IIAR Discussion Group: negotiating with Gartner – is it the new seventies IBM?

IIAR Discussion Group: negotiating with Gartner Aniruddho Mukherjee and Ludovic LeforestierFeeling the pinch in your negotiation with Gartner on your subscription contract? Do you feel comfortable in buying the various seats options being pushed your way? Are you confident that you are getting value from your contracts?

You’re not alone -many of your peers and IIAR members have commented (see the IIAR Tragic Quadrant) on Gartner’s hard stance and cowboy attitude during negotiations: it maybe the IIAR Analyst Firm of the Year 2017 but also the hardest to work with.

Gartner is commanding a dominant market share and increasingly behaving like a monopoly. Gone are the days of client focus, flexibility and year long engagement. Strategy days and report reprint rights costs have being increasing at 10-20% yoy. Out goes partnership and value selling, in comes multi-year lock-in contracts, no discounts policy and no value adds such as Symposium tickets or in person analyst meetings.

Building on our previous conversations (see links below), the IIAR will host an in-depth discussion with IIAR members, looking at Gartner’s commercial practices and explore potential solutions.

 

Date: 15th February 2018
Location: webinar > REGISTERLondon based member can attend in person > pls fill in form below (Holborn).
Time: 1600pm GMT / 1700pm CET / 0700 PDT / 1000 EDT

Held under Chatham House Rule the discussion will be chaired by Aniruddho Mukherjee (@aniruddho, LinkedIn), IIAR UK Co-Lead and Head of AR and Branding, Europe for HCL Technologies) and Ludovic Leforestier (@lludovic, LinkedIn, IIAR co-founder and Director Influencer Relations at Criteo).

Of course, by attending you will not only have the opportunity to give your knowledge and opinions but also gain from that of others and have the advantage to submit questions directly. Let us have a lively discussion, the more of you that join in the better, so please don’t forget to REGISTER. Attending IIAR Events is free and restricted to AR professionals active members of the IIAR. So if you’re a Gartner rep, we suggest you save yourself some time, have a beer and chill.

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  1. 2017, a tectonic year for influencer relations? A world post Gartner + CEB and IDC sold | Institute of Industry Analyst Relations (IIAR) - Tuesday 9th October 2018

    […] and according to Statista, Gartner was USD 2.4 billion and 54% market share -effectively a near monopoly (after the CEB takeover, they are grossing 3.3 billion in 2017 still according to Statista). […]

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