
Web 2.0 3
Netw orking 4
Business Intelligence 5
Mobility 6
Data Storage & Management 7
Service Oriented Solutions 8
Security 9
IT Management 10
IT is a small proportion of business operating
expense – so why the focus on IT cost?
Source: Jamie K. Guevara, Linda Hall, Eric Stegman, IT Key Metrics Data 2010: Key Industry Measures: Multi Industry Spending Overview, 14 December 2009, G00172711
IT Spend as % of
Operating
Expense - 2009,
By Industry:
Cloud : what it means and what it
means to your business
© 2010 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates.
Cloud – what does it mean?
• Consumeability of IT
• Flexibility & Agility
• IT costs:
- Changing the nature of the costs from fixed to variable
- Shifting from “keeping the lights on” to business value
• It is NOT about reducing IT costs
Cloud : Implications for Your Business
• Just enough, just in time (Everything-as-a-service)
• Business leads, IT follows ( Solution selling)
• Recognition that IT infrastructure is not itself a competitive differentiator (Helping IT manage complexity and change)
• Move IT costs to variable costs ( Changing your own business model)
Selling Solutions : Action , Not
Talk
© 2010 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates.
You can’t sell a Solution if you don’t know what
the Problem is
29.9%
36.7%
46.6%
55.3%
57.2%
73.6%
0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%
Product/service knowledge
Understanding our industry
Clarifying business impact
Quantifying the value
proposition
Tailoring the discussion to
our issues
Understanding our business
needs/requirements
Percentage of respondents
Source: pretty much any similar survey we’ve conducted anywhere over the last decade.
Question : what are the shortcomings of IT provider sales & marketing?
Thank you
www.gartner.com
© 2010 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates.
