1 Gartner for High-Tech and Telecom Professionals Gartner delivers the technology-related insight necessary for our clients to make the right decisions, every day.
2 Insights you can t get anywhere else Gartner provides insight we can t get anywhere else. Their knowledge and experience help us improve our product portfolio and industry relationships. Wes Hayden President and CEO, Genesys Whether you re devising a new marketing strategy, deciding which market to invest in or determining what product has potential for the greatest returns, you need to spot the opportunity others don t. With a renewed focus on serving the needs of business leaders in the hightech and telecommunications industries, Gartner will work alongside you, providing the insights into your customers, markets and competitors that will help you maximize business growth. We interact with thousands of IT leaders every day. We know what is on their minds, what challenges they are struggling with, as well as the technology and business issues they are reading about on our Web sites or discussing with our analysts. You can get visibility into what your customers care about insights you can t get anywhere else. Gartner brings objective insights from both the supply and demand sides of the technology market. The broadest global reach, on-the-ground knowledge of every market, proven methodologies and our rigorous research development process provide quantitative data along with qualitative insights that all come together to ensure you are making the right decisions with confidence.
3 Insights you can trust 650 research analysts unmatched expertise across the global technology and services market. Deep interactions with your customers 100,000 end-user inquiries each year. Uniquely positioned to draw insights from both the supply and demand sides of IT. We involve Gartner analysts to help keep our value proposition relevant, innovative and competitive. Bruce Kornfeld VP Marketing, Compellent Proven, industry-recognized methodologies. Rigorous research process that produces unbiased insights. 1
4 THE GARTNER PORTFOLIO Gartner insight and access to experienced analysts deliver value at every phase of our market planning. LARRY FLEISCHMAN Marketing Director, Televerde Gartner has designed a variety of products and services to serve the unique needs of business leaders in the high-tech and telecom arena: Gartner for Business Leaders Gartner Dataquest Gartner Media Products Sponsorship opportunities at Gartner events Gartner for Emerging & Midsize Technology Providers 2
5 GARTNER FOR BUSINESS LEADERS Gartner for Business Leaders is a series of role-based research and advisory offerings designed to help business leaders in the high-tech and telecom industry be more successful. We provide innovative research for the following job roles: Analyst Relations Market & Competitive Intelligence Marketing Gartner insight helps us highlight the unique attributes of our brand, validate our overall product road map and understand changing customer demands. STEVE SCHICK Director, Corporate Communications Blue Coat Systems Product Management Professional Services Sales You can access our insight through Web portals that are custom-tailored for each role, and that can be personalized to your specific technology or industry focus. Gartner for Business Leaders delivers the insight that will enable you to conceive breakthrough ideas, make more successful decisions and win more business with confidence. 3
6 GARTNER DATAQUEST Gartner is one of the cornerstones of our analyst relations strategy, so it made sense to leverage its webcast program as a way to help us tell our story. KATHY RUGGIERO VP Corporate Marketing, IONA Technologies Gartner Dataquest delivers global and regional coverage of opportunities, issues and trends in 35 high-tech and telecom markets. Comprehensive analysis helps business leaders and investors identify risks and opportunities before investing in the markets or launching new products and services. Dataquest also provides insight into effective go-to-market strategies that capture growth opportunities most relevant to your business. GARTNER MEDIA PRODUCTS The Gartner newsletter provides an effective, credible tool that has been well-received by our sales force. CARRIE LEWIS Product Marketing Manager, Lionbridge The Gartner brand is well-recognized in the IT industry. Through our media products program, you can leverage our authoritative, world-renowned brand in your marketing programs. We produce co-branded webcasts and custom newsletters that showcase our analysts advice and insight on hot technology topics. These programs are a great way to capture the attention of your customers, generate leads and add credibility to your marketing messages. 4
7 SPONSORSHIP OPPORTUNITIES AT GARTNER EVENTS When you exhibit at a Gartner event, you can plan on quality face time with top-level, fiscally empowered executives interested in addressing budgeted IT projects right now. Gartner hosts 70+ strategic conferences around the globe every year, bringing a total of 41,000 IT decision makers together to discuss current and future technology projects. As a sponsor, you make connections with those members of our elite customer base who are away from the office for the purpose of learning about your solutions. GARTNER FOR EMERGING & MIDSIZE TECHNOLOGY PROVIDERS As an emerging or midsize technology or service provider, you run a lean, agile organization with a time-to-market advantage over larger firms. But emerging and midsize high-tech firms don t always have the same resources larger enterprises have to tap into the industry s leading IT research and advice. That has changed. With Gartner for Emerging & Midsize Technology Providers, you combine your inherent competitive advantage with access to the same trusted industry-leading research used by your largest competitors. 5
8 Gartner methodologies inform your entire decision cycle: from strategy and planning, product development and sales to measurement. With Gartner at your side, you compete more effectively, increase share and sustain market leadership. MAGIC QUADRANT Know how you or your competitors are positioned on a Gartner Magic Quadrant. CHALLENGERS LEADERS Unica Magic Quadrants position market providers as leaders, challengers, niche players or visionaries. Use Magic Quadrants to know who your competitors are and position yourself effectively against them and to figure out how to grow your company. ABILITY TO EXECUTE SAP Aprimo Infor CRM Epiphany Oracle (E-Business Suite) smartfocus Oracle (PeopleSoft) Eloqua Chordiant Software SAS Teradata Oracle (Siebel) Art Technology Group RightNow Technologies Alterian NICHE PLAYERS VISIONARIES COMPLETENESS OF VISION MARKETSCOPE Know about changing market opportunities. MARKETSCOPE FOR U.S. WIRELESS DATA SERVICES, 2007 MarketScopes assess providers in markets that are not yet defined or that have reached maturation. Use MarketScopes to shape your offerings as new markets emerge and existing markets mature, and to position yourself effectively against your competition. ALLTEL AT&T CINGULAR QWEST SPRINT NEXTEL RATING STRONG NEGATIVE CAUTION PROMISING POSITIVE STRONG POSITIVE T-MOBILE U.S. CELLULAR VERIZON WIRELESS HYPE CYCLE Understand emerging technologies. Hype Cycles graphically trace the five phases of a technology application s life cycle. Use Hype Cycles to make informed product management decisions, or to decide when to exploit emerging technologies. VISIBILITY Fixed-Mobile Convergence Next-Generation Service Delivery Platform Advanced Telecommunications Computer Architecture e-2005 WiMAX Near-Field Communication Community Marketing Unified Communications and Collaboration Advanced Analytics 4G Standard NFC Mobile Payment Video Analytics Femtocells cdma2000 1xEV-DO Rev. A Mobile Search IMS Mobile TV Broadcasting Search Marketing New-Generation Operation Systems and Software IPTV Mobile TV Streaming Location-Based Services FTTx Linux Midtier Applications Location-Aware Applications Electronic Bill Presentment and Payment Location-Aware Technology Wi-Fi a, b and g cdma2000 1xEV-DO Revision 0 MPLS Infrastructure Integration Service Providers TECHNOLOGY TRIGGER PEAK OF INFLATED EXPECTATIONS TROUGH OF DISILLUSIONMENT SLOPE OF ENLIGHTENMENT PLATEAU OF PRODUCTIVITY 6 Years to mainstream adoption: Less than 2 years 2 to 5 years 5 to 10 years TIME
9 CUSTOMER INSIGHTS TOP 10 VENDOR MENTIONS INDEX VENDOR MENTIONS INDEX QUARTER Find out what topics and providers Gartner IT end-user clients are mentioning during Gartner inquiries. VENDOR IBM HP Sun Microsoft 1Q % 0.35% 0.31% 0.16% 2Q07 3Q07 TOTAL 1.11% 0.44% 0.22% 0.19% 1.25% 0.40% 0.22% 0.37% 3.09% 1.19% 0.75% 0.72% Customer Insights summarize key findings and strategies drawn from the 100,000 inquiries our analysts handle each year from IT buyers. VMware (ESX Server) Novell Oracle Red Hat Dell EMC TOTAL 0.20% 0.06% 0.13% 0.07% 0.04% 0.13% 2.18% 0.21% 0.07% 0.07% 0.03% 0.11% 0.02% 2.46% 0.25% 0.18% 0.06% 0.11% 0.06% 0.04% 2.91% 0.66% 0.30% 0.26% 0.21% 0.20% 0.19% 7.55% Use Customer Insights to understand what IT buyers are discussing with Gartner analysts, including the providers mentioned and the technology topics covered. Customer Insights do not report on specific inquiries to protect client confidentiality. MARKET FORECAST AGR (%) IT SERVICES AGR, COMPUTING PLATFORM, EMEA, Know how markets are behaving. Market Forecasts quantify a market s future spending pattern with two years of history and a five-year forecast. Use Market Forecasts to prioritize investments, identify new opportunities and support your marketing plans with fact, not conjecture Hardware Maintenance and Support Consulting IT Management Software Support Development and Integration MARKET SHARE ANALYSIS ASIA/PACIFIC: IT SERVICES CAGRs, U.S. DOLLAR vs. LOCAL CURRENCY, Austraiia China Hong Kong India Malaysia New Zealand Singapore South Korea Inform your growth strategy. Market Share Analysis quantifies movements in share and other indicators in the major IT markets. Use Market Share Analysis to understand who s leading, who s faltering and to surface opportunities to take additional share. Taiwan Thailand Rest of Asia/Pacific Total Asia/Pacific U.S. Dollar Growth Local Currency Growth Percent c97
10 SWOT ANALYSIS Enhance the business analysis of your competitors. A SWOT Analysis is a summary of the strengths, weaknesses, opportunities and threats faced by a specific provider. Use SWOT Analysis to understand your key rivals, reveal opportunities to strengthen your competitive position and identify growth opportunities. STRENGTHS Comprehensive solutions portfolio Comprehensive technology framework Global presence Track record of integrating acquisitions OPPORTUNITIES Increasing demand for BI in telecoms sell DBMS with vertical applications Migration toward end-to-end solution Combining CRM with service assurance Growing SDP market and integration needs New services require better architecture WEAKNESSES Telecom-related solutions have focused on IP and non-traditional services Limited penetration in legacy OSS, and missing OSS features Web services standardization not fully completed End-to-end solutions require deeper commitment to carriers costs and benefits Full integration still two years away THREATS Competitors have similar end-to-end solutions Slow market for content billing Partners might turn into competitors Poor demand for end-to-end solution VENDOR RATINGS Better understand your company and its competitors. Vendor Ratings assess a provider s overall financial health, market strategy and lines of business. Use Vendor Ratings to understand how providers are competing and performing and how they are delivering against their short- and long-term vision. DETAILED RATING INITIATIVE RATING CHANGE Corporate Visibility Strategy Positive No Change Financial Strong Positive Marketing Positive No Change Organization Strong Positive Market Offerings Product/Service Strong Positive ProLiant and BladSystem Servers Strong Positive HP-UX Integrity Servers Positive Other Servers Caution No Change Software Promising No Change Personal Computers Strong Positive Handhelds Caution Down C&I Services Promising No Change Outsourcing Services Positive External Controller-Based Disk Storage Promising No Change Tape and Tape Automation Positive Down Storage Software Promising Networking Promising New STRONG POSITIVE POSITIVE PROMISING CAUTION STRONG NEGATIVE 8
11 Partner with us and grow Drive innovation To survive and grow, you need to drive innovation in your products and services, your competitive positioning and your target client segments. Gartner helps you innovate and stay ahead of competitors by identifying adjacent markets and emerging technologies that can drive your next significant growth opportunity. Position with precision No company can afford to target all markets. So it s critical that you select and refine the right ones. Our unbiased view of your customers requirements and the competitive positioning in your markets as reflected in SWOTs, Magic Quadrants, Market Share Analysis and Vendor Ratings will give you the perspective you need to properly position your solution for the right target segment. Win more business Strengthen your sales and marketing efforts by using our insight to your advantage whether you promote your products and generate new business by leveraging Gartner media programs, or you arm your sales force with the Gartner research they need to compete. We ll make it easy for you to get the insight you need to build relationships with customers and win more business. ABOUT GARTNER Gartner, Inc. (NYSE: IT) is the world s leading information technology research and advisory company. We deliver the technology-related insight necessary for our clients to make the right decisions, every day. From CIOs and senior IT leaders in corporations and government agencies, to business leaders in high-tech and telecom enterprises and professional services firms, to technology investors, we are the indispensable partner to 60,000 clients in 10,000 distinct organizations. Through the resources of Gartner Research, Gartner Consulting and Gartner Events, we work with every client to research, analyze and interpret the business of IT within the context of their individual role. Founded in 1979, Gartner is headquartered in Stamford, Connecticut, U.S.A., and has 3,900 associates, including 1,200 research analysts and consultants in 75 countries. For more information, or visit gartner.com.
12 GARTNER HEADQUARTERS Corporate Headquarters 56 Top Gallant Road Stamford, CT U.S.A Europe Headquarters Tamesis The Glanty Egham Surrey, TW20 9AW UNITED KINGDOM Asia/Pacific Headquarters Gartner Australasia Pty. Ltd. Level 9, 141 Walker Street North Sydney New South Wales 2060 AUSTRALIA Japan Headquarters Gartner Japan, Ltd. Aobadai Hills 6F Aobadai, Meguro-Ku Tokyo, JAPAN Latin America Headquarters Gartner do Brasil Av. Das Nações Unidas, º andar World Trade Center Broklin Novo São Paulo SP BRAZIL Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. For more information, Produced by Gartner Corporate Marketing RESEHTPRODBROC012108
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