Monday, 18 May, 2020 10:15 AM|Monday, 18 May, 2020 11:00 AM
Ed Anderson, Distinguished VP Analyst, Gartner
The future of IT lies in the technologies that help organizations transform to become digital organizations. Technology and service providers will be successful when they can spot emerging opportunities. This session will outline the key market trends, including cloud adoption trends, that highlight opportunities for delivering next-generation solutions including artificial intelligence, business intelligence, edge computing and others.
Monday, 18 May, 2020 10:20 AM|Monday, 18 May, 2020 10:40 AM
Emil Berthelsen, VP Analyst, Gartner
Tech product management has remained "inside-out" focused on technology features and functions for too long. For products and services to generate growth and be successful in today's markets, the role of product managers must be redefined and transformed with a structured framework that includes research, "outside-in" perspectives, and recognizes the impact of digital technologies on the business.
Monday, 18 May, 2020 11:15 AM|Monday, 18 May, 2020 12:00 PM
Paul Saunders, Sr Director Analyst, Gartner
Turns represent new territory for tech firms, often leading them into areas outside of their current market models and customers. How do you win in a new game with new rules? You start by getting an outside-in perspective. This session provides this perspective by using Gartner tools like Peer Insights, MOM's and Peer Index Performance. Leaders will know what they need to know to win.
Monday, 18 May, 2020 11:15 AM|Monday, 18 May, 2020 12:00 PM
Julian Poulter, Sr Director Analyst, Gartner
The session answers the question "How do I position vertical industry solutions?" Lessons from CRM, vendors and vertical industries CRM solutions vendors that can be applied to other providers.
Monday, 18 May, 2020 01:30 PM|Monday, 18 May, 2020 02:00 PM
Kaustav Dey, Sr Director Analyst, Gartner
Market makers identify niche areas where they can innovate and bring new offerings that drive revenue by being first movers. Market takers capture market from market makers within improved ideas or execution. Technology providers must embrace one or both of these approaches. This session identifies the characteristics of these approaches so providers can refine portfolios for the future.
Monday, 18 May, 2020 02:15 PM|Monday, 18 May, 2020 03:00 PM
Rene Buest, Sr Director Analyst, Gartner
Linking digital business infrastructure to cloud remains an opportunity for technology providers. However, to drive growth providers must focus beyond cloud management, network services and point software in supporting edge computing that enables digital touchpoints. This session will guide technology providers in realigning their offerings to match shifting customer demand to win in digital business.
Monday, 18 May, 2020 02:20 PM|Monday, 18 May, 2020 02:40 PM
Kaustav Dey, Sr Director Analyst, Gartner
Savvy companies use turns to find new growth opportunities and outsmart their competitors. To get the winning edge on talent they use novel and innovative approaches. Technology General Managers can play a key part in such growth stories by learning the art to acqui-hire.
Monday, 18 May, 2020 04:15 PM|Monday, 18 May, 2020 04:45 PM
Andrew Steadman, Sr Director Analyst, Gartner
Successful companies consistently look beyond their current market segments for new growth opportunities. Adopting an industry approach focused on new verticals in product planning is crucial to diversify risk, untap a new customer base and unlock new sources of revenue. In this session, we will explore real-world case studies and success stories, and discuss the journey that new and experienced TSPs should embark on to expand their portfolios through vertical industry specialization.
Monday, 18 May, 2020 04:20 PM|Monday, 18 May, 2020 04:40 PM
Rene Buest, Sr Director Analyst, Gartner
Technology and Service Providers must seize the digital business opportunity by realigning their product strategy toward implementing and managing digital touchpoint solutions. Provider that only offer hardware, software, security or IT services to buyers will not fully take advantage of this opportunity.
Tuesday, 19 May, 2020 10:00 AM|Tuesday, 19 May, 2020 11:30 AM
Kaustav Dey, Sr Director Analyst, Gartner
Tech CEOs keep battling to keep their original core culture through phases of growth. Codifying the winning culture and understanding how to navigate them through growth needs a focused approach.
Tuesday, 19 May, 2020 10:15 AM|Tuesday, 19 May, 2020 11:00 AM
Michele Buckley, VP Analyst, Gartner
In dynamic market conditions, it is essential that management strategy can adapt to and exploit emergent challenges and opportunities. Regardless of the specific technology segment, market shifts and hype cycles tend to reveal key signals early that amplify over time. The challenge for vendors is to detect, evaluate and react to these key signals before they negatively impact their business. Learn what approaches to insight and analysis are needed to avoid a distorted view of reality, and detect market turns before it’s too late. This session will outline:
1. How do we detect significant market turns before they impact our business?
2. What market signals are meaningful and what is noise?
3. When and how should management best react to a market turn to thrive?
Tuesday, 19 May, 2020 11:15 AM|Tuesday, 19 May, 2020 12:00 PM
Chris Meering, Sr Director Analyst, Gartner
Individual portfolio product teams lack the skills and resources to research emerging technologies, track innovative competitors, and respond instantly to product gaps, causing them to lose time to value and miss opportunity “in the turns.” Technology provider managers should organize to address these needs and improve their products’ innovation, competitiveness, and agility.
Tuesday, 19 May, 2020 01:30 PM|Tuesday, 19 May, 2020 02:00 PM
Emil Berthelsen, VP Analyst, Gartner
Using the Product Score maturity model as a guide, present the most common efforts that product teams can adopt in order to mature their organization's product approaches.
Tuesday, 19 May, 2020 01:30 PM|Tuesday, 19 May, 2020 03:00 PM
Paul Saunders, Sr Director Analyst, Gartner
This workshop explores the steps, information and decisions involved in creating a growth strategy for turning times. The workshop will feature working with Gartner data tools such as Peer Insights, Peer Performance and Market Opportunity Maps. At the end of the workshop participants will be able to assess their existing growth strategy approaches and how to enhance them with new information and techniques.
Tuesday, 19 May, 2020 01:35 PM|Tuesday, 19 May, 2020 01:55 PM
Rene Buest, Sr Director Analyst, Gartner
The consulting, implementation, and managed services market has been shifting from traditional/core IT services to digital services steadily over the past several years. In this session, Gartner shares research on market size, growth, and margin potential for digital business services.
Key issues covered:
1. What does digital business mean to clients and prospects?
2. What are the segments of the Digital Business Services market?
3. What are the growth and margin potential for each segment?
Tuesday, 19 May, 2020 03:15 PM|Tuesday, 19 May, 2020 04:00 PM
Ed Anderson, Distinguished VP Analyst, Gartner
What's happening in cloud markets today? Who are the leaders? How do you compete and how to you partner for growth? Where are the opportunities today, and where will the opportunities be tomorrow? This "Ask the Expert" session will provide a forum to discuss these, and other cloud market questions.
Tuesday, 19 May, 2020 03:15 PM|Tuesday, 19 May, 2020 04:00 PM
Alys Woodward, Sr Director Analyst, Gartner
What major changes are coming to the field of AI in the next several years? As a product manager, how will my products and services change as a result? And how will my process of product management change? In this session, we will review all of the above and give concrete recommendations for you to act on.
Monday, 18 May, 2020 09:50 AM|Monday, 18 May, 2020 10:10 AM
Jen Singleton, Sr Director Analyst, Gartner
Highlighting key findings from Gartner’s annual survey with tech marketing teams, this theater presentation will give insight into how the role is evolving. What are the most pressing priorities and initiatives? What does collaboration with product management look like? How does the team organize, measure its progress and stay nimble?
Monday, 18 May, 2020 10:15 AM|Monday, 18 May, 2020 11:00 AM
Mark Stanyer, Sr Director Analyst, Gartner
Description: Product release or launch is a complicated process involving many stakeholder functions, with marketing often responsible for the overall content and communications plan. Knowing how to prioritize releases, work with product management on value propositions, and preparing sales are three of the numerous items we'll cover in this session that will help you manage releases more effectively.
Monday, 18 May, 2020 10:15 AM|Monday, 18 May, 2020 11:00 AM
Mark Paine, Sr Director Analyst, Gartner
Public cloud providers are putting great effort into enticing software vendors to publish their applications on their marketplaces. Join this session for an open discussion with a Gartner analyst on such topics as which buyers use marketplaces and which software providers can benefit most from them.
Monday, 18 May, 2020 10:15 AM|Monday, 18 May, 2020 11:00 AM
Alastair Woolcock, Sr Director Analyst, Gartner
Organizations regularly consider new ways to innovate or drive efficiencies. Through this continuous buying landscape, the top reason for considering a vendor is differentiation. Why is it then that most vendors fail to leverage their most important asset, the portfolio? This session will identify seven opportunities to improve your go-to-market revenue potential by focusing on the value of whole portfolio.
Monday, 18 May, 2020 11:15 AM|Monday, 18 May, 2020 12:00 PM
Hank Barnes, Distinguished VP Analyst, Gartner
High quality, low regret deals are good for the customer and TSPs. But in a recent survey, Gartner found they only occurred 27% of the time. This is both a warning sign and an opportunity for immense improvement. In this session, Gartner will expose the issues that enterprise buyers struggle with and explore innovative approaches that TSPs can use to improve the odds for more success.
Note: If not accepted as a keynote, this would fit well with Track C.
Monday, 18 May, 2020 01:30 PM|Monday, 18 May, 2020 02:00 PM
Mark Stanyer, Sr Director Analyst, Gartner
It's more important than ever to ensure marketing is engaging buyers throughout the entire buying cycle. How do you keep buyers engaged? What's working for your competitors and what compels buyers to act? In times of change, marketers must understand the most effective areas for investment. In this session, we'll share the latest results from Gartner's Technology and Service Provider Benchmarks study, and highlight the shifts in the marketing mix and marketing program spend for 2020. This session will showcase how marketers are addressing these shifts in budget and marketing mix. Attendees will walk away with an understanding of spend and effectiveness of marketing channels, calls-to-action and marketing content.
Monday, 18 May, 2020 02:15 PM|Monday, 18 May, 2020 03:00 PM
Julian Poulter, Sr Director Analyst, Gartner
Account-based marketing (ABM) has been “all the rage” for the last three years and many TSPs have gained the insights and maturity to push their usage to the next level. What is that next level and how will it look in 2021 and 2022? In this session, you’ll learn what best-in-class ABM programs look like now and in the future, and how to prepare to take advantage of the opportunities presented.
Monday, 18 May, 2020 04:15 PM|Monday, 18 May, 2020 04:45 PM
Michele Buckley, VP Analyst, Gartner
Sales enablement programs need to adapt to the increasing complexity of today's technology buyers -- traditional product training is not enough. This session details real-world examples of sales enablement programs that have produced double digit improvements in new product revenue, pipeline yield, and time to first sale. Gain inspiration and ideas from case studies that embrace new trends and technology specifically impacting sales enablement results.
Tuesday, 19 May, 2020 10:00 AM|Tuesday, 19 May, 2020 11:30 AM
Mark Paine, Sr Director Analyst, Gartner
Positioning is the starting point for effective, value-based communications, providing clarity on target customers, needs, compelling reason to buy, competition and differentiation. In this workshop, attendees will 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.
Tuesday, 19 May, 2020 10:15 AM|Tuesday, 19 May, 2020 11:00 AM
Julian Poulter, Sr Director Analyst, Gartner
The battles are over, the positioning is "done." Now comes the hard part, activating it across the organization. This session will identify key actions to take to apply your positioning for enterprise impact.
Tuesday, 19 May, 2020 10:15 AM|Tuesday, 19 May, 2020 11:00 AM
Hank Barnes, Distinguished VP Analyst, Gartner
Differentiation is critical for TSPs, but it also is extremely challenging. This clinic will provide a step by step guide into how to approach differentiation
Tuesday, 19 May, 2020 11:15 AM|Tuesday, 19 May, 2020 12:00 PM
Jen Singleton, Sr Director Analyst, Gartner
Today's marketers strive for stronger competitive differentiation while simultaneously attempting to yield greater ROI from their marketing activities. To enhance both external impact and internal operations, many TSPs are turning to agile marketing. In this session, Gartner will answer "What is agile marketing?" Attendees will learn its benefits, pitfalls or common obstacles of adoption, and how can it be implemented effectively.
Tuesday, 19 May, 2020 11:15 AM|Tuesday, 19 May, 2020 12:00 PM
Mark Stanyer, Sr Director Analyst, Gartner
As buyers turn to peers and third-party sources for reviews and insight, getting customers to share their experiences is paramount. In this interactive session, attendees are invited to ask questions on how to up-level their customer advocacy program to help make that connection.
Tuesday, 19 May, 2020 11:15 AM|Tuesday, 19 May, 2020 12:00 PM
Alastair Woolcock, Sr Director Analyst, Gartner
Successful product launches are dependent upon sellers quickly embracing the new product to drive revenue and capture market share. Getting sellers up to speed on the new product quickly is critical, however getting them to introduce the new solution to customers takes more than just marketing. Join this session for an interactive discussion with a Gartner analyst who will share product launch sales enablement best practices.
Tuesday, 19 May, 2020 11:20 AM|Tuesday, 19 May, 2020 11:40 AM
Michele Buckley, VP Analyst, Gartner
Many technology companies are overloading their salespeople with sales training and materials about their products as an attempt to be helpful, when in fact it is creating a burden — 76% of sellers say that sales enablement is adding complexity to their jobs. Meanwhile, product marketers are being asked to create more and more content to help improve sales effectiveness. Attend this session to prioritize and focus on what key insights and content sales needs to succeed in acquiring new customers.
Tuesday, 19 May, 2020 01:30 PM|Tuesday, 19 May, 2020 02:00 PM
Mark Paine, Sr Director Analyst, Gartner
Evolving buying processes and technology market capabilities are forcing TSPs to reexamine partner strategy and programs. Whether it’s providers making significant changes in programs to attract a wider variety of partners or smaller providers focusing on newer indirect channels, partnering is becoming modernized. In this session, attendees will learn changes managers of partner programs should apply to be and stay relevant to indirect channel partners.
Tuesday, 19 May, 2020 01:30 PM|Tuesday, 19 May, 2020 03:00 PM
Julian Poulter, Sr Director Analyst, Gartner
With ABM quickly becoming a critical go to market strategy for tech companies, you might be anxious to learn how to get started or improve upon your initial efforts. This workshop will walk attendees through the fundamentals of account selection, engagement and measurement through hands-on exercises and group "show and tell"
Tuesday, 19 May, 2020 03:15 PM|Tuesday, 19 May, 2020 04:00 PM
Jen Singleton, Sr Director Analyst, Gartner
Does organizational design play a role in driving performance? In this session, we'll share the traits of enterprise marketing design and processes for collaboration that are correlated with high performing TSPs. Attendees will learn how to design, structure and support their marketing organizational foundation or success.
Monday, 18 May, 2020 08:45 AM|Monday, 18 May, 2020 09:45 AM
Michele Buckley, VP Analyst, Gartner
Rajesh Kandaswamy, VP Analyst, Gartner
Mark McDonald, VP Analyst, Gartner
When does ‘normal’ change becomes a turn? Turns are times of uncertainty and change from the status quo. While some see turns as filled with challenges, leaders see them as opportunities, up to 5x more than their peers, according to Gartner research. The keynote looks at the multiple turns shaped by technological, customer, economic, regulatory and other changes faced by high tech leaders. Discover how you can better see turns, navigate and emerge victorious.
Monday, 18 May, 2020 10:15 AM|Monday, 18 May, 2020 11:00 AM
Rajesh Kandaswamy, VP Analyst, Gartner
Strategic technology trends have significant disruptive potential and set the stage for innovation over the next five years. Companies must examine the business impact of these trends and adjust business models and operations appropriately or risk losing competitive advantage to those who do. These are trends that IT cannot afford to ignore.
Monday, 18 May, 2020 11:15 AM|Monday, 18 May, 2020 12:00 PM
Eric Goodness, VP Analyst, Gartner
AI at the ‘Edge’ and embedded within ‘Intelligent Applications’ represent the next battleground amongst TSPers. This presentation uses Gartner’s newest tool for product planning - the Impact Radar – to identify technologies and techniques to use AI to create smarter IT products and services.
Monday, 18 May, 2020 01:00 PM|Monday, 18 May, 2020 02:30 PM
Cathy Tornbohm, Distinguished VP Analyst, Gartner
As organizations try and understand their automation technology options how can you position yourselves to help solve their issues?
Monday, 18 May, 2020 01:30 PM|Monday, 18 May, 2020 02:00 PM
Annette Jump, Sr Director Analyst, Gartner
Augmented and virtual reality are changing the way people perceive the digital world into multidimensional and multimodal experiences. Enterprises looking at business transformation via innovation are increasingly experimenting with immersive technologies, but real deployments are few, and projects can be expensive and complex to deliver. Technology service providers need to be selective and focus on prominent use cases to maximize returns.
Monday, 18 May, 2020 02:15 PM|Monday, 18 May, 2020 03:00 PM
Ed Anderson, Distinguished VP Analyst, Gartner
Hybrid cloud, multicloud, cloud-native, containers, edge computing, distributed cloud ... These terms (and others) create hype and confusion with organizations looking to make meaningful progress on their technology initiatives. This session will outline the key cloud market trends and highlight the emerging cloud technologies that will be required for providers to successfully compete for future opportunities.
Monday, 18 May, 2020 02:15 PM|Monday, 18 May, 2020 03:00 PM
Alys Woodward, Sr Director Analyst, Gartner
AI is one of the most hyped technologies. In this session, we will answer your questions on what is real or not regarding AI and impacts on technology products and services.
Monday, 18 May, 2020 04:15 PM|Monday, 18 May, 2020 04:45 PM
Annette Jump, Sr Director Analyst, Gartner
The conversational user interface (CUI) is driving a shift in how people interact with devices and machines. Gartner's client adoption of CUI and chatbots increased by 120% in 2019. The rise in popularity of CUIs means the software value proposition is changing, so technology providers need to move to "voice-first" development philosophy for software and applications. This presentation will examine VC investment and business adoption trends for CUI and identify the most impactful use cases.
Monday, 18 May, 2020 04:50 PM|Monday, 18 May, 2020 05:10 PM
Rajesh Kandaswamy, VP Analyst, Gartner
Emerging technologies and trends excite you with their potential. However, as a technology or services provider, your job is to deliver value to your customers, not just be “buzzword compliant.” Learn which technologies and trends should be on your radar, what their impact may be, and how you should apply them to improve your product or services offering.
Monday, 18 May, 2020 05:15 PM|Monday, 18 May, 2020 06:00 PM
Neil Barton, VP Analyst, Gartner
Disruption is a fundamental shift in the nature of whatever is being disrupted. Digital transformation represents a critical disruption for tech providers and enterprises alike. This presentation examines disruption and what it means for technology provider portfolios as they support digital transformation.
Tuesday, 19 May, 2020 08:45 AM|Tuesday, 19 May, 2020 09:45 AM
Dr. Pippa Malmgren, , Co-founder of H Robotics and political advisor
Nobody can keep up with technology. The constant deluge of updates, facts and figures is dizzying at best and often paralyzing. The magnitude of this overload is unique to tech. Many buyers are scared of tech and overwhelmed by the change it propels. They don’t understand it and are afraid they’ll make the wrong choices. More facts on how your technology is better will not ease their burden or penetrate the wall of information noise. You must tell a better story.
Dr Pippa Malmgren will describe why the Knowledge Doubling Curve means that narrative and feelings will beat numbers and facts every time. Storytelling is the key to sales in a high-tech world. People are increasingly buying trust not tech. Tech is about facts. Trust is about feelings and faith. It is about believing your story. Multisensory storytelling is the new skill set technology leaders must master.
Dr. Malmgren will guide us into a new storytelling space - the 4th dimension. The 4D world is a data-driven environment where the stories are formulated by and told to our digital personas. It is where people can see reality with vastly more precision than ever before. The 4D world is a highly transparent space where what we say and what we do must align. Trust is won and lost in the 4th dimension through digital revelations. The turns in the 4D space are not just curvier, they are faster. Gaining attention and closing deals is hard when everybody is drowning in data and afraid to make a decision. The people and organizations that build the deepest trust will gain the greatest lead. Dr. Malmgren will explain why quality messaging in plain English is an essential sales tool in the 4D tech world.
Tuesday, 19 May, 2020 09:50 AM|Tuesday, 19 May, 2020 10:10 AM
Paul Saunders, Sr Director Analyst, Gartner
Digital transformation requires worker transformation. Buyers will reward vendors that provide a vision of how to bridge the transition from current to new ways of work. This session will help you take advantage of the increased spending by presenting Gartner’s Digital Workplace Market Opportunity Map and describing the new types of buyers that need to be addressed.
Tuesday, 19 May, 2020 10:15 AM|Tuesday, 19 May, 2020 11:00 AM
Alys Woodward, Sr Director Analyst, Gartner
AI is often introduced in disruptive ways, through new products with heavy branding. But gently working AI into existing products and service offerings can be a more effective way to ensure AI-based differentiation. Gartner expects “everyday AI” to become an essential but largely invisible element in daily work activities. Learn how any end-user application or solution should work in assistive AI before products without AI assistance fall out of favor.
Tuesday, 19 May, 2020 11:15 AM|Tuesday, 19 May, 2020 12:00 PM
Rajesh Kandaswamy, VP Analyst, Gartner
For all the hype, the actual adoption of blockchain remains low. Blockchain provides unique opportunities and challenges. But, some early adopters are forging ahead. In this presentation, we will discuss what we can learn from these early adopters. Further, we will highlight how this impacts technology and service providers.
Tuesday, 19 May, 2020 01:30 PM|Tuesday, 19 May, 2020 02:00 PM
Eric Goodness, VP Analyst, Gartner
A look at the impact of combinatorial innovation in the enterprise via AI, IoT and 5G.
Tuesday, 19 May, 2020 03:15 PM|Tuesday, 19 May, 2020 04:00 PM
Neil Barton, VP Analyst, Gartner
Changing what it means to be human will change the technologies and offerings that humans demand. Improving competitive differentiation will require products that reflect human desires and experiences. Technology providers must establish road-maps that anticipate how people will relate to technology and how technology will change us all.
Tuesday, 19 May, 2020 04:15 PM|Tuesday, 19 May, 2020 05:15 PM
Paul Saunders, Sr Director Analyst, Gartner
Cloud computing has already reduced the cost of entry for application vendors. There are an increasing number of small SaaS providers delivering new specialized applications, based on new approaches and providing niche functionality. Assembly of solutions using these specialized capabilities is causing the major SaaS and application vendors to rearchitect their relatively strongly coupled application suites into more discrete business capabilities.
These agile, fast growing start-ups (Unicorns) and frenemy Digital Dragons (Amazon, Google, Microsoft, Alibaba, etc),) have global reach and limitless scaling. Their appetite for your customers and your customers’ customers is insatiable. None of these market disruptions will be limited by geography as the global enterprise application market will be disrupted at a pace hitherto unseen.
Application vendors must prepare their organization for the future of applications to avoid being trampled by the unicorns or devoured by the dragons.