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For questions related to this document please contact:

Joachim Marciano - EMEA SMB Technology Providers

Email: Joachim.marciano@Gartner.comDirect: + 44 (1) 784267700Mobile: + 44 (7) 901 764 986

Date: 20th March 2012

Gartner for Business LeadersEmerging & Midsize Technology Providers

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Our unique insight is drawn from thousands of interactions with your clients, every day

65% of

Fortune 1000;

85% of

Global 500

55

conferences

3,700

CIOs

750 analysts across 80

countries

100,000+

IT end-user

inquiries

10,000

media

inquiries

2 million+

IT end-user searches

“Gartner provides

insight we can’t get anywhere

else.”

Wes Hayden CEO, Genesys

60,000

IT end-user clients

11,000

client

enterprises

5,500

benchmarks

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Customers Competitors• Gain insight into competitors’

offerings and strategies so you can differentiate yourself

• Gartner Magic Quadrants, MarketScopes, SWOTs, Vendor Ratings, Competitive Landscapes

Technologies• Develop deep knowledge of

current technologies • Identify opportunities in

emerging technologies where providers should lead the curve on investment (i.e., investing before engagements)

775 Gartner Analysts• 10 marketing analysts; 75+

segment and industry analysts

Insight from 11,500 client enterprises

Gartner is uniquely qualified to help, due to our relationship with your customers and knowledge of the marketplace

Markets• Identify market and growth

opportunities, and prioritize investments

• Market Forecasts, Market Trends, Market Statistics, Emerging Markets

• Understand your customers’ key business issues, concerns and buying behavior so you can craft your messaging accordingly

• Customer Insights, IT Key Metrics Data

Customers

Go-to-Market• Learn effective marketing

strategies• Best practices, case studies

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Gartner experts deliver thought leadership through written research …

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… and through direct client interactions

• Brainstorm strategies

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Industries Research: Vertical Complement to gartner Core Research

• Banking / Invest

• Education

• Energy & Utilities

• Healthcare

• Insurance

• Manufacturing

• Media

• Retail

Core Research

Applications of existing technologies in the industry

Technology business trends for the industry

Industry-specific technology (e.g., trading systems)

Emerging technologies that support industry processes(e.g., banking self-services)

Horizontal technologies/processes deployed across multiple industries (eg. ERP, CRM, BPM)

IAS

BROAD PERSPECTIVE

INDUSTRY-FOCUSED RESEARCH / CONTENT

Horizontal technologies/processes appropriate to all industries.

Delivered in the context of specific IT roles.

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Marketing Essentials: How-to advice and IT marketing best practices

Marketing Activity Cycle

• How to Market to and With Channels• How to Create the Perfect Elevator Pitch• Nine Ways to Grow Your Business• Four Changes Successful Emerging Providers

Make to Enable Long-Term Growth• How to Make Yourself an Attractive Acquisition

Target• How to Design a Marketing Guarantee

Program• How to Build the Business Case for Partnering• Channel Program Trends in Key Regions• Insight for Startups: What to Remember When

Communicating to Investors• How to Generate Leads in a Soft Economy • How to Brand a Company, a Product or

Yourself • Strategic Options for Effectively

Communicating with Customers on Social Media During a Crisis

Research Highlights

Evaluate Examine

Execute

Communicate Plan

Growth

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Exclusive Gartner for Business Leaders Research• Emerging Market Reports Analyze

the key trends and recommendations across multiple dimensions such as technology, channel and vertical for countries with rapidly developing technology markets.

• Emerging Technology Reports build on the relevant Hype Cycle and provide more in-depth coverage of technologies that will impact clients.

• SWOT Reports provide an objective, high-level perspective on a company’s strengths, weaknesses, opportunities and threats.

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Let’s discuss how Gartner can support your success…

Joachim Marciano

EMEA Emerging & Midsize Technology Providers

European HeadquartersTamesis, The GlantyEgham, Surrey, TW20 9AWUnited Kingdom

Direct (FR): +33 (0)1 71 01 32 74Direct (UK): +44 (0)1 78 42 67 700Joachim.Marciano@gartner.com

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