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Gartner Research Flashcards

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1
Q

What is the Gartner value?

A
  1. hard dollar savings
  2. professional development
  3. quality of decision
  4. risk midigation/ validation
  5. time savings
  6. cost savings/ avoidance
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2
Q

What is Gartner?

A

Gartner is a marekting research and consulting firm based in the united states. They are headquartered in stanfrod and have 16,000 employees based in marketing research

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3
Q

Why do clients turn to Gartner?

A
  1. Ensure the success of key iniatives
  2. select the right products and get the best terms and pricing
  3. Run a world class IT organization
  4. stay current with important innovations
    connect with valuable peers
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4
Q

what is ensure the success of key initiatives?

A

get un biased outside perspective on best practices contextualized to your situation.

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5
Q

What is select the right products and get the best terms and pricing?

A

negotiate money saving terms and conditions

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6
Q

What is running a world-class It organization?

A

lead your team more effectively by including them in research delivery.

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7
Q

What is stay current with important innovations?

A

know what emerging techonology trends mean for your organization

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8
Q

what is connect with valueable peers?

A

ulitize peer experiences to test your thinking and avoid costly mistakes

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9
Q

What are the 8 common types of CIO prospects?

A
  1. tactical
  2. from the business
  3. first time technical
  4. turn around
  5. seasoned
  6. consultant
  7. CxO as CIO
  8. Interim
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10
Q

Typically how much of the overall revnue is the IT budget?

A

3%

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11
Q

how many IT staff are in an organization?

A

20-60

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12
Q

IT cost can range from flat ____ to extreme ____

A

0%, 20%

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13
Q

How much is the range for vendor contracts? (Microsoft, Oracle)

A

200k-1 million-plus annually

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14
Q

What sets Gartner apart?

A
  1. our research goes through a rigiorous vetting process based on proven methodologies
  2. we are 100% unbiased (independent research organization we are not obligated by any external agenda)
    3 clients know they are getting reliable insights with no agenda.
  3. we don’t sell technology
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15
Q

what are the critical tools for high tech provider clients?

A
  1. magic quadrant
  2. market share
  3. market forecast
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16
Q

What is the magic quadrant tool?

A

it is a tool that shows where companies end up based on their ability to execute and completeness of vision. This helps clients with market trends such as direction and maturity.

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17
Q

What is the market share tool?

A

Most important tool used by executives to show how the share is allocated between 900 tech providers in 30 key markets.

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18
Q

What is the market forecast tool, Gartner?

A

Gartner Market Forecasts help you prioritize investments and identify growth opportunities within the IT market.

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19
Q

How does Gartner help tech leaders achieve their goals?

A

1.product launch and strategy
2. customer acquisition
3. corporate development
4. business performance management

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20
Q

Research is essential to any business becuase it?

A

– Informs decisions
– Reduces risk
– Helps us understand how others are responding to change

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21
Q

what is the tactical CIO prospect?

A

-primarly focused on the technical
-strategy is low on the priority list
- typically very time constrained

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22
Q

What is the from the busiess CIO prospect?

A
  • knows the company’s operations
    -have held several CxO or VP roles
    -don’t know what they want?
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23
Q

What is a CxO

A

A cheif experience officer. Is an executive responsible for the overall experience of an organizations products and services

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24
Q

What is the first time techincal CIO prospect?

A

-career path from IT staff to CIO
- often has a very technical background
- may struggle with business aspects of the role

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25
What is the turn around CIO prospect?
-hired from outside an organziation - set out to fix specific problems - benchmarks and peers are important
26
What is the turn around CIO prospect?
-hired from outside an organziation - set out to fix specific problems - benchmarks and peers are important
27
What is the seasoned CIO prospect?
- have held several executive positions - wealth of industry/market background - looks to be intrigued
28
What is the consultant CIO prospect?
-hired from consulting firm for specfic purpose -typically there to fix a problem - strong problem identification not implementation
29
what is CxO as CIO prospect?
-IT reports to CxO is IT decision maker. - Typically concerned with risk and cost - IT is not their singular focus
30
What is interim CIO prospect?
-acting as CIO in the short term - 1 month- 3 years - wants to avoid stagnation
31
How do you handle "i can find research for free on the internet"
Gartner research is thoroughly vetted, unbiased and we and can help save you time finding the right research quicker
32
What do licensed users recieve?
1. research (135,000+ documents across 1,375 topics covering all aspects of IT) 2. Cost optimization tools (self assessment tools that allow you to do world class benchmarking in under one hour.) 3. executive partner- executive partner with past experience in senior technology executive role. Help you define and create strategies.
33
how do you handle “Tech vendors are experts in their industry and have offered to give me free advice”
Gartner is unbiased while the vendors are attempting to sell you
34
How do you handle “Need CFO or board approval to sign over x”
Establish strong mutual plan with commitment from all parties
35
How to handle “Timing isn’t right”
Need to tie back to initiative timelines and milestones that are urgent today, not in the future
36
How to handle “I don’t have time to take advantage of all these great resources”
Make sure to focus on the top priority and not a “nice to have”
37
How to handle “I need consensus from my direct reports to move forward”
Establish strong mutual plan with commitment from all parties
38
How to handle “This looks great but I can’t justify the spend if I can’t demonstrate hard dollar ROI"
Attempt to quantify any cost savings via ITBudget or contract review / also tie value back to Corporate Objectiv
39
How to handle “We don’t sign multiyear agreements”
Like most tech companies, 3 years is Gartner’s standard term. Gartner seeks to partner with clients for the long term, not just short projects
40
How to handle "price is too much"
Quantify the value that will be delivered when Gartner helps accomplish X
41
What are the different tech initiatives for CIO's?
1. E-commerce 2. mobile strategy 3. IT Strategy 4. Leadership transformation 5. customer experience 6. Data and analytics 7. cost reduction 8. cloud computing 9. IT Org Structure
42
What is E-commerce tech iniative?
Traditional brick & mortar retailer creating online presence to better compete in crowded market
43
What is the mobile strategy tech iniative?
Bank looking to digitize products via mobile app to better compete in crowded market
44
What is the IT strategy tech iniaitvie?
Transportation provider recently revamped business to deliver services via mobile app – now needs to restructure IT strategy and budget to reflect needs of digital business
45
What is IT leadership transformation tech iniative?
Manufacturing company is looking to leverage Internet of Things (IoT) to drive efficiencies and increase profitability.
46
What is the customer experience tech iniative?
Insurance company is looking to leverage social tools to speed claim management while improving client satisfaction.
47
What is the data Analytics tech iniative?
A University has recently invested in smart infrastructure and is looking to use the additional data captured to further improve efficiencies.
48
What is the cost reduction tech iniative?
Restaurant chain is looking to reduce costs to improve profitability in an increasingly crowded market.
49
What is the cloud computing tech iniaitve?
Law firm is seeking to reduce costs by moving IT infrastructure off premises and to the Cloud
50
What is the IT ORG structuce tech iniaitve?
Fast growing pharma company is looking to make big investments in IT to help scale the growth.
51
What is the challenge of e commerce?
Struggling to determine how to create a digital commerce strategy that aligns to my business model and accelerate growth. Unsure what steps to take first to build out a successful e-commerce strategy and roadmap.
52
What is the challenge of mobile strategy?
Not sure how to accelerate their mobile app development to delivery to meet the demands of the business. Struggling to select the right third-party app developer that best understands the financial services market.
53
What is the challenge of IT straetgy?
Difficulty finding accurate data to understand their IT efficiencies specifically where their spending and staffing compares to their peers (i.e. similar industry, revenue, and geography) but does not have access to any comparative data. After determining where IT spending/staffing compares to peers, needs guidance on creating a digital transformation strategy and getting buy-in from the rest of the executive team.
54
What is the challenge of IT leadership Transformation?
Lacking insight into the skills and capabilities needed to support a digital business strategy and IoT. Needs guidance and mentorship on how to attract talent and cultivate the next generation of IT leaders to support this transformation.
55
What is the challenge of customer experience?
CIO is being mandated to improve customer satisfaction while reducing claim management process, however the CIO is struggling to gain support from CEO and board to make additional investments in social technology which will improve both metrics.
56
What is the challenge of data and analytics?
CIO is tasked with creating a program to analyze new data streams including Internet of Things (IoT) data, and even unstructured data to identify areas to improve efficiencies. Difficult to determine which area to invest in first and the initial steps to take in building out the program.
57
what is the challenge of cost reduction?
CIO is new to the role and has not had experience in managing a full year business unit budget. CIO is unsure about where company is over-spending relative to peers.
58
What is the challenge of cloud computing?
CIO is evaluating 3 Cloud providers to help migrate IT infrastructure to the cloud. He is struggling in scoping out the project and determining which specific systems to move to the cloud vs keep on premises. Additionally he is struggling with selecting the right vendor and securing the best possible pricing from that vendor.
59
What is the challenge of IT Org Structuce
Being in the midmarket, unsure of how to design to adjust for our rapid growth. Unable to determine what the key functions are needed to optimize organizational effectiveness
60
what product should you use for the e commerce tech iniaitve
-research -executive partner
61
What product should you use mobile strategy?
Research
62
What product should you use for IT strategy?
Cost optimizaiton
63
What product shoudl you use for IT leadership Transformation?
-research -executive partner
64
What product shoudl you use for IT leadership Transformation?
-research -executive partner
65
What product should you use for customer experience?
-executive partner
66
What product should you use for data and analytics?
-research -executive partner
67
What product should you use for cost reduction?
cost optmization tools
68
What product should you use for cloud computing?
-research -cost optimization tools
69
What product should you use for IT Org Structure?
-Research -cost optmization tools
70
How many needs and objections should the buyers have?
2-3
71
Where I left off?
Develop Needs Around Common Challenges of Gartner Buyers

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