Vendor Briefing Overview

8/10/2019 Vendor Briefing Overview

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Vendor BriefingsProcess Overview


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Global Head of Research

Hardware

Software

Go To Market

Telecommunications

Services

Industries

FSI

Healthcare

Retail

Manufacturing

E&U

Security

EA

Sourcing and VM

BPI

PPM

Applications

BIIM

I&O

Government

Education

Gartner Research Structure

Roles

Industries

Technology and Service

providers


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Asia Pac Analysts

T Shape

now Pi


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Access To Insight:

Different ways you can leverage Gartner

Vendor Briefings

Scheduling a vendor briefing

(available to any technology

and service providerclient or

non-client)

Educating analysts on your

companys direction and/or

new product announcementsvia a vendor briefing

Industry Analyst

Analyst Relations

Research services

24/7 access to Gartner research,

enabling you to make decisions

in real time

Insight you cant get anywhere

elseon your customers, markets

and competitors

Analytics you can use to gauge

the effectiveness of your

marketing and sales efforts

Research Provider

Market Intelligence

Analyst inquiry and SAS

A two-way consultative

relationship whereby analysts

advise you on your go-to-

market strategies and growth

plans

Face-to-face strategic sessions

with analysts, which you canuse to prepare for shareholder

meetings, conduct business

planning or get feedback on

your ideas

Strategic Advisor

Business Executive


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Gartners definition of a Vendor Briefing

A vendor briefing is a research tool for industry analysts, and anopportunity for IT vendors to present its products, services and

business strategies with analysts that cover the vendor specifically or

a related technology or market. During a vendor briefing, the flow of

information predominates from vendor to analysts and is not

interactive. Analysts may ask questions of clarification during abriefing session, however, analyst feedback is not the focus

and should not play a part or role within any given vendor briefing

session. Gartner analysts schedule briefings at their discretion

based purely on an interest in the vendor, its technologies and its

marketplace, not because of any fee or contractual relationship.


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Submission Process

Gartner receives over 12,000 briefings annually and has asystematic method for disseminating briefing requests to our

analyst community.

- We understand there are local relationships but kindly request that you

do not contact the analysts directly when booking briefings.

All vendors should initiate requests through completion of a VendorBriefings request form available in word document format from

[email protected] online at:

http://www.gartner.com/it/about/vendor_form.jsp

To help you identify which topics are covered by Gartner analysts,view: http://www.gartner.com/0_admin/AnalystCoverageAreas.jsp
mailto:[email protected]://www.gartner.com/it/about/vendor_form.jsphttp://www.gartner.com/0_admin/AnalystCoverageAreas.jsphttp://www.gartner.com/0_admin/AnalystCoverageAreas.jsphttp://www.gartner.com/it/about/vendor_form.jspmailto:[email protected]


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Benefits of using the formal Vendor Briefings

process

For IT Vendors

Proper tracking of your requests intoGartners client database

- All Gartner associates have visibility into the current and priorhistory of your requests

Broad and accurate exposure of yourrequests to relevant analysts

- When appropriate requests may be disseminated via Gartnerdistribution lists

Expedited scheduling- Analysts receive hundreds of emails daily and may respond

more quickly to Gartners internal scheduling teams

Proper replication of confirmed appointmentsto analyst calendars

- Appointments are methodically posted to analyst calendars in a

standardized format which analysts use as gospel

For Gartner Analysts

Proper tracking of requests into Gartnersclient database supports analystcollaboration

- Analysts can identify other analysts who attended previousbriefings and knowledge share

Permanent posting of requests and vendor

materials to Gartners internal centralrepository for knowledge sharing

- Content is tagged enabling sophisticated search capabilities toassist with research agendas

Audio replay option for analysts who misseda scheduled briefing

- Audio recording of briefings are available for 28 days postbriefing

Greater time allotment to conductingresearch and fulfilling client deliverables

- Scheduling briefings can be time consuming. The VendorBriefings team is highly skilled in managing multiplecalendars and time zones


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Vendor Briefings Selection Process

The Gartner analyst community makes its own decisions regarding

which technologies, products, services and vendors are important to

the research agenda.

Analysts schedule a vendor briefing solely because they need

information as part of their research or to answer client inquiries. In scheduling briefings, Gartner analysts apply the same criteria to

vendors clients and non-clients.

For information about the Gartner Magic Quadrant and MarketScope

processes view:

http://www.gartner.com/DisplayDocument?doc_cd=131166
http://www.gartner.com/DisplayDocument?doc_cd=131166http://www.gartner.com/DisplayDocument?doc_cd=131166


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Vendor Briefings Process & Typical Lead Time

Completed Vendor Briefings request forms will be assigned to a specialistwithin 2 business days

The specialist will first poll the relevant analysts for their interest level

Analysts have 48 hours to accept or decline the polling email

After 48 hours with no reply the VB Specialist considers it a decline

Based upon positive interest we will then provide you with tentative analystavailability

Upon selection of a slot, the Specialist will schedule the call with analyst (s) viaconcert depending on their current availability.

The scheduling process is completed through the Concert system

- Concert updates analysts outlook calendar with date/time of the call, conference bridge#/ID, and briefing information from GAMEC

- Concert automatically spins-off additional GAMEC records to all analyst attendees- Conference bridge ID is scheduled via the MeetingPlace Global site:

https://meetingplaceglobal.gartner.com/

- Email confirmation is sent to the vendor with details for the call
https://meetingplaceglobal.gartner.com/https://meetingplaceglobal.gartner.com/


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Vendor Briefings Process & Typical Lead Time

Lead times for scheduling depend on analyst responsiveness and availability

and are typically scheduled 2-4 weeks out

Lead time significantly increases for in person requests and for requests exceeding

2 analysts.


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Best Time to Schedule a Vendor Briefing

Historically 70% of briefings occur in two briefing seasons:

- mid-November to end of February

- mid-May to end of July

These briefing seasons coincide with analyst researchagendas and the updating of their conferencepresentations.

Off-season briefings are welcome and expected, but aremore difficult to schedule due to conference participation

and other business travel.- The more analysts requested correlates with less availability for

scheduling.


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Typical Venue for a Vendor Briefing

Gartner analysts determine the duration and venue of briefings.

95% occur via phone for 30-60 minutes, with 1-2 analysts.

- Our analysts prefer to use Gartners audio conference bridge, as briefings

are recorded and accessible by the Gartner analyst community for 28 days

after the briefing.

- Dialing instructions are provided upon analyst confirmation.

In person briefings are less frequent and are scheduled at the

discretion of the analysts for 60 minutes.

Online Demos should be reserved for the purpose of reviewing

software tools and applications.

- Gartner analysts still prefer that an electronic slide deck presentation be

provided 3 days prior to a scheduled briefing.


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Suggested Briefings Agenda

I. Company Overview

1. Brief history

2. Vision statement

3. Value proposition

4. Organizational structure

5. Operating principles

6. Financial performance

II. Market Positioning

1. Assessment of market drivers or business

issues

2. Category description (Software integration,

consultant, data-mining solution provider, etc.)

3. Competitive position

4. Description of target markets

5. Go-to-market strategy Partner strategy

6. Points of differentiation

III. Capabilities

1. Portfolio review

2. Tools, methodologies

3. Customer benefits

4. Success stories

5. Delivery model

IV. Strategic Intent1. Vision for future directions

2. Growth plan(for example, organic, partners,

acquisitions)

3. Investment strategy


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Vendor Briefings Best Practices

Define clear objectives for your vendor briefing. For example- To provide information on significant changes in product or service strategy, company structure, pricing, revenue and so on

- To emphasize the vendor's differentiators in products, strategy and marketing message, and what it sees as its competitive

advantages

Provide presentation materials 3 business days in advance of the briefing.

- All files should be "zipped" and, if at all possible, no more than 3MB in total size.- Sending materials in advance is particularly important for phone briefings and if analysts are traveling.

- If certain information is confidential or embargoed, the vendor should note that on the document and cover letter.

- Post briefing, vendor presentations are posted to a database accessible by our global analysts.

Distinguish a vendor briefing from a client inquiry- Vendor briefings are eligible to both clients and non-clients where the flow of information predominates from vendor to

analyst.- Client Inquiries are only eligible to clients and are a much more interactive paradigm that should be scheduled via the Client

Services Group.


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Contact Details & Additional Information

Region Email Phone

Americas,

Canada,

EMEA &Asia Pacific

[email protected]

Americas, Canada & EMEA:

+1 203 316 6144

Asia Pacific: +91 22 66023380

Japan [email protected] +81 3 3481 3670

Click here for more information about vendor briefings:http://www.gartner.com/it/about/vendor_briefings.jsp
mailto:[email protected]:[email protected]://www.gartner.com/it/about/vendor_briefings.jsphttp://www.gartner.com/it/about/vendor_briefings.jspmailto:[email protected]:[email protected]

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Vendor Briefing Overview