Gartner Tech Growth & Innovation Conference 2019 12 - 13 June / London, UK

Please join us in our Gartner for General Managers & CEOs Members Lounge for a place to relax, recharge and network with your fellow peers.

Registration and information hours for the day.

We are in the midst of a significant disruption — caused by emerging technologies, changing buyer dynamics and shifting markets. To succeed and grow revenue, technology providers must identify opportunities, prioritize investments and align offerings to ever evolving business requirements. Today’s pressure points must be examined, and providers must deal with disruption intentionally vs. reactively.

Join us for refreshments in a brief break between session.

In this workshop, attendees work together to create a clear positioning platform using a framework that has helped well over 1,000 Gartner clients build the foundation for improved messaging. Positioning is an essential element of effective communications, providing clarity on target customers, needs, compelling reason to buy, competition and differentiation.

One of your fastest paths to revenue growth is expanding multinationally — however, the challenge is finding the best regional growth opportunities. In this overview of the Gartner worldwide IT spending patterns, we will identify which countries and regions are growing, which technology trends are driving that growth, and how you can enter those markets.

Digital products and services are becoming central to the differentiation of almost all enterprises in all industries. Providers of products and services that enable their customers to achieve these digital transformations have recognized the importance of the digital product manager in their businesses as well as the new priorities that these product managers must bring to the market through their products and services. Differentiation, disruption, design, delivery and data-driven priorities are critical factors in the otherwise traditional planning, development and introduction cycles in product management. Attendees will learn about how the role of the digital product manager is evolving, and insights from the recent 2018 Branded Annual Survey For Product Managers will be shared

A practical approach to rationalizing and selling a portfolio of products or services. This session will help you learn how to focus your portfolio on business outcomes for better buyer enablement and seller success.

To separate fact from fiction, technology buyers turn to peers, influencers, reviews and other sources to learn about real experiences. Influencer marketing and customer advocacy programs are essential to build and sustain that essential market trust. How do you identify, motivate and provide opportunities for customers to advocate? What are good influencer marketing strategies?

General managers must successfully manage complex portfolios of offerings and make difficult trade-off decisions on where to invest and where not to. Historically, they have relied primarily on internal data provided by finance and gut instinct to make these critical decisions. This session introduces a portfolio composition matrix to enable GMs to characterize investments across their portfolio.

As talent acquisition and retention becomes more difficult the top 5 high-tech companies are using some innovative techniques and practices to manage their talent. This session will give participants some ideas to build their own talent strategies around these best practices.

You don’t have to be different and/or better to differentiate. Differentiating yourself against the world is impractical. Differentiation is about creating perceptions of difference (even where differences don’t really exist). It’s as much a sales enablement play as it is a marketing task. Come along to an interactive discussion. Bring a friend! But more importantly, bring a question!

Service line managers in consultancy and implementation service companies have taken very different approaches from those of product managers in product companies. The trend toward “as a service” offerings means that some service line managers must change their approach and adapt best practices from product management.
Key Issues:
1. What are best practices for service line management?
2. How are service providers' businesses changing, and what does this mean for service line managers?
3. What can service line managers learn from traditional product management best practices?

The pressures to achieve growth objectives in the midst of acquisition integration are high. Achieving and exceeding the business case happens only with foresight into the critical elements that will drive its customer success – before the purchase is made. Make a training plan， get out the door， visualize the moment you cross the line – before the race has begun.

In this session, attendees will learn where they should be investing in marketing to be most successful. We'll share marketing budget benchmark research as well as average conversion rates within the sales and marketing funnel. Attendees will learn which channels and calls-to-action impact conversion rates and how to apply this information when building demand generation programs.

Join other attendees for lunch and take advantage of the opportunity to network and catch up on the day's activities so far.

The digital business age has brought forth unparalleled opportunity in the IT industry. The spirit of innovation， entrepreneurship and action has spawned a perfect storm of startup， rapidly growing and expansion oriented companies. And yet， "about 90% of startups fail … with 42% of failures being attributable to lack of market need." Gartner wants to help you change those results and trajectory.

Wanting to understand how technologies and vendors are positioned in the market? And how to leverage this to your advantage? Join this session for a deep dive into two key Gartner methodologies that will help you answer these questions: Magic Quadrants and Hype Cycles. We’ll also share the latest update to the Gartner Magic Quadrant methodology — a new， interactive experience.

In this workshop, attendees work together to develop compelling stories, using a standard approach (situation-impact-resolution). Messages are not memorable, stories are. We will explore how to bring your customers into your stories and tailor them for different roles and different stages of the buying process.

Talent acquisition is becoming increasingly challenging globally. Companies have to become smarter in the way they brand their jobs, communicate to candidates, filter the funnel and re-skill their teams. What has worked in the past will not work in the future and the change has to happen now. This session will cover Gartner’s best practices for talent acquisition to meet these challenges.

Emerging technologies and trends are disrupting technology markets at lightning speed. Technology product and service managers need to understand the potential impact of these trends as well as when and how to integrate them into portfolios. This session will describe Gartner's recommendations and some approaches for evaluating and responding to the impact of emerging technologies and trends on your business.

Strategic technology trends have significant disruptive potential and set the stage for innovation over the next five years. Technology general managers and product managers must examine the business impact of these trends and adjust business models and operations appropriately, or risk losing competitive advantage to those who do.

Emerging technology and service providers are often challenged in choosing the right routes to market to scale the business. Tech CEOs will be able to ask specific questions about their route to market strategy and get answers from Gartner's Go-to-Market analysts.

Combining pricing model and portfolio design is bad. Pricing should help prospects to pay you what you want without discounting. Some buyers hate risk. Some hate waste. Some have cash they must use or lose. This session covers pricing model design, composite consumption index creation and much more.

Managed services providers focused on IoT-enabled digital business are emerging as a strong channel to market for IoT solutions. Learn how these providers are engaging in innovative business models based on outcomes, contingent fees and shared risk. These practices are going to require the same innovation and flexibility from their OEM and ISV partners.

Digital product management is an emerging discipline, owning and driving continuous innovation at scale for customers, employees and citizens. Regardless of whether you are a software, hardware, solutions' or services' provider. Digital product management is an inescapable new competency. This session will cover four key areas of digital product management:

● Critical competencies

● Talent

● Innovations in how product management shapes offerings

● Ensuring a robust go-to market

Our 2019 General Manager survey shows achieving continuous innovation is hard and that developing a vision for the next big thing doesn't automatically guarantee acceptance and sponsorship by the organization. In this session, we examine the relationships between vision, execution and market success; and what it takes to get stakeholders both inside and out committed to seeing it through.

Based on our CIO Agenda, the largest and longest running survey of top IT executive. This session looks at our 2019 survey results through the lens of CIO’s top buying priories.

The rise of digital business means access to information pertaining to business operations, customer activities and process efficiency is more important than ever before. This session leverages Gartner's extensive experience with data and analytics to inform tech CEOs how they can leverage information to grow their business.
Questions answered include:

● Data and analytics for SMEs

● Data and analytics for growth

● Combining internal and external data to optimize your portfolio

● Building a data-driven culture in a fast-moving environment

● Making growth activities repeatable and scalable with a data-driven culture

● Advancing your analytical maturity as your business grows

Lack of a documented product strategy can lead to frequently shifting focus, diluted investments and protracted internal debates about roadmap priorities. In this session, we will offer a practical approach and template for creating a product strategy. You can use this approach to improve stakeholder alignment and increase the quality of your strategic plans.

Attendees are invited to join us for the evening's networking reception; come join us to relax and unwind after the day's sessions. Refreshments will be served.

Registration and information hours for the day.

Please join us in our Gartner for General Managers & CEOs Members Lounge for a place to relax, recharge and network with your fellow peers.

International futurist Ben Hammersley talks about the future of technology, society, and culture, the nature of innovation and the possibilities of prediction, the lessons we can learn from fighter pilots and surgeons, the religious symbolism of the hoodie, the companionship of robots, and how to create a world-class organisation-wide culture of invention and improvement.

Join us for refreshments in a brief break between session.

Despite uncertainty fueled by recession rumors, Brexit, and trade wars and tariffs, the likely scenario for IT spending in 2019 is growth. However, the level of risk surrounding a financial downturn, including a recession, is higher than normal and requires preparation and planning. In this session, we will explore strategies that your organization should employ to survive an economic downturn and be positioned for growth.

Business pressures are forcing more and more companies to embrace continuous change. This creates more opportunities, and more risks, for TSPs. This session will explore the patterns of technology buying and the dynamics of the deals with the biggest technology spend. CEOs and product marketers will learn what matters to prospects and approaches that can deliver success for the customer and the TSP.

Lean, agile, and DevOps have been core development methodologies over the last five years, as organisations accelerate to move at the pace of digital business. This session explains how technology and service providers must adapt to help customers scale out DevOps beyond the initial pilots.

Products don’t drive success in the future technology business scenario. It will be the ability to orchestrate real improvements to your customers’ businesses that will do so. It is now time for product and services' leaders to drive a connected go-to-market model and become challenger product leaders. We present a view of the portfolio leader of the future drawing on results of our 2019 General Manager survey.

Product leaders in the past have struggled to assess and understand the maturity of their product management teams due to lack of standardization in the profession. This session will introduce the Gartner PM Score, a tool to help product management organizations assess their owe maturity across a variety of disciplines and identity best practices and recommendations for improvement.

It takes more than a press release to launch a new product. The hope of a sales surge driven by a splash event is outdated, replaced with the recognition that to drive business, a strategic approach to product launches is required. In this session, we will share the critical steps for preparing and executing a technology product launch.

Executive leaders are turning to design thinking as a fundamental method for driving innovation. This session provides key steps to unlock insights into how customer experience innovation can be used as a lever to differentiate your offerings and disrupt competition.

The IT services market is in a state of disruption. Services capabilities expand addressable markets and create opportunity for differentiation. However, not all service offerings offer the same growth and profit opportunities. In this session, we use Gartner’s IT Services Market Opportunity Map to illuminate the most attractive services' markets and discuss current trends that are driving change.

Your website’s homepage maybe the first touchpoint for buyers who seek to explore your value proposition. If you don’t make a good first impression, visitors may leave and seek other options. In this clinic, we review eight common mistakes that TSPs make on their homepage and provide opportunities for attendees to recommend solutions to improve buyer engagement.

Traditional channel models of the past are no longer fit for purpose. “Field of Dreams”-based approaches where providers rely upon “If you build it, they will come” strategies are inefficient and ineffective. The game has changed. It’s no longer about baiting your hook and waiting for the fish to bite. It’s about spear fishing. You need to identify and target the right partners, track them and then proactively and powerfully engage with them with precision.

● Who should you target? Why your primary targets should be the resellers and implementers of your direct competition?

● What is a partner value story? How can you create a compelling partner value proposition to engage with these “fr-enemies”?

● Which channel engagement strategies are best and how can you drive the behaviors you desire?

The wall, the stall, and innovation. This session will show you how to identify key events in company growth, how to plan for them and what high-growth firms do at certain revenue stages to succeed. We'll explore growth models and how best to overcome the stall periods and get to market faster.

Planning, developing, introducing and managing the lifecycle of products and services depends on how successful a product manager is in improving cross-departmental collaboration. How and what tools to use to engage sales and marketing, developers and engineers, executives and finance, and customer support and service in product management will be shared and discussed in this session.

Join other attendees for lunch and take advantage of the opportunity to network and catch up on the day's activities so far.

Today’s tech product marketers are facing increasing challenges related to creating awareness， accelerating marketing impact on the sales process and leveraging key activities along the traditional buying process. Rishi will highlight some of Gartner’s recent research designed specifically for the tech product marketers， with focus on critical areas like the product marketer framework， customer buying journey， demand generation and account-based marketing.

Wondering how to create impactful and differentiated messaging? How this will help you to compel buyers in engaging in marketing and sales strategies? Discover which how to leverage Gartner’s research documents and toolkits to your advantage.

Messaging aligned to business issues is most likely to attract today’s buyers and inspire new projects, which can produce more leads and competitive differentiation. In this clinic you will learn multiple methods to develop business outcome messaging and work together with other attendees to create elevator pitches for your solutions that will create new opportunities.

Most TSPs are running or piloting ABM programs, but a significant number of them don’t deliver the expected results. In this session, you’ll learn the tips and tricks to maximize the lift from your ABM programs across different use cases. The session will provide recommendations across selection, planning, engagement and reporting.

The market for IoT platforms is crowded and largely undifferentiated. This session offers mid-term and long-term visioning to product managers about the Why, What, and How enterprises will adopt IoT capabilities and IoT enabled solutions, impacting product strategies. Issues explored include platform deployment models and application and middleware centric approaches to delivering connected value.

Many technology vendors globally feel their sales cycles are getting longer and stalling. In this session, we will explain what factors are delaying sales cycles and share research on new buyer behavior trends impacting outdated selling habits. Hear specific actions your sales teams should take to avoid fake leads and time sinks.

The core principles of DevOps calls for flexibility, collaboration and multidisciplinary teams. Delivering DevOps as a service must work within the constraints of a contract with clear roles and responsibilities. In this roundtable discussion, the group will consider how to go behind providing hosted CI/CD tools to build a service offering which fully delivers on the promises of DevOps.

Traditional marketing and sales engagement with B2B routes to market is becoming ineffective due to changing buying behaviors. Align your route to market activities with buyer readiness to improve sales success rates and marketing ROI.

Cloud computing has been widely adopted around the world, but not consistently. Sharing cloud adoption data highlights patterns will help product managers predict future trends. This session will outline the latest cloud market data, expose adoption patterns and share how cloud opportunities are likely to impact product strategies in the coming years.

AI continues to make tech headlines in the press, often for innovative new products and impact in the workplace. But, like most emerging fields, AI has encountered several noteworthy growing pains. In this session, we uncover the top AI blunders and what tech providers can learn from this failures.

Join us for refreshments in a brief break between session.