UK University Sales Competition Training Site

About Gartner

Gartner, Inc. is the world’s leading research and advisory company. We help business leaders across all major functions in every industry and enterprise size with the objective insights they need to make the right decisions.

Our comprehensive suite of services delivers strategic advice and proven best practices to help clients succeed in their mission-critical priorities. We design offerings for the C-suite, senior executives, and their teams across the enterprise.

Training Resources

Our training resources for the UK University Sales Competition will focus specifically on our IT business and the Gartner for CIOs product. Follow the three steps below to learn about the product, the buyer and how to sell Gartner for CIOs.

Step 1: Learn about the product

The Gartner for CIOs product consists of three core capabilities:

Research, Cost Optimization Tools and Executive Partner.

Get started by watching this overview of the Gartner for CIOs Product Package and Pricing.

Want to learn more? Deep dive into each of the three Gartner for CIOs capabilities.

Research

Training Video

How to Demo Gartner Research

Learn how to use the Gartner.com landing page to demo this product capability to prospective buyers.

Watch

Cost Optimization Tools

Training Video

How to Demo Cost Optimization Tools

Learn how to demo the ITBudget tool and the Contract Review service to prospective buyers.

Watch

Executive Partner

Training Video

Executive Partner

Learn how CIOs can receive value from working with a trusted expert in their field.

Watch

Why Gartner Research?

Learn about the features and benefits of Gartner research and the general value proposition.

Learn More

Research Methodologies

Learn about the specific types of research that Gartner provides.

Learn More

Cost Optimization Tools

Learn about the features and benefits of Gartner cost optimization tools and the general value proposition.

Learn More

ITBudget FAQ

Clients’ frequently asked questions about accessing and using the ITBudget tool.

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ITBudget Sample Report

A sample report generated through the ITBudget tool that helps CIOs plan their IT budgets with relevant facts and metrics.

Learn More

Step 2: Understanding the Buyer

As the highest-ranking IT leaders within an organization, CIOs face unique challenges. Successful competitors must demonstrate an understanding of their needs.

Presentation

Sample CIO Profile

Read an overview of CIOs’ responsibilities, top problems and how they are measured in their role.

Learn More
Training Video

The Role of the CIO

Take a deep dive into the role of a CIO and how they deliver value to a business.

Watch
Training Video

How CIOs use Gartner

Learn how CIOs receive value from the three capabilities of the Gartner for CIOs product.

Watch

Step 3: How to sell Gartner for CIOs

Take a glimpse into how the Gartner for CIOs product is sold. Watch a Gartner sales professional conduct a sales call with a CIO.

Note: Competitors should reference the UK University Sales Competition Judging Criteria to prepare for the competition. These videos are for training purposes only.

Training Video

Role play: Introduction

Watch
Training Video

Role Play: Needs Identification: Identify Priorities and Challenges

Watch
Training Video

Role Play: Needs Identification: Uncover Client's Vision of the Solution

Watch
Training Video

Role Play: Demonstrate Gartner Capabilities

Watch
Training Video

Role Play: Propose and Close

Watch

Please contact emeacampus@gartner.com if you have any questions.

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