Gail KosloffServices Marketing Director

How to Have an Executive Level Services Conversation: Leverage Analyst Sales Tools

How to Have Executive Level Services Conversations: Leverage Analyst ToolsMy challenge to you:Get out of your “comfort zone” and have new services

conversations with your clients/prospects

In the next 50 minutes, you’ll learn about:• Your access to new analyst tools• Strategies for using these as sales tools• How to leverage these tools to facilitate SERVICES

conversations with IT executives

10 minutes for Q&AHand-outs are in the back of the room

Part I:Gartner’s Magic Quadrant(s)

• What’s an analyst? Who is Gartner?• What’s so magical about their quadrant(s)?• Why speak MQ talk?• Dimension Data’s news.

How to read a Magic Quadrant

• It’s not rocket science: – Two-dimensional matrix– Four quadrants– Rates vendors and services providers– Based on “completeness of vision” and “ability to

execute”

See page 7 of Magic Quadrant hand-out.

The Magic Quadrant format

Rules of the Game

• Market• Vendors• Rating Criteria

Completeness of Vision

• Market Understanding• Marketing Strategy• Sales Strategy• Offering (Product) Strategy• Business Model• Vertical/Industry Strategy• Innovation• Geographic Strategy

Ability to Execute

• Product/Service• Overall viability• Sales Execution/Pricing• Market Responsiveness and Track Record• Marketing Execution• Customer Experience• Operations

Gartner’s Due Diligence

• Vendor/service provider Briefings• Surveys• Vendor-provided References• Industry Contacts• Client Interviews• Public Databases/Sources• Industry articles, speeches, etc.• Peer input from other Gartner analysts• Extensive “peer review” and “validation”

Key takeaways…

• You now know:– how MQs are developed and interpreted– Reality: MQs influence clients IT purchase decisions

• Next steps:– Use our new MQ on “Managed & Professional

Network Services” as a conversation-starter about our Services capabilities

– Remind clients that their needs/circumstances should determine their use of a Magic Quadrant

• “Leaders” are not always going to solve their needs

Part II: Analyst Webcast

• Announcing our pre-recorded “Multisourcing” webcast– Use as an opportunity to have a services

conversation– Content is tailored for enterprise clients– Push webcast link to clients as a door opener– Integrate content into an on-site meeting

Multisourcing webcast

• Background materials available to you:– Copies of the scripts used by Linda Cohen and Scott

Petty– Two Dimension Data whitepapers on Multisourcing

(client-facing)

Multisourcing Webcast

Get Out of Your Comfort Zone!

Leverage our new analyst sales tools to have SERVICES conversations…

• Gartner’s Magic Quadrant for “Managed & Professional Network Services”

• “Multisourcing” webcast featuring Linda Cohen (Gartner) and Scott Petty (Dimension Data Global)

Pick-up handouts at back of the room

Thank you for your time!

Q&A

What do you need from Dimension Data Marketing to succeed in using these tools?

Email me with any follow-up questions:

Gail.kosloff@us.didata.com