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Monday, 18 May, 2020 10:15 AM|Monday, 18 May, 2020 11:00 AM

Ride New Buying Patterns to Succeed in New Market Realities

David Groombridge, VP Analyst, Gartner

As the threat of an economic downturn deepens, buying organizations begin to buy differently as they try to leverage digital capabilities to meet their ambitions. This session will explore the various directions the digital market could take in different sectors as clients change the way they buy and how that gives rise to different growth opportunities for providers.

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Monday, 18 May, 2020 11:15 AM|Monday, 18 May, 2020 12:00 PM

Ask the Expert: How to Get the Talent Your Business Needs

Kaustav Dey, Sr Director Analyst, Gartner

Tech CEOs rank attracting and retaining talent as one of the most urgent challenges to solve. Top talent is always a priority for business and in today's market, it is increasingly difficult to attract and retain the talent your business needs. This session will look to support leading research surrounding the acquisition, development and retention of talent as you seek to compete as a top performing organization within your respective market.

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Monday, 18 May, 2020 11:15 AM|Monday, 18 May, 2020 12:00 PM

Three Scalable Sales Models that Drive Product and Services Growth

Michele Buckley, Sr Director Analyst, Gartner

Today’s technology buying behavior is making a dramatic impact on sales effectiveness, creating a major constraint to growth for many vendors. This session will explore three scalable sales models that have proven to be effective for driving significant growth. Technology and service providers seeking to scale their sales teams and to grow faster than the market will draw insights from these sales models that have proven successful in leading technology vendors.

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Monday, 18 May, 2020 11:20 AM|Monday, 18 May, 2020 11:40 AM

Leverage Process Insight Tools to Accelerate Deals and Improve Solution Quality

Cathy Tornbohm, Distinguished VP Analyst, Gartner

Tired of trying to convince clients to do the right thing with their business and technology architecture — or stumbling over their own culture — then explore the new vogue in process capture, process mining and process discovery tools as positive influences for change.

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Monday, 18 May, 2020 01:00 PM|Monday, 18 May, 2020 02:30 PM

Workshop: How to Build Customer Success Management to Drive Renewable Revenue

Jen Singleton, Sr Director Analyst, Gartner

This workshop lays the foundation for establishing a customer success management discipline. Topics and exercises include goal setting, resource allocation, defining a customer journey stage playbook, improving the customer experience and identifying signals to monitor customer health. How do I improve renewal rates? How do I help customers obtain value? How do I measure customer health?

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Monday, 18 May, 2020 01:30 PM|Monday, 18 May, 2020 02:00 PM

Invest in Strategic Initiatives That Drive Competitive Advantage

Mark Petty, Sr Director Analyst, Gartner

When market downturns occur, competitive pressures tends to weed out the weaker companies. Heading into a downturn CEOs must invest in competitive advantage that allows their companies to win more business and drive higher profitability. This session will look at how CEOs can evaluate and invest in strategic initiatives that create competitive advantage by reducing costs, improving product quality, and creating differentiation.

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Monday, 18 May, 2020 02:15 PM|Monday, 18 May, 2020 03:00 PM

Clinic: How to Develop XLAs to Drive Retention and Growth

David Groombridge, VP Analyst, Gartner

As digital services grow, buying organisations place increasing emphasis on measuring the user experience and using XLAs (Experience Level Agreements) to contract for improvement in outcomes. In this clinic, find out how to develop XLAs that matter to your customers and contract against them.

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Monday, 18 May, 2020 02:15 PM|Monday, 18 May, 2020 03:00 PM

Business Strategies the Best Organizations Use to Overcome Growth Stalls

Alastair Woolcock, Sr Director Analyst, Gartner

Having a business that isn’t growing is a top concern for leaders as they worry about their employees, clients and companies. We’ll go through the top actions within your control to help get technology and service provider organizations growing again.

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Monday, 18 May, 2020 04:15 PM|Monday, 18 May, 2020 04:45 PM

Accelerating Digital Services Demand: Examples From the High Growth RPA Market

David Groombridge, VP Analyst, Gartner

The $59 billion digital services market is forecast to grow at over twice the rate of the IT services market. In this session attendees will learn about the strategies providers used to drive RPA to the fastest growing software market of 2019. We will discuss how to apply these practices to capture market share in the expanding digital services market.

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Tuesday, 19 May, 2020 10:15 AM|Tuesday, 19 May, 2020 11:00 AM

Can We Automate Growth?

Neil Barton, VP Analyst, Gartner

AI and RPA are some of the most exciting emerging technologies for 2020. Yet when automation is deployed primarily to save customers money, it risks eroding service provider revenues and margins. This research reviews the bleeding edge of AI and RPA and provides case studies of technology and service providers who have made automation an engine for their growth.
[KIs]
1. What opportunities remain to provide AI and RPA solutions over the next two years?
2. What has been the impact of automation technologies on revenues and margins in the tech industry?
3. How to find success as a supplier of AI and RPA solutions?

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Tuesday, 19 May, 2020 10:15 AM|Tuesday, 19 May, 2020 11:00 AM

What They Say, What They (Really) Mean: An Interactive Session on the Most Common Communication Disconnects Between Entrepreneurs and VC Investors

Mark Wesker, Sr Director Analyst, Gartner

Mark Petty, Sr Director Analyst, Gartner

Raising capital becomes more difficult in a market downturn. Don't let miscommunication become an excuse for investors to pass on your company. During this interactive session, the facilitators and attendees will discuss the most common miscommunication scenarios from the perspective of the tech CEO and potential investors. Gartner facilitators will provide guidance on how to interpret and respond to those scenarios.

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Tuesday, 19 May, 2020 11:15 AM|Tuesday, 19 May, 2020 12:00 PM

Focus on Customer Behaviors to Drive More Success

Hank Barnes, Distinguished VP Analyst, Gartner

The use of segmentation and ideal customer profiles is well understood, but often strategies focus primarily on broad firmographic attributes (size, location, industry). Gartner research demonstrates that attitudes and behaviors are more important. This session will take a deep dive into Gartner Enterprise Technology Adoption profiles, an assessment model of enterprise buying behavior and related concepts to fuel more market success.

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Tuesday, 19 May, 2020 12:00 PM|Tuesday, 19 May, 2020 01:30 PM

Gartner Women Tech Execs Luncheon

Women in executive leadership and management roles are invited to join this inaugural meeting of the Gartner Women Technology Leaders community. Facilitated by leading Gartner Women Analysts, this luncheon is focused on identifying opportunities for Gartner research for female executives as well as opportunities for advocacy and partnership.
Note: Seating is limited to director level and higher roles within technology and service provider organizations, pre-registration is required.

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Tuesday, 19 May, 2020 01:30 PM|Tuesday, 19 May, 2020 02:00 PM

Dismantling the Myth of the "Standalone" CEO

Mark Wesker, Sr Director Analyst, Gartner

CEOs need a strong team, must lead and be aggressive, and cannot afford to be reactionary to drive their companies to success. CEOs need support from a great team, as rugged individualism has gone by the wayside. In this session, attendees will walk away with specific insights into how to successfully delegate the right projects and tasks so they can lighten the burden of leading their company to grow.

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Tuesday, 19 May, 2020 03:15 PM|Tuesday, 19 May, 2020 04:00 PM

Don't Create Awareness ... Create Buyer Interest

Mark Stanyer, Sr Director Analyst, Gartner

Emerging tech providers are challenged to create awareness, often in saturated markets or against well-known competitors. Attendees in this session will learn why generating broad awareness is not the right approach. Public relations efforts tend to focus on press releases, news mentions and social media followers. Yet, it's difficult to tie these efforts to business growth. How important are these efforts? How should you be creating awareness and where should you focus? In this session, you'll learn how to focus awareness efforts to create buyer interest.

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Tuesday, 19 May, 2020 03:15 PM|Tuesday, 19 May, 2020 04:00 PM

Clinic: Aligning the Buying and Selling Cycles With Proof-of-Concepts (POCs) to Drive Sales

Mark Wesker, Sr Director Analyst, Gartner

Buying teams place a high value on proof-of-concepts (POCs). This clinic will navigate the best practices for positioning and executing POCs to improve your overall sales cycles and provide an opportunity to discuss tactics among the participants.

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Monday, 18 May, 2020 10:15 AM|Monday, 18 May, 2020 11:00 AM

Using Cloud Adoption Trends to Predict Next-Generation Opportunities

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.

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Monday, 18 May, 2020 10:20 AM|Monday, 18 May, 2020 10:40 AM

Redefine Product Management Priorities to Reduce Product Failures

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.

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Monday, 18 May, 2020 11:15 AM|Monday, 18 May, 2020 12:00 PM

Winning in the Turns by Knowing Markets From the Outside In

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.

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Monday, 18 May, 2020 11:15 AM|Monday, 18 May, 2020 12:00 PM

Clinic: Positioning Vertical Industry Solutions

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.

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Monday, 18 May, 2020 01:30 PM|Monday, 18 May, 2020 02:00 PM

Winning Providers in the Future Will Either Be Market Markers or Market Takers

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.

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Monday, 18 May, 2020 02:15 PM|Monday, 18 May, 2020 03:00 PM

Drive Growth With Edge Computing to Support Digital Touchpoints

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.

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Monday, 18 May, 2020 02:20 PM|Monday, 18 May, 2020 02:40 PM

Winning in turns: Dont just hire the right talent, Acqui-hire to win in turns

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.

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Monday, 18 May, 2020 04:15 PM|Monday, 18 May, 2020 04:45 PM

Fuel Revenue Growth Through a Focused Vertical-Industry Approach

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.

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Monday, 18 May, 2020 04:20 PM|Monday, 18 May, 2020 04:40 PM

Seize Growth Opportunities Through Serving Digital Touchpoints

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.

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Tuesday, 19 May, 2020 10:00 AM|Tuesday, 19 May, 2020 11:30 AM

Workshop: How to Find the Culture DNA That Will Help You Grow

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.

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Tuesday, 19 May, 2020 10:15 AM|Tuesday, 19 May, 2020 11:00 AM

Detect and React to Market Turns Before They Impact Your Business

Michele Buckley, Sr Director 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?

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Tuesday, 19 May, 2020 11:15 AM|Tuesday, 19 May, 2020 12:00 PM

Improve Portfolio Agility and Innovation With “Product Services as a Service”

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.

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Tuesday, 19 May, 2020 01:30 PM|Tuesday, 19 May, 2020 02:00 PM

Improving Your Product Management Maturity

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.

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Tuesday, 19 May, 2020 01:30 PM|Tuesday, 19 May, 2020 03:00 PM

Workshop: Winning in the Turns -- Growth Workshop

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.

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Tuesday, 19 May, 2020 01:35 PM|Tuesday, 19 May, 2020 01:55 PM

The Opportunities in Digital Business and Beyond

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?

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Tuesday, 19 May, 2020 03:15 PM|Tuesday, 19 May, 2020 04:00 PM

Ask the Expert: Cloud Market Trends

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.

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Tuesday, 19 May, 2020 03:15 PM|Tuesday, 19 May, 2020 04:00 PM

Product Management in the Next Era of Artificial Intelligence

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.

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Monday, 18 May, 2020 09:50 AM|Monday, 18 May, 2020 10:10 AM

The Evolving Role of Technology Product Marketing

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?

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Monday, 18 May, 2020 10:15 AM|Monday, 18 May, 2020 11:00 AM

Ready, Set, Release, Oops! Creating a Successful Communications Plan for Product Launches

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.

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Monday, 18 May, 2020 10:15 AM|Monday, 18 May, 2020 11:00 AM

Ask the Expert: Are Marketplaces Good For Software Providers?

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.

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Monday, 18 May, 2020 10:15 AM|Monday, 18 May, 2020 11:00 AM

Clinic: How to Optimize the Marketing Potential of Your Portfolio

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.

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Monday, 18 May, 2020 11:15 AM|Monday, 18 May, 2020 12:00 PM

The High Quality Deal Dilemma

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.

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Monday, 18 May, 2020 01:30 PM|Monday, 18 May, 2020 02:00 PM

Marketing Mix 2020: Changes Impacting Demand Generation Success

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.

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Monday, 18 May, 2020 02:15 PM|Monday, 18 May, 2020 03:00 PM

The Future of Account-Based Marketing (and What You Should Be Doing)

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.

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Monday, 18 May, 2020 04:15 PM|Monday, 18 May, 2020 04:45 PM

Innovative Examples of Sales Enablement Driving Double-Digit Results

Michele Buckley, Sr Director 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.

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Tuesday, 19 May, 2020 10:00 AM|Tuesday, 19 May, 2020 11:30 AM

Workshop: How to Develop Positioning to Guide Value Messaging

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.

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Tuesday, 19 May, 2020 10:15 AM|Tuesday, 19 May, 2020 11:00 AM

I’ve Done My Positioning, Now What?

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.

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Tuesday, 19 May, 2020 10:15 AM|Tuesday, 19 May, 2020 11:00 AM

Clinic: How to Differentiate

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

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Tuesday, 19 May, 2020 11:15 AM|Tuesday, 19 May, 2020 12:00 PM

Why Agile Marketing Is on the Rise: The Desire to Drive Marketing Impact

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.

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Tuesday, 19 May, 2020 11:15 AM|Tuesday, 19 May, 2020 12:00 PM

Ask the Expert: How Do We Take Our Customer Advocacy Program to the Next Level?

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.

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Tuesday, 19 May, 2020 11:15 AM|Tuesday, 19 May, 2020 12:00 PM

Ask the Expert: Helping Sellers Quickly and Effectively Adopt New Products With Sales Enablement

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.

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Tuesday, 19 May, 2020 11:20 AM|Tuesday, 19 May, 2020 11:40 AM

Top 10 Critical Insights That Sales Needs to Engage With New Customers and Prospects

Michele Buckley, Sr Director 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.

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Tuesday, 19 May, 2020 01:30 PM|Tuesday, 19 May, 2020 02:00 PM

Modern Partner Program Design

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.

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Tuesday, 19 May, 2020 01:30 PM|Tuesday, 19 May, 2020 03:00 PM

Workshop: Jump-starting Your ABM Program

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"

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

Tuesday, 19 May, 2020 03:15 PM|Tuesday, 19 May, 2020 04:00 PM

Designing the Marketing Organization of the Future

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.

Please Note: based on availability and eligibility you may sign-up for this session via Conference Navigator after you register for this conference.

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