1. How Gartner Enables Emerging Tech & Service Providers to Achieve
Accelerated Business Growth
1) Increase win/loss Ratio and Average Deal Size
Challenge: Many of our emerging solution provider clients struggle with lack of awareness and
credibility in the market, especially in comparison with some of their larger competitors. Many
times this can lead to loss of business, even if the smaller provider is a better fit.
Solution: Our analysts are in a unique position being at the cross-roads of the providers and
consumers of enterprise technology [75% of our clientele are enterprise [SMB-XXL] buyers and
25% are the technology providers/investors]. This provides us an unparalleled view on the
demand and supply side as well as insight on what approaches work best to optimize your
success. Our analysts are directly influencing the decisions of thousands of IT executives each
year. By working with the most influential analysts in your market, you will have the opportunity
to educate them on your products/services in an effort to gain a unified understanding of your
most compelling differentiators over your competition. Our analysts can then utilize this
information to assist you in building a custom “competitive selling matrix” for clients to roll out to
their direct sales team. When executed correctly, this win strategy has proven successful tech
provider clients.
Services/Consulting Solution: Gartner also publishes industry standards for SLA’s and pricing
which our clients incorporate in RFP responses - validating client commitments and pricing. This
is extremely beneficial for our services clients, especially when targeting the federal government.
2) New Product/Service Development
Challenge: Considering the vast amount of information needed to ensure a successful product,
it is challenging for our clients ensure alignment with all end user needs. For instance, many of
our clients have great products but may be lacking in one or two areas that really prove to be a
disservice to their clients – this list can include lack of integration with complementary solutions,
hardware incompatibility, lack of reporting functionality, packaging/bundling confusion and more.
Solution: Gartner analysts speak to thousands of end user clients each year and have developed
a detailed understanding of the gap between user needs and available solutions in a given
market. Many of our tech provider clients find tremendous value on working with analysts in
collaborating on a product roadmap which “bridges the gap” with their clients. Consequently,
many clients are then able to then pinpoint their most compelling differentiators to utilize in their
product messaging.
Services/ Consulting Solution: Many of our consulting/service provider clients utilize Gartner
in a similar approach. Our VAR clients leverage our vendor analysis expertise to ensure they are
partnered with market leaders. Our managed services clients leverage Gartner to determine
which geographies or vertical markets have the greatest need for their solutions AND which
adjacent markets represent the largest opportunities for growth.
Gartner is the world’s leading source of credible technology insight - our analysts directly advise decision
makers in over 13,000 SMB and large enterprise organizations.
Technology providers utilize Gartner’s unique position in the market to:
1) Increase exposure and gain credibility in their target market
2) Utilize our insight on your buyers, competitors and technologies to make better business decisions
Company Statistics
Gartner Corporate Stats
 $2.0B+ Revenue
 Founded 1979
 Global organization – NA,
LATAM, APAC & EMEA
 1,100+ Research Analysts
 Quoted 70x per week by
major business
publications
Gartner Client Stats
 70,000 clients in 13,000
distinct organizations
 75% of the Global 500
and 74% of the Fortune
1000 are Gartner clients
 Clients reside in over 90
countries
Gartner Research Stats
 Analysts engage in
230,000 one-to-one
client interactions/year
 Publish research on over
2,000 vendors
 3.1 million end uer client
searches per year on
Gartner.com

2. How Gartner Enables Emerging Tech & Service Providers to Achieve
Accelerated Business Growth
3) Achieving Domestic or International Growth via Strategic Partnerships
Challenge: A universal key initiative recognized across the board with our emerging
tech clients is achieving growth via partnerships. Depending on goals of the
partnership – domestic reseller, international reseller, technology partner or
government SI – there are a variety of complexities that come into play that
sometimes end up diluting the value of the partnership. Identifying and obtaining the
right partners is a challenge in itself. Even more challenging is incentivizing these
partners to work for you and meet the initial expectations of the partnership.
Solution: Gartner has coverage in over 26 technology topics and 80 countries
including the regions of NA, LATAM, APAC and EMEA. If a client is seeking a
partner with competencies in a certain technology area, our analysts can provide
recommendations. If a client is seeking partners to distribute their products in China,
not only can our analysts recommend VAR’s, Gartner can also assist in building out
a long term strategy that addresses country-specific challenges such as government
corruption and compliance with local laws/regulations to ensure success. For those
who already have partner’s established, our analysts can advise on how to better
incentivize them to sell more of your product.
** Take this a step further and we can focus the discussion on acquisition targets.
4) Marketing, Messaging, Branding!
Challenge: Due to limited size, budget and resources, many of our emerging tech
provider clients are unable to successfully execute on important marketing
initiatives. In too many cases our clients are struggling with outdated websites, lack
of social media presence and inconsistent or confusing messaging which can deter
potential clients.
Solution: Gartner has a unique team of analysts designed for the sole purpose of
assisting these clients overcome marketing hurdles. Think of this like working with
a personal trainer – we don’t “do the work” for you, but provide you the resources
and guidance to get the most impact out of your limited resources, while keeping
you on track with your marketing goals. Additionally, Gartner conducts a yearly
survey of CIO’s and translates the findings in how to better message to IT
executives. For instance, did you know that by quantifying your value proposition
your prospects are 2.5 times more likely to buy? Do you find yourself falling into the
trap of leading with technology rather than business outcomes in your messaging?
Gartner can help identify the marketing/messaging approaches needed that will
make the biggest impact on how your clients view your company.
Frequently Asked Questions
This all sounds great but I am way too small
to work with Gartner, aren’t I?
NOT TRUE! Gartner has a huge focus on
providing a unique service to emerging
technology providers. Gartner’s SMB sales
channel is responsible for over 1,000 small
tech clients, most between $3M – $20M in
revenues.
All I’m interested in is getting into Gartner’s
Magic Quadrant, how do I do that?
First off, Gartner has a variety of methods of
evaluating vendors besides the infamous
Magic Quadrant. The true value of Gartner
extends far beyond that of a Magic
Quadrant and revolves around building
dynamic relationships with key influencers in
your market, working with them to
understand your most compelling
differentiators and ensuring you are getting
in front of the right people at the right time.
If you have a compelling solution, we can
help you win business.
How do I know that Gartner isn’t sharing all
my secret information with my competition?
All Gartner clients are under NDA by default.
What is discussed on analyst advisory calls is
not shared unless otherwise noted.
I’m interested, what does a relationship with
Gartner look like?
Our pricing model is based on yearly
subscriptions which provide you access to
our research database and more
importantly, access to your analysts via 30
minute teleconferences. Access levels and
pricing vary.
Gartner Resource Center:
o Follow your analyst on the Gartner Blog Network
o Browse free content on Smarter with Gartner
o View our complimentary webinars
For more information, please contact your Gartner Account Executive.