Please join us in our Gartner for General Managers & CEOs Members Lounge for a place to relax, recharge and network with your fellow peers.
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 maturity across a variety of disciplines and identify best practices and recommendations for improvement.
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?
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.
At some stages in a company’s life， the Tech CEO of an emerging and fast-growing technology provider may feel that his sales team is not performing well enough to achieve the aggressive targets demanded by the board and investors. A solid sales process is foundational in a good sales operation， it provides context for the sales reps and the guidelines and guardrails within which they can operate.
Please join us in our Gartner for General Managers & CEOs Members Lounge for a place to relax, recharge and network with your fellow peers.
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 versus re actively.
We live in an age of wonder - cars that drive themselves, platforms that anticipate our needs, and robots capable of everything from advanced manufacturing to complex surgery. Automation, algorithms and AI are transforming not only business, but every facet of daily life. While many fear that robots will take their jobs, the rise of machine intelligence begs a more important question: what is the true potential of human intelligence in the 21st century?
In this inspiring keynote, Mike Walsh, futurist and author will present a vivid portrait of a brave new world orchestrated by machines that think, and how tomorrow's leaders can upgrade their capabilities to survive and thrive in an age of accelerating technology.
Audiences will walk away with an insight into the companies, technologies and global forces shaping the age of machine intelligence, as well as a set of tailored next actions on how to redesign their organizations, reimagine their roles and reinvent the way they make decisions.
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.
More than 1,000 vendors with applications and platforms describe themselves as AI vendors, or say they employ AI in their products. End-user organizations are being armed with key questions to ask vendors to elicit what is AI and what isn't, and what differentiating value is present in either case. Technology product managers need to equip their sales and marketing teams with answers to these key questions to be credible in the eyes of customers and prospects.
Cloud adoption trends have highlighted the value of hybrid approaches, combining cloud services with the best traditional technologies. In a similar fashion, organizations have come to the realization that they will not only use cloud, but cloud delivered from different providers. Hybrid scenarios and multicloud environments are not a fad and are here to stay. This session will create a forum to share perspectives and learnings from hybrid and multicloud with the goal of surfacing the best practices for organizations considering their next move in IT.
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.
As digital projects move from optimization to transformation, the ability to disrupt becomes a critical discipline. Coping with disruption requires the ability to recognize, prioritize and respond in the right way. This presentation examines how General Managers can evaluate, track and plan for seven major disruptions using Gartner’s Digital Disruption toolkit.
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 to ensure a robust go-to market.
AI may unlock up to $105 billion in market value by 2025, but just 20 percent of 3000 surveyed c-level executives said they currently use any AI-related technology at scale. In this session, we’ll walk through the steps of enterprise AI adoption: pilot identification, scaling, and equipping workforce skills. Participants will walk away with a tangible plan to guide AI adoption within their orgs.
In 2019 high tech companies are preparing for market uncertainty and shoring up the foundational components necessary for continued business innovation and success. Ecosystems provide an opportunity for vendors to drive value, close gaps, access new markets and customers, and create entirely new business models. We will discuss where to start with an ecosystem strategy, do’s and don’ts, and lessons learned from the field.
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.
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.
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.
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.
Are you maximising exploiting RPA tools/digital workers? This masterclass will explore how to express your value in light of the RPA eco-system which is key to capitalizing on RPA.
Products don’t drive success in the future technology business scenario; it will be the ability to orchestrate real improvements to your customers’ businesses. It is now time for products 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.
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.
Enterprise application vendors are beginning to embed AI technologies within their offerings as well as introducing AI platform capabilities leading to an AI "land grab." This session will examine what makes an "intelligent application" and the importance of embedded AI for automation, intelligent processes and guided decision making.
Services companies must approach the product management function differently to product companies. This session shows how the adoption of automation and SaaS impacts service line management differently in consulting, software development, and managed services offerings. Recommendations are provided for navigating these changes in the IT services industry.
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.
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.
Many emerging providers believe that their products are unique in market. The inability to recognize who your competitors are and the threats that they pose endanger your products' future. Learn how to invest in holistic competitive intelligence that identifies competitors, debunks their claims and delivers insight with which to create an effective product plan.
There is growing fear that Artificial Intelligence (AI) will reduce the number of jobs in many industries. This session will covers Gartner’s predictions that AI will in fact enhance employee’s work life and make them happier and more satisfied. It will also focus on how AI unleashes creativity and innovation in jobs of the future.
Emerging technologies and trends are disrupting technology markets at lightning speed. This presentation will demonstrate a Gartner model for how product leaders should evaluate and make critical decisions on the impact of emerging technologies and trends on their product portfolio.
Due to the proliferation of sourcing and procurement departments at all size organizations， and the continued focus on cost optimization， there is a record number of RFPs to consolidate VARs/solution providers. This leaves some large， volume players in a favored position and smaller， regional providers out of favor. Take charge! This session will show how to fight the rationalization efforts of your clients and lead them to see how continuing to do business with specialized service providers ultimately is the best choice for them.
Account-based marketing (ABM) approaches are being adopted by technology companies, both large and small, but creating a successful program can be a challenge, especially with limited resources. In this workshop, you'll go through exercises to help explain the four key phases of ABM: selection, planning, engagement and reporting.
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 the role of Digital Product Manager that is evolving, and insights from the recent 2018 Branded Annual Survey for Product Managers will be shared.
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.
Technology buyer behavior is growing more complex， which is having a dramatic impact on traditional sales models which are straining to drive growth. This session will explore three scalable sales models and companion sales enablement strategies that are proven to be effective for driving significant growth. Technology and service providers seeking to grow and scale will draw insights from these sales models and the sales enablement approaches that made them effective.
Digital innovation is epitomized by leading providers such as Amazon, Google, and Microsoft. Market growth enabled by these providers creates great opportunities for third-party providers to scale their business and reach new markets. Successful partnerships will amplify this opportunity. This session will outline an approach for successful partnering, particularly for providers focused on capturing digital business and cloud opportunities.
Please join us in our Gartner for General Managers & CEOs Members Lounge for a place to relax, recharge and network with your fellow peers.
A major component of any product or services portfolio strategy is the ability to look around corners to see what is coming. Both emerging Trends and Digital disruption are showing that looking ahead may uncover new challenges to strategy. This presentation will examine how to see disruptions before they arrive and will provide a mechanism for evaluating how those disruptions might progress.
One recent study by research firm InfoTrends found that transactional documents are opened and read by 90% of recipients.
It costs your company less to communicate with your existing customers and you can use the documents they already read and review frequently to improve communications, increase sales and improve loyalty!
I'll show you ways to make your existing transactional documents and data work for you by providing customer messaging that is personalized and relevant and provides omnichannel delivery with real life, specific examples of success from several industries.
“Cloud computing has become mainstream and contributes to organizational efficiency and innovation. Edge computing challenges the central models of cloud by taking computing closer to the point of data generation and consumption. Product managers should look to support next-generation solutions by using the power of centralized cloud services, delivered to vastly distributed digitalized entities. This session will outline IT trends in cloud and edge and highlight opportunities at the confluence.”
What if you created an ecosystem around your application portfolio, but nobody joined? Think of the wasted expense, not to mention limiting your route to market potential. Learn the best ways to attract, retain and leverage participants to your ecosystem no matter how large, for competitive advantage.
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.
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 priorities.
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!
This session looks at use-cases from Banking, Insurance, Retail, Manufacturing and Healthcare and compares how AI is applied in each using the AI strategy framework. This session will also show how to modify the industry map and use-cases as conditions change. Please plan to bring to this session questions like - how does this affect my industry? How does a particular use-case work with other players in the ecosystem? How can i leverage this map in my own organization?
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?
Demand generation is a key element of TSPs go-to-market strategy, yet it's often overlooked in the planning process. In this session, attendees will learn Gartner's best practices through 5 steps to building out a formal demand generation effort that leads to a balanced channel approach to capture and keep the attention of buyers and drive business growth.
The hype in blockchain is not matched by the reality of adoption. Technology product managers are unclear how this market will evolve and how much time and effort to invest now, and whether or not to include blockchain as part of their product strategies. In this session, we will review the state of the market and address the product and business strategies to employ for success
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.
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. In this interactive session, attendees can discuss: What are the best practices for service line management? How are service providers’ businesses changing, and what does this mean for service line managers? What can service line managers learn from traditional product management best practices?
RPA currently generates $680m revenues , 2018, in the software market and is forecast to grow at a staggering 41% CAGR through 2022. However, while many vendors are finding ways to capitalize on this rapidly growing technology others find themselves at risk of being ousted by this all purpose technology. Key topics include: How do you thrive in the eco-system of RPA? Is RPA replacing my companies solution ?
Successful customer-centric marketing cannot be completed without understanding direct Voice of the Customer (VoC). The VoC data is increasingly difficult and expensive to attain, and in recent years been replaced with algorithm-driven pattern recognition and predictive analytics. This loses the human element of VoC, which is required to make the right strategic decisions. Modern, customer-first strategies include tools that allow organizations to efficiently gather and synthesize the VoC to be used as a primary mechanism for making data-driven decisions along the entire funnel, in multiple verticals/segments, and in all areas of their organization. Our session will give you a first-hand look at the latest technology that utilizes customer reviews of software products to cut through the noise and deduce real user feedback at your fingertips by taking a humanized approach to data discovery.
Working with multiskilled and multidisciplinary teams across different geographies and time zones， and identifying communications as a critical ingredient to the success of good product management teams， product managers are continuously looking for tools to help improve the performance of their teams. The presentation will share a range of tools available to product managers looking to address such topics as collaboration， road-mapping and general project management tools for product development as well as some of the more recent developments in tools that provide new approaches to product management in task assignment and solution design.
Product leaders must create and manage products through a life cycle of activity that includes product innovation， disruption， go-to-market strategy. These decisions that directly impact a company’s bottom line. John Barber will walk the audience through the updated product management framework and how Gartner research provides insight and advice at each step of the journey.
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
- Building a data-driven culture in a fast-moving environment
- Advancing your analytical maturity as your business grows
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.
The number pf providers in the Cloud MSP space is rapidly growing. Product managers must look to offer new compelling value-added services. This session will discuss the growing and intensely competitive MSP landscape and how providers can differentiate to win. These include supporting multi-cloud and hybrid cloud models as well as offering unique intellectual property and advanced technologies. Developing native capabilities and participating in strong ecosystem partnerships that extend reach into industry verticals and adjacent markets.
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?
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.
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 workshop 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.
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.
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
Globally talent acquisition is becoming increasingly challenging. 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.
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.
This breakout session examines the use of fundraising to create “currency” for M&A. Companies wishing to grow inorganically through M&A face difficulty with shareholder approval when cash transactions use precious capital and stock transactions are deemed too dilutive. Raising capital sets a valuation on the company that increases the value of stock that can be used for M&A transactions. This conserves cash for operating expenses and uses less dilutive stock for paying off shareholders in acquired companies.
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 these failures.
Your customers aren’t just on your website, they are digital everywhere. Learn how three leading companies in life sciences, IT and industrial automation industries are transforming their sales and marketing effectiveness by creating interactive customer engagements everywhere their customers are. Join us to discover how they moved from product sellers to value storytellers, driving positive business outcomes and ROI.
As a five-time successful tech entrepreneur and investor in dozens of startups, Josh Linkner has seen thousands of companies loaded with creative buzz and big ideas. How is it that some harness their imagination to create game-changing drivers of growth and innovation while others miss the mark? The answer: the best companies have a systematic process to focus their team’s creativity into practical outputs – something Linkner discovered by founding and building companies that collectively sold for over $200 million. As a professional jazz guitarist, Linkner blends the improvisational qualities of a jazz ensemble with bleeding-edge business savvy to bring a completely fresh perspective on unleashing creativity in the organization. In his inspiring presentation, he’ll deliver practical tools that can be used immediately to increase creative output and deliver bottom-line results.
Hear an overview of Gartner Conferences and how technology vendors use this platform along with guidance from Gartner’s GTM analysts to drive pipeline opportunities and increase brand awareness.
Gartner for General Managers & CEOs Members and Select Leadership attendees are invited to a Networking Reception. Join us in the Gartner for General Managers & CEOs Member Lounge for networking with peers.
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.
Gartner research found that measuring team performance is one of top initiatives for 50% of product marketers in TSPs. The lack of a formal measurement strategy makes it difficult to quantify product marketing’s impact. This session provides recommendations for KPIs and a comprehensive methodology to help you correlate marketing influence on goals for customer adoption, advocacy and retention. How do I prove the value of product marketing in driving customer success?
● What metrics and KPIs should I use?
● How do I ensure repeatable measurement and accurate reporting?
Customers’ application data offers a source of innovation for your products and a source of value for your business. However, privacy scandals demonstrate that exposing customers’ application data via APIs can endanger an organization and its customers. Learn about the key issues regarding business models, privacy, how to architect your solution, and success stories (and failures).
Predicting future technology impact on business strategy is an activity filled with uncertainty and anxiety. However, through the uncertainty, there is one inevitable outcome – Product and Portfolio Leaders must find practical approaches to dealing with fast-paced trends. The meme of the future will be practice, practice, practice.
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.
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.
A marathon is not won on race day. 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 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.
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.
Learn how the Cloud Landscape is evolving as the market moves toward a consolidated IaaS and PaaS cloud consumption model. This session will explore emerging trends and the leading hyperscale cloud providers and their capabilities. Furthermore, we will identify market opportunities for cloud-related services, including consulting, managed, development, migration and implementation services.
Too often technology product managers are focused on the features and functions of their competitors. Or they rely on input from their sales organization. Instead, they should take a “customer-first” approach that focuses on understanding the customer needs and offering the best capabilities to solve their business problem. In this session, we discuss approaches to more effectively engage customers to create a product plan that better meets the market needs.
Your website’s homepage maybe the first touch point for buyers who seek to explore your value proposition. If you don’t make a good first impression with relevant messaging and content, visitors may leave and seek other options. In this session, we'll review common mistakes that TSPs make on their homepage and provide recommendations for improving buyer engagement.
Many organizations of different sizes in different verticals have formalized diversity spend requirements. If you aren't a WOB, MOB, VOB, what do you do when your client has a diversity supplier requirement but you don't qualify? Partner! This session will highlight some of the large service providers, and many small service providers by area of focus, that are diversity suppliers.
Planning for a new product in vertical industries is a high-value, high-stake process, one that is not easy to decide. How to test the marketplace before you launch a new product in vertical industries? Is the vertical industry approach the right way for you? In this session, we will explore the steps one must plan for before embarking on this journey with real-life examples.
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.
This breakout session provides a framework for emerging provider exit planning, where each opportunity to raise capital for growth also represents an opportunity to seek an M&A exit. This session focuses on these decision points, exploring key considerations for the timing of an exit, and how to use scenario planning techniques to either prepare for an M&A process, or invest in growth to drive future shareholder value.
A key aspect of the increasingly important global digital narrative is the role of digital dragons. These organizations, like Baidu, Alibaba and Tencent (BAT), and Google, Amazon, Facebook and Apple (GAFA), have digital-first cultures, are digital employers of choice, have highly scalable services, data mastery, deep pockets, evolving platforms and ecosystems with powerful capabilities. They have increasing ambition that crosses and blurs industry boundaries. How should traditional companies and governments think about them, plan with them in mind, and choose whether and how to use, compete, partner or ignore them?