Welcome

Bill JonesSVP, General Manager, Events

The Channel Company

#MES18 @TheMidmarketCIO

Premier Sponsors

Platinum

Gold

Silver

Event Sponsors

#MES18 @TheMidmarketCIO

Thank You to Our MES Board

Jesse Crum

Knoxville

Hospital &

Clinics

James

FielderFarm Credit

Services of IL

Nick Dell

Midway

Products

Group

Henry Chace

Burns &

Levinson

Tammy Barr

Continental

Mills

Ed Freed

Summit

Polymers

Ellen Christy

Commonwealth

of Massachusetts

Derek

Christopher

Hines & Associates

Leslie Cothren

Universal Mental

Health Services

Chance Irvine

Proxibid

Doug PontiousAmerisure Insurance

John RegulaWoods

Vennard WrightWSSC

Mary Wyderski

DSC Logistics

Aaron Geiger

ARCO National

Construction

Paul Furtado

Lone Wolf

Real Estate

Glenn

Leatherwood

Valmont

Industries

Jeff Lutes

Orlando

Magic

Jason Mason

Winsight Media

#MES18 @TheMidmarketCIO

MES at-a-Glance

MES XCellenceAwards

Market Insight from

Industry Experts and

Executive Keynotes

Golf Tournament

1-on-1 Meetings w/ Industry Analysts

Solutions

Pavilion (Booths)Private Boardroom

Presentations

The Audience

▪ 200+ attendees

▪ 60% NEW to MES

▪ 94% have title of C-level, VP, or

Director

▪ More than $70 billion in revenue

▪ More than 20 industries

represented

#MES18 @TheMidmarketCIO

Badges must be worn at all times for access.

What do ribbons on badges represent:

▪ Newcomer

C I O s / S E N I O R I T L E AD E R S V E N D O R S

BLUEStaff/Analysts/Speakers

REDCIOs/Senior IT

Leaders

BLACKSponsoring Vendors

▪ Premier Sponsors

▪ Analysts

Badges & Ribbons

MES Advisory Board Members Will Be Wearing Grey Badges

#MES18 @TheMidmarketCIO

• Agenda

• Solutions Pavilion booth list

• Access to ALL Social Media

• Event Presentations

• One-on-One Scheduling Tool

Event App – Get Connected

Access Right at Your Fingertips

Search to download to device:

Midsize Enterprise

Summits

Sponsored By:

#MES18 @TheMidmarketCIO

Complimentary Wi-Fi Access

SSID: midsize

Password: spring2018

#MES18 @TheMidmarketCIO

Solutions PavilionBooths

Location: Pacific Hall AB

Set-Up: Monday - 8:00am – 5:00pm

Open: Monday - 6:00pm – 8:00pm

Tuesday - 1:00pm – 1:45pm – Bonus Time!

Tuesday - 5:00pm – 7:00pm

Dismantle: 7:00pm – 9:00pm, Tuesday

7:00am - 10:00am, Wednesday

Includes: One-line ID sign (company name and booth number),

6’ skirted table, 2 chairs, wastebasket

Does NOT include: Internet or Electrical(Exbibit hall IS already carpeted at the Swan & Dolphin)

Note: Booth numbers and exhibitor services kits have been sent

Best Practices

• Draw people in from the aisle

• Make it interactive

• Have your experts available

• Close with a follow-up action

• Walk the floor

#MES18 @TheMidmarketCIO

Boardroom Agenda & Logistics

• Private 30-minute sessions

o 12-15 attendees

o Save time for Q&A

• Liaison in Every Room

o Time keeping

o Distributes/collects questionnaires

Bring a survey (15 copies per boardroom)

• Attendee Contact Information Provided

o Full contact info for the attendees you spoke to in

your boardroom session(s)

o Not necessary to bring lead retrieval devices

Monday, April 30

▪ Morning: 10:30 am – 12:20 pm

▪ Afternoon: 1:30 pm – 2:40 pm

3:30 pm – 4:40 pm

Tuesday, May 1

▪ Morning: 10:00 am – 11:50 am

▪ Afternoon: 2:45 pm – 4:45 pm

What’s included?

• Screen & Projector

• Power for laptops & HDMI Cords

• Wireless Internet

• Laptops will not be provided

#MES18 @TheMidmarketCIO

Boardroom LayoutWhat’s included?

• Screen & Projector

• Power for laptops & HDMI Cords

• Wireless Internet

• Laptops will not be provided

Projectors

provided by:

*If you are interested in getting in front of more CIOs at MES, please let us know as we do have a few more boardrooms left!

*As noted above an HDMI

cord will be provided, if your

laptop requires a different

connection please bring it

with you! You only have 30

minutes, do not waste it

waiting on AV!

#MES18 @TheMidmarketCIO

6

5

4Make it Interactive

• Ask questions

• Don’t lecture

• Maybe no PowerPoint at all?!

Be Memorable

• Attendees sit through a lot of

boardrooms, how will they remember

yours?

Bring a Survey

• Plan for 15 copies per boardroom

Boardroom Best Practices

1

3

2

Start with the basics

• What problem do you solve?

• Why are you the best?

• How much does it cost?

Use MIDMARKET Case Studies

Do your homework on who’s in your

boardroom

#MES18 @TheMidmarketCIO

Networking Opportunities

REMEMBER: YOU HAVE MULTIPLE OPPORTUNITIES TO MEET

ATTENDEES BEYOND JUST BOOTH HOURS

Monday

• Networking Lunch - 12:20 p.m. – 1:20 p.m.

• Women's Luncheon Panel - 12:20 p.m. – 1:20 p.m. (Women Only)

Tuesday

• Networking Breakfast - 7:00 am – 7:45am

• Networking Lunch -12:00 p.m. – 1:00 p.m.

• MES XCellence Awards & Reception - 7:30 p.m. – 9:00 p.m.

• MES After Party - 9:00 p.m. – 12:00 a.m.

(Join us at Jellyroll’s on the Boardwalk!) Dress is casual!

CONFIDENTIAL AND PROPRIETARY

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 intended 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. or its affiliates.

© 2018 Gartner, Inc. and/or its affiliates. All rights reserved.

Summit 2018

Mike Cisek@mrcisek

#GartnerMSE

A Midsize Enterprise Perspective forTechnology Providers

Midsize Enterprise Summit Spring 2018

29 April – 01 May 2018 / Orlando, FL

15 © 2018 Gartner, Inc. and/or its affiliates. All rights reserved.

Success in the Boardroom — Three Simple Steps

1. Engage

2. Keep slides to an

absolute minimum

3. Keep it pithy:

✓Who you are

✓What you do

✓How can you help

(differentiation)

✓What does it cost

16 © 2018 Gartner, Inc. and/or its affiliates. All rights reserved.

Key Issues

1. Defining and segmenting midsize enterprises

2. What drives buying behaviors in midsize enterprises

3. Technology trends driving change in midsize enterprises

17 © 2018 Gartner, Inc. and/or its affiliates. All rights reserved.

How Vendors (Gartner Included) Define Midsize Enterprises

100 Employees

$50 Million $1 Billion

1000 Employees

Lower Midmarket Upper Midmarket

500 Employees

$500 Million

Storage

Servers and

Virtualization

End Users

Cloud Services

IT Budget

IT Budget % of Rev. WAN Topology

IT Resources

Applications

Vendor definitions of MSEs (including market data) are highly inconsistent and fragmented and should have limited influence on messaging.

18 © 2018 Gartner, Inc. and/or its affiliates. All rights reserved.

Attributes That Define Midsize Enterprises (MSE)

Revenue$272M

IT Budget 90% < $10M

2% to 4% Rev.

Employees978

IT Staff 19 FTE's

63% Versatilists

Storage92TB

62% < 50TB

Servers116

85% Virtual

App Developers5 FTE's

23% = 0 FTEs

Security Resources.97 FTE's

44% = 0 FTEs

% of Portfolio XaaS

20% to 25%

% Desktops Virtual16%

46% = 0

Source: Midsize Enterprise Summit Spring & Fall 2017 n = 228

19 © 2018 Gartner, Inc. and/or its affiliates. All rights reserved.

Revenue and Budget Distribution

$1B+, 8.0%

$750M to $1B, 4.0%

$500M to $749M, 9.0%

$250M to $499M, 12.0%

$100M to $249M, 23.0%

$75M to $99M, 10.0%

$50M to $75M, 17.0%

<$50M, 18%

Revenue Distribution2018 Budget Estimates

▪ Increase = 45%

▪ Decrease = 17%

▪ Flat = 31%

▪ No Formal IT Budget = 7%

The actions taken in the past 2 years that have resulted in the greatest cost savings in IT?

Consolidation and optimization across all IT/business disciplines

<$1M, 24%

$1-5M, 50%

$5-10M, 16%

$10-50M, 9%

>$50M, 1%

IT BudgetAverage

Revenue

$272M

Source: Midsize Enterprise Summit Spring and Fall 2017, n = 407

20 © 2018 Gartner, Inc. and/or its affiliates. All rights reserved.

MSE IT Organizational Characteristics

Staff is 63% versatilist — someone who can be a specialist for a particular discipline, while at the

same time being able to change to another role with the same ease. Unlike a specialist, who

possesses depth in one area, and generalist who has breadth but no depth, versatilists exhibit both.

21 © 2018 Gartner, Inc. and/or its affiliates. All rights reserved.

Key Issues

1. Defining and segmenting midsize enterprises

2. What drives buying behaviors in midsize enterprises

3. Technology trends driving change in midsize enterprises

22 © 2018 Gartner, Inc. and/or its affiliates. All rights reserved.

Three Dynamics That Drive Behavior in Midsize Enterprises

▪ MSEs have an entirely different "economic, cultural and managerial

environment."

▪ "We are unique and not just scaled down versions of large enterprises. It is

therefore a mistake to contrast the IT decision-making behavior of midsize

enterprises with that of big companies."

Dyadic Communication

EconomicDiscipline

Right-Sized Approaches

23 © 2018 Gartner, Inc. and/or its affiliates. All rights reserved.

Leading IT in a Midsize Enterprise

24 © 2018 Gartner, Inc. and/or its affiliates. All rights reserved.

Thinking About Your Organization as a Whole, What Would You Say Are Its Top Business Priorities for the Next Two Years (2017/2018)?

Growth/Market Share

28%

Innovation, R&D, New Products and Services

10%

Technology Improvements

8%

CustomerFocus

8%

Workforce Focus

8%

Security, Safetyand Risk

8%

Corporate M&A, New

Business Consolidation

8%

Digital Business/Digital Transformation

14%

01010111010100100101001001010101110101001001010010100101 010111010100100101001001101010010101

25 © 2018 Gartner, Inc. and/or its affiliates. All rights reserved.

Which Technology Area Do You Think Is Most Important to Help Your Business Differentiate and Win?/Is Most Crucial to Achieve Your Organization's Mission?

Cloud Services/Solutions

10%

InfrastructureData Center

7%

ERP7%

CRM6%

Mobility/Mobile

Applications

5%

Network, Voice and Data Communications

4%

BIAnalytics

21%

Digitalization/Digital Marketing

10%

01010111010100100101001001010101110101001001010010100101 010111010100100101001001101010010101

26 © 2018 Gartner, Inc. and/or its affiliates. All rights reserved.

Which technologies deployed in the past three years have helped "level the playing field" from a competitive standpoint?

Hyperconvergence7%

VDI5%

All Flash4%

Office 36517%SDWAN

3%

UC/VoIP6%

Virtualization17%

BIA8%

Cloud15%

Network9%

Security9%

Source: Midsize Enterprise Summit Spring & Fall 2017 n = 228

27 © 2018 Gartner, Inc. and/or its affiliates. All rights reserved.

Which technologies deployed in the past three years have helped "level the playing field" from a competitive standpoint?

Hyperconvergence7%

VDI5%

All Flash4%

Office 36517%SDWAN

3%

UC/VoIP6%

Virtualization17%

BIA8%

Cloud15%

Network9%

Security9%

Source: Midsize Enterprise Summit Spring & Fall 2017 n = 228

Alternate

28 © 2018 Gartner, Inc. and/or its affiliates. All rights reserved.

What Are the Technology Areas Where Organization Will Be Spending the Highest Amount of New or Additional Funding in 2018?

BIAnalytics

19%

ERP11%

Cyber/Information Security

16%

Cloud Services/Solutions

14%

Digitalization/Digital Marketing

10%

01010111010100100101001001010101110101001001010010100101 010111010100100101001001101010010101

InfrastructureData Center

9%

Network, Voice and Data Communications

6%

Mobility/Mobile

Applications

5%

29 © 2018 Gartner, Inc. and/or its affiliates. All rights reserved.

What emerging technologies are you most interested in deploying over the next12 months?

Hyperconvergence18%

SD-WAN8%

UCaaS7%

IoT4%

SIEM5%

BI/Analytics12%

DRaaS3%

Office 3655%

Security20%

VDI6%

AI4%

Machine Learning6%

Blockchain1%

Containers1%

Source: Midsize Enterprise Summit Spring & Fall 2017 n = 228

30 © 2018 Gartner, Inc. and/or its affiliates. All rights reserved.

What applications do you plan to move to the public cloud in the nexttwo years?

SharePoint3%

CRM8%

Email12%

Content/Storage7%

Office 36512%

Acct./Finance5%

HCM3%

ERP11%

UCaaS6%

Time and Attendance1%

DR2%

PM1%

BIA1%

None26%

ITSSM2%

What % of app investments

in the last 2 years have been

cloud based = 30%

14% responded "zero"

Source: Midsize Enterprise Summit Spring and Fall 2017 n = 228

31 © 2018 Gartner, Inc. and/or its affiliates. All rights reserved.

Key MSE Vendor Selection Criteria

IT Requirements:

▪ Minimal IT Dependency

▪ Easy Integration; Complement Investments

They've Made

▪ Proven Technology Foundation

▪ Solution vs. Product Focus to Eliminate Silos,

Multiple Vendors

Functional Requirements:

▪ Modular, With Relevant, Scalable Functionality

▪ Minimal Customization or Configuration in Order to

Differentiate and Support Unique Processes

▪ Willing to Accept "Good Enough"

in Commodity Processes

Implementation and Support:

▪ Easy to Install, Configure, Manage, Train, Use

and Maintain

▪ Reliable, Service and Support by Responsive

Providers

▪ Supports Ability to Grow Organically as Well as by

Mergers and Acquisitions

▪ Shows Empathy, Provides Intimacy

Provisioning:

▪ Straightforward Pricing, Flexible Deployment

Options

▪ Affordable and Flexible to Pay and Implement

Only What Is Needed Now

▪ Local Partner If "Backed" by Strong Vendor

▪ References of Similar Size

and Requirements

32 © 2018 Gartner, Inc. and/or its affiliates. All rights reserved.

Key Issues

1. Defining and segmenting midsize enterprises

2. What drives buying behaviors in midsize enterprises

3. Technology trends driving change in midsize enterprises

33 © 2018 Gartner, Inc. and/or its affiliates. All rights reserved.

Cloud-Inspired Hybrid Infrastructure

Selective Utilization of "Anything as a Service" (XaaS)

Enhanced Security Detection and Response Capabilities

Platforms That Optimize Operations and Customer Experience

Exploitation Data and Analytics to Drive Business Transformation

Five Technology Trends Impacting Midsize Enterprises

34 © 2018 Gartner, Inc. and/or its affiliates. All rights reserved.

Hype Cycle for Midsize Enterprises, 2017

Innovation Trigger

Peak of

Inflated Expectations

Trough of Disillusionment

Slope of EnlightenmentPlateau of

Productivity

time

expectations

Years to mainstream adoption:

less than 2 years 2 to 5 years 5 to 10 years more than 10 years

obsolete

before plateau

As of July 2017

Firewall as a Service

Cloud Data Backup

Third-Party Support for ERP

IoT for Customer Service

Self-Service Data Preparation

Micro Data CentersPredictive Analytics

API Management PaaS

Integrated Systems: Hyperconvergence

Analytics for Customer Intelligence

Cloud-Based IT PPM Services

Knowledge Management for Customer Service

Cloud OfficeHybrid Cloud Computing

Integrated IaaSand PaaS

Customer Self-Service Suites

Cloud Access Security Brokers

Cloud-Managed LANsDisaster Recovery as a Service (DRaaS)

Cloud UC (UCaaS)

IAM Managed Services

Managed WLAN

Application Performance Monitoring Suites

Public Cloud SaaS Administrative ERP

Enterprise Mobility Management Suites

IT Event Correlation and Analysis Tools

Visual Data Discovery

Content Services

Develop Your Own App

IDaaS

Application Security as a Service

35 © 2018 Gartner, Inc. and/or its affiliates. All rights reserved.

Success in the Boardroom — Sell the Problem You Solve Not the Technology

1. Engage

2. Keep slides to an

absolute minimum

3. Keep it pithy:

✓Who you are

✓What you do

✓How can you help

(differentiation)

✓What does it cost

36 © 2018 Gartner, Inc. and/or its affiliates. All rights reserved.

For information, please contact your Gartner representative.

Gartner Recommended Research

Hype Cycle for Midsize Enterprises, 2017

Mike Cisek, James A. Browning and Others (G00313408)

Leading IT in a Midsize Enterprise Primer for 2018

Mike Cisek and James A. Browning (G00343346)

Three Dynamics That Drive Midsize Enterprises

Mike Cisek and Mark Fabbi (G00329411)

Four Trends That Impact How Midsize Enterprises Deal

With IT Vendors

James A. Browning and Mike Cisek (G00320947)