Gartner Expert

Rob Addy

VP Analyst

Rob Addy is a Research Vice President in Gartner's Tech CEO Research Team which is part of the Technology and Service Provider Research division. Mr. Addy's research focuses on commercial models and services' marketing best practices. As a former Product Manager within the enterprise software space, he helps our Tech CEO clients to grow faster and in a sustainable manner by delivering strategic guidance and tactical real-world advice on how they go to market, how they position their offerings and how to best organize their portfolios to drive the appropriate desired buyer behaviors.

Whether it's augmenting traditional services with constituency-specific content streams, transitioning service emphasis from passive to more proactive prevention-focused delivery modes or developing next-generation value propositions, Mr. Addy works closely with Tech CEOs to help them to become more competitive and successful. He is currently actively researching the industrialization of service delivery, service productization and the effective use of value articulation techniques to drive growth while mitigating the impact of service commoditization.

Previous experience

Before joining Gartner, Mr. Addy worked as an ITSM professional for more than a decade. From application development and support, to direct solution implementations, to product management and marketing, to consulting management and technical sales, he gained insight into the enterprise software market and the importance of good customer service delivery from a wide variety of angles.

Mr. Addy uses his extensive and holistic field experience in conjunction with his unique perspective as an industry analyst to help our clients to identify and apply best practices from multiple disciplines and multiple markets in new and innovative ways to address the trickiest problems faced by today's technology and service providers.

Professional background

IBM Tivoli

Business Solution Manager

BMC Software

EMEA Consulting Manager

Peregrine Systems/Remedy Corp.

Product Manager

Areas of coverage

Product Strategy and Launch for Tech CEOs

Business Performance Management for Tech CEOs

Customer Acquisition for Tech CEOs

Corporate Development for Tech CEOs

Product Portfolio Customer Acquisition

Education

Bachelor of Engineering, Aeronautical Engineering, University of Bath

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Top Issues That I Help Clients Address

1Productization and portfolio optimization - making things easier to sell and easier to buy while driving buyer behaviors to maximize provider margins

2Pricing strategy and pricing model design - redefining the commercial portfolio to enable buyers to align their appetite for risk and ability to pay while eliminating the barriers to purchase

3Sales process design - leveraging the sales process to shorten cycle times, improve win rates, reduce commercial risk and increase sales productivity

4Value articulation - creating compelling value stories that engage audiences, generate trust and drive action

5Guerrilla channel strategy - developing partner value propositions and engagement strategies to drive business growth