Archive | Gartner

Gartner Symposium / ITxpo 2018: key takeaways for AR professionals

Gartner Symposium Barcelona 2018 - keynoteThis year’s keynote theme: the Continuous Next Strategy

Gartner Symposium, Gartner’s flagship event in Europe, attracted more than 8,000 visitors this year, and met or exceeded expectations, at least mine. The analysts were brilliant, inspiring speakers on stage and great advisors in the one2one meetings.

This was the first time in Europe that Mike Harris delivered the keynote, having taken over from Peter Sondergaard in the summer. It was a hard act to follow: Many attendees knew Sondergaard as an exceptionally gifted and inspiring speaker. Harris was different, of course. His presentation was strong and dynamic – and he came across as being very present, open and humble.

Harris outlined Gartner’s “Continuous Next” concept, referring to how the pace of innovation is accelerating and disrupting business models, and outlining the need for organizations to adapt to be successful. CIOs must adopt the role of business innovator and enabler, he said, and must interact with C-suite leaders to secure the foundation of digital business. In the era of Continuous Next, the CIO assumes responsibility for digital products and therefore controls not only technology and operations, but should also drive cultural change for the benefit of digital or business transformation. CIOs must also consider digital ethics before adopting new technologies.

Harris also noted that traditional enterprise roles, including HR, Sales, Marketing, Finance, Legal, Supply Chain will change as they all become digital. Continue Reading →

Continue Reading

IIAR Discussion Group: negotiating with Gartner

Gartner IIAR logosTime to renew your Gartner subscription?

Our members have indicated a few interesting plays by the industry analysis market leader, almost two years after its takeover of CEB. including a continued drive to multi-year contracts and aggressive drive to sell their $150k executives offerings, effectively mirroring the EXP strategy for vendors. Those offerings causing much confusion with users in vendor organisations are Gartner for General Managers, Gartner for Sales Leaders, Gartner for Marketing Leaders, etc.

Following our latest discussion group on the subject, the IIAR is conducting a discussion group for members to exchange the issues they face when being sold bundled products. This will enable members to discuss ways to get the best value without disclosing individual price. IIAR will then present these findings to Gartner for their feedback and help Gartner sales teams improve client satisfaction. Continue Reading →

Continue Reading

Join us for the IIAR Café at the Gartner Symposium in Barcelona

If you are going to the Gartner Symposium 2018, Barcelona, drop in to the IIAR Breakfast and join the discussion on all things AR related with Yvonne Kaupp (@YveKauppLinkedIn), IIAR Board Member (Chapter Liaison) and Senior Manager Analyst Relations and Market Strategy at Retarus.

We’ll have an update on the IIAR, discuss recent Gartner news and other AR topics.

Continue Reading →

Continue Reading

We’ll Miss You Claire

Claire Dessaux

It was with great sadness that I heard Claire Dessaux, Managing Vice President, Research Content and Delivery at Gartner, died recently.

Claire struggled with health issues off and on in recent years, but she was still too young to leave us, and her premature death robs the world of a steadfast friend, reliable co-worker, and cheerful presence for those who knew her.

For the analyst relations community, it’s worth taking a moment to mourn her passing even for those who didn’t know her, as we lost a key advocate in Claire. In her role at Gartner, Claire pushed for more transparency, predictability, and communications with vendors. Longtime, experienced Gartner analysts would grumble about how Gartner management continues to mechanize research, making it increasingly templatized and fungible, but Claire understood the need for consistency, scalability, and getting away from the “prima donna analyst” that plagued Gartner pre-Gene Hall. Continue Reading →

Continue Reading

Peter Sondergaard leaves Gartner

Peter Sondergaard at the Gartner IT Symposium (IIAR blog)Several pieces have already been published on the  unceremonious departure of Peter Sondergaard, Gartner EVP of Research (LinkedIn, @petersonderg)already (ZD NetResearch Live, Kea), none adding any facts above and beyond the SEC filing.

We ran a quick poll yesterday and results weren’t conclusive: some will miss Peter who has been one of Gartner’s stars and highest earners over the years, masterminding the Gartner Symposium keynotes and presiding over the research agenda. Others welcome the change.

He is replaced by Mike Harris, formerly head of IT research (GITL). He was himself succeeded by Yvonne Genovese who moved from heading Gartner for Marketing Leaders (GML) where she drove high growth from a small base to a sizeable business.

AR pros should monitor closely research direction, quality and methodologies following this leadership change.

We wish good luck to Mike in his new role and send a heartfelt appreciation to Peter, also wishing him the best for his next steps.

Continue Reading

[GUEST POST] What I Learned from 5 Years at Gartner

Martin Kihn / ex. Gartner, now DentsuMonday — on what would have been my five-year anniversary at Gartner — I left to join Dentsu Aegis Network. It was a good span at a well-run company doing God’s (technical) work. It was simply time.

When I was a management consultant, I couldn’t describe what I did. Not to my parents, not to strangers. Not in a way that convinced them I had a real occupation, and maybe I didn’t.

Try describing what an “industry analyst” does: “Research, writing, 30-minute consulting engagements.”

“But you can’t solve any problem in 30 minutes.”

“Just watch me.”

“You don’t know anything about the company.”

“I know something.”

“But — but — but –”

The assumption most people make is that marketing problems are unique. Perfect knowledge of the context, the company, its tech stack is required to construct a solution. This assumption is false. Continue Reading →

Continue Reading

[GUEST POST] Does Israel have more cool vendors than China?

https://twitter.com/Loom_Systems/status/905444551204233217

Gabby Menachem, the CEO of Israel-founded Loom Systems, holds its Cool Vendor plaque

Can other vendors copy Israeli firms’ exceptional success in earning Gartner, Inc.’s Cool Vendor designation? Maybe not. Their success reflects both Israel’s unique start-up ecosystem and those start-ups’ ability to leverage Gartner’s experienced account management in Israel.

The numbers of Cool Vendors in Israel continue to rise. At the recent Cool and Hot Vendor Forum, Suwen Chen’s presentation showed, using data from Gartner, Inc., that there were more Cool Vendors in Israel than, for example, in China and the UK added together. The gap is widening: It has grown from 15 Cool Vendors in 2012 to 33 last year and 35 in 2016. The count could be even higher if we account for the many Cool Vendors originally founded, funded and staffed in Israel which have moved headquarters to the USA, such as Loom Systems. Twenty firms founded in Israel have gained the designation so far this year. More will probably be added in the rounds of Cool Vendors later this month and in September. Continue Reading →

Continue Reading

Trio of analyst departures at Gartner underlines why backup strategy is so important

Gartner icon logo for the IIAR websiteGartner has been forced to delay a Magic Quadrant report for at least six months due to the mass departure of pivotal analysts covering the enterprise data center space. 

The delay followed news that analysts Dave Russell and Pushan Rinnen were leaving to join vendors. The duo were the mainstays of the Gartner team covering data backup. Their counterpart in the EMEA region, Robert Rhame, is also moving on.

Their timing was remarkable: Gartner was due to kick off research for its 2018 Magic Quadrant for Data Center Backup and Recovery Solutions last week. With all three authors choosing to leave Gartner, the firm had no credible option but to delay the start of the report: this is now on ice until 2019. Continue Reading →

Continue Reading

Wrap-up: IIAR Germany 2018 kick-off

IIAR German Chapter meeting at Restaurant Ella, MunichA few inches of snow in the deep midwinter in Munich didn’t stop the 2018 IIAR German chapter kick-off from going ahead, with six intrepid AR professionals getting together to exchange news, views and the occasional snippet of gossip – under Chatham House rules, of course.

Hosted by IIAR Germany chapter leads Yvonne Kaupp (@YveKauppLinkedIn) and Simon Jones (@simondestrierLinkedIn), the networking event was focused on the topic of “how to run an effective inquiry”, with IIAR members and guests (our “prospective members”) sharing best practice and experiences. One point which came through loud and clear is that everyone is nervous about running their first analyst inquiry calls – usually related to having enough questions to ask in a 30-minute call. Continue Reading →

Continue Reading

Around Andy Butler / ex. Gartner in 10 questions….

Today we ask our probing questions to the well renowned Andy Butler (LinkedIn) just retired VP Distinguished Analyst at Gartner (Alumnus), who gives us his views on the the industry in 10 questions. Enjoy..

Andy Butler, ex. Gartner for the IIAR website

 

  1. How long have you been in the IT industry and where did you begin your
    career?
    I can claim a 45 year unbroken period in the industry. I left school at 18 and immediately started working, as I was not convinced that a university course would be necessary for where I wanted to go. Back then it was still possible to get into a profession without a degree; something that is much harder to achieve these days. I was able to join Nielsen Research, who employed school leavers with decent grades to be fast tracked into professional roles. After a few months working in a research QA function, I found a role as an RPG II programmer on their IBM System 3 Model 10. I then followed a typical “IT apprenticeship” through programming, systems analysis and finally IT management roles that evolved into various software and hardware product marketing positions at HP prior to joining Gartner in 1997. Continue Reading →
Continue Reading

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.
Continue Reading →

Continue Reading

Who is the IIAR Analyst of the Year 2017?

The temperature may be dropping, but things have been heating up in the analyst community. Yes, it’s that time of year when we ask you to put the analysts themselves under the spotlight.

The 2017 IIAR Analyst of the Year Award nominations saw some hot competition, but inevitably there can be only one winner (well, actually we have three, but more about that shortly). Announced at the IIAR Christmas Party, kindly sponsored by Criteo, we celebrated the successes of some of the industry’s favourite thinkers and most serious strategists. Continue Reading →

Continue Reading

[GUEST POST] IIAR Webinar: ‘Tis the season for Gartner Methodologies

Gartner IIAR logosOn September 7th, the CCgroup AR team joined IIAR’s latest webinar on Gartner methodologies with by David Black (LinkedIn), MVP Methodologies & Content Engagement at Gartner and moderated by Ludovic Leforestier (@lludovicLinkedIn), from the IIAR Board.

David spoke about the firm’s research methodology behind reports such as Magic Quadrants and Critical Capabilities.

The AR community has always been tuned in to Gartner’s research calendars, with “Every season is Magic Quadrant season” being the mantra shared by many. As such, many AR professionals were keen to learn more from David. Continue Reading →

Continue Reading

IIAR Webinar: Gartner Research Methodologies including the Magic Quadrant

Join David Black (LinkedIn), Gartner‘s Managing Vice President for Methodologies and Customer Engagement for an interactive conversation on the industry’s most famous and talked about research methodology -the Gartner Magic Quadrant.

Continue Reading →

Continue Reading

BREAKING: Gartner gobbles brand benchmarking agency L2

2017 is definitely a a tectonic year for influencer relations: after expanding to other functions with the CEB purchase, Gartner Gartner purchases L2Inc. (NYSE:IT) announced it bought L2, a brand benchmarking agency cum research company founded by Scott Galloway.

This further reinforces its capabilities in marketing and digital, a segment coveted by rival Forrester (NASDAQ:FORR).

As IT expenditure moves to business lines and to the marketing fiction of customer experience, this is a path also trodden by consultancies: the big four (Deloitte, EY, PwC, KPMG), IT players such as IBM and Accenture and the TWICH (Tech Mahindra, Wipro, Infosys, TCS, Cognizant, HCL) as well as regional players such as BearingPoint have all been buying digital agencies. This potentially brings Gartner’s mainstream RAS (Research Advisory Services) in competition with those service companies as well as specialists such as Sapient Nitro (Gartner consulting sometimes already competes with some of those players. Continue Reading →

Continue Reading

The IIAR Tragic Quadrant for 2017

Two years ago, in 2015, we produced the first IIAR Tragic Quadrant. It was met with much enthusiasm and comment, thus we have decided to repeat the exercise once again this year. Below we present the Tragic Quadrant for 2017. The Tragic Quadrant is compiled from data collected as part of the 2016 IIAR Analyst of the Year Survey, where, annually, we invite analyst relations professionals to rate individual industry analyst and the firms they work for. This year more than 100 different individual organisations responded to our survey. We were interested to see if we could do further analysis on the data that was collected.

In producing the Tragic Quadrant what we sought to do was to rank analyst firms according to three criteria. We chose these criteria because this is what the IIAR survey asks respondents to assess:

  • Impact: The Y axis depicts the ‘Impact’ of the industry analyst firm on the purchase decision. This also relates to their perceived credibility and capability to provide an objective opinion.
  • Relevance: The X axis marks their ‘Relevance’ for the purchase decision. This means their capability to cover the market and their specific geographical allocation. It also includes public recognition of their presence in the market (e.g. as an expert).
  • Interaction: The size of the bubble is ‘Interaction’. This relates to issues of communication (e.g. how easy is it to get to them and to talk to them).

Continue Reading →

Continue Reading

2017, a tectonic year for influencer relations? A world post Gartner + CEB and IDC sold

This January feels like our IIAR April Fool posts came early. After Gartner gobbling the largest peer-to-peer advisory firm CEB (Corporate Advisory Firm) for a cool USD 3.3 billions (2.6b in cash and stock plus 700m debt), the long awaited and many times postponed sellout of IDG, the parent company of IDC, happened yesterday.

Gartner acquisitions: META, AMR, Burton, Ideas, Software Advice, Captera, SCM WorldThose two deals are nothing less than tectonic shifts in the tech influencers space.

Firstly, the acquisition of CEB by Gartner is notable for three reasons:

1. It’s large. 3 billion dollars gorilla like.
If there was no overlap and divestures (CEB also sells some software which Gartner will have to offload to prevent conflicts of interests), the combined turnover Gartner and CEB turnover would be over USD3.3 billions (2.4b+951m) we’re seeing a 40% increase in revenues and the combined entity is on course towards 2,000 analysts. The next players, IDC and Forrester are around USD 300m in revenues, give or take. The last estimates I saw (a while back mind you) were that Gartner has anywhere between 40 to 60% market share. Having such a dominant player means higher prices (some say higher margins were the driver behind Gartner’s acquisition of META Group) and less bargaining power for buyers. It’s also obviously hard to ignore Gartner, so a little advice to vendors is maybe not to pick fights with them -such is their share of mind with technology buyers.
According to Outsell, Information, Media and Technology was around USD 1.6 trillion in 2016.
IT research was USD 4.4 billions, 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).
However, just like in the old PCM days, Gartner knows to leave scraps to second fiddles and it leaves space to disruptors -in particular on the sell-side. The IIAR Analyst Firm of the Year constantly showed that 451, Constellation, HfS and other players are definitely more than just worth looking at. And as Crawford Del Prete argues it, a second opinion can be invaluable.
2. Is Gartner plateau’ing?
With the CEB acquisition, Gartner gets access to new C-suite roles. Surely, I’d bet most CEB CIO customers also buy Gartner services and so there might be a bit of customer set duplication however CEB also serves HR, Sales, Finance and Legal functions. In fact Gartner claims it will become the leading global research and advisory company for all major functions in the entreprise.
So this is not a META Group style margins-led competitive take-out (2005) but more an expansion into new markets just like in 2009 as Gartner bought AMR, SCM World and Burton to address techies and supply chain roles.
One could infer that after years of tinkering with metrics to get more leverage, the Gartner executive team saw territory expansion as an EPS growth lever. In other words, this might signal that Gartner’s core business in IT research is plateauing? Nevertheless, with Gartner’s excellent track record in execution (IIAR members can read some tips on contract negotiation here) and international reach, expanding to other functions certainly has legs. It has already ventured in marketing and claim good growth, however Forrester still has a much better hold with this fickle audience.
The good news here for AR and influencer relations folks is the ability to leverage existing relations with Gartner to look at other audiences.
 
3. Does the age of algorithm prediction also apply to Gartner?
Personally, I believe the most significant impact of this acquisition is cultural. After buying and developing no less than three peer reviews offerings Gartner is moving further in the peer to peer advisory world with CEB. This is important not only because buyers value the advice from their peers more than anyone else’s but also because all of a sudden, the mighty technology priest, the feared predicator, the revered oracle becomes is demoted from his/her ivory tower. Truth ceases to be a caste monopoly and becomes the product of algorithm. Gartner famously predicted in the 2015 Symposia the age of the algorithm economy, where those become valuable IP that needs cherishing and runs the world.
As Gartner grapples with the difficult challenge of embedding more bottom-up logic in its research and offerings, it will be interesting to watch what this does to the role of the analyst: will they merely curate and socialise the result of increasingly automated insights? Looking at the profitability of Gartner’s EXP services, this might well be a wet dreams for its execs.

Where does that leave IDC and the others?

Since the disparition of founder Pat McGovern and his philanthropic wish to progress research on the human brain, the media group IDG he founded -and parent of analyst firm IDC– was up for sale for two years with several cliffhangers. We know little of Chain Oceanwide, however my bet would be for a divestiture of IDC at some point.
Whilst IDC predominantly addresses tech vendors, it also enjoys a great brand recognition and probably has the best geographical reach of all firms but none. Yet, its attempts to crack the end-user (buy-side) research and advisory services (RAS) business petered out, I suppose due to poor execution and a lack of investment in sales and go-to-market.
We’ve asked IDC to come and update the IIAR members -stay tuned!
Continue Reading

Winners announced: IIAR Analyst of the Year 2016

The IIAR is delighted to announce the winners of this year’s

IIAR Analyst of the Year 2016 and IIAR Analyst Firm of the Year 2016

AOTY

AND THE WINNERS ARE…

Keep reading below for the IIAR Analyst of Year 2016, IIAR Global Analyst Firm of Year 2016, IIAR Independent Analyst of the Year 2016 and the best new entrants

Analyst relations pros voted for over 170 different individual analysts. Having run the survey over several years, it was striking to see the amount of new analysts that figured this year as compared to previous ones. This goes to show the dynamic nature of this space. There are now hundreds of so-called ‘upstarts’ firms, analysts continue to move between firms, and new analysts enter into the picture. Continue Reading →

Continue Reading

IIAR Breakfast/Cafe meet at the Gartner Symposium in Barcelona

IIAR Breakfast/Cafe meet at the Gartner Symposium in Barcelona - coffee and churrosIf you are going to the Gartner Symposium, drop in to the IIAR Breakfast – for a coffee, perhaps some churros and a chat on all things AR related with Ludovic Leforestier (@lludovicLinkedIn) IIAR co-founder and Director Thought Leadership and Analyst Relations at BearingPoint. Continue Reading →

Continue Reading