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
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