© 2007 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc, or its affiliates.

Gartner for Business LeadersSM

The Ultimate Tool For C-Level Business Development

2© 2007 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc, or its affiliates.© 2007 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc, or its affiliates.

The basics…

© 2007 Gartner, Inc. and/or its affiliates. All rights reserved.Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc. or its affiliates.

3© 2007 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc, or its affiliates.© 2007 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc, or its affiliates.

A Reality for Most Companies

- In top end sales:

- To be in the know is everything

- But it takes time and effort

- And your time is money

- Is hard to find the right contacts

- And cold calling is not an option

- You can never be sure about everything

- Think in your feet vs right decisions

- Is your messaging the right one?

- To build trust is key, but how?

you

clients partnersclients partners

4© 2007 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc, or its affiliates.© 2007 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc, or its affiliates.

What is your focus for this year?

- Improve Communicational Strategy ?

- Gain Visibility + Credibility ?

- Partners ?

- Study Applicability of Offerings ?

- Go to Market Strategy by Vertical ?

- More clients ?

- (-) Prospecting time ?

- (+) Contract Value ?

- New Markets (USA) ?

5© 2007 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc, or its affiliates.© 2007 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc, or its affiliates.

Gartner is the right place

BusinessCommunity

AdvisoryFirm

PublishReports

Our demographic:

80%End Users

(your clients)20%

Technology providers

(you)

More than 30 analystsCover your

area of business

Each analystTakes an

average of 400 calls a year

from our clients(280 your clients)Source: Gartner 2007, Inquiry Report Survey

6© 2007 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc, or its affiliates.© 2007 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc, or its affiliates.

Why is our Business Community important?

- Access to a Powerful Internal Network that brings results

- A successful relationship with industry analysts brings expertise and more

- Some of your clients/competitors are already in our sphere of influence

- The tactical player always wins!

t

7© 2007 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc, or its affiliates.© 2007 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc, or its affiliates.

how exactly do we help?

© 2007 Gartner, Inc. and/or its affiliates. All rights reserved.Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc. or its affiliates.

8© 2007 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc, or its affiliates.© 2007 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc, or its affiliates.

We support your business model

VALUEPROPOSITION

COSTSTRUCTURE

CUSTOMERRELATIONSHIP

TARGETCUSTOMER

DISTRIBUTIONCHANNEL

VALUECONFIGURATION

CORECAPABILITIES

PARTNERNETWORK

REVENUESTREAMS

INFRASTRUCTURE CUSTOMEROFFER

FINANCE

Analyst Community

Your Company’sExecutive Team

Working in Sync

“A company is more than desks and chairs and computers, it’s made of people and capacities”

9© 2007 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc, or its affiliates.© 2007 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc, or its affiliates.

At the core of what you do

Customers Market

Technology Competitors

Needs, pain points, concerns

Effective product strategy

Your company’s perception in the marketplace

Competitive positioning, analyst coverage

CORECAPABILITIES

10© 2007 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc, or its affiliates.© 2007 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc, or its affiliates.

Obtain Unrivalled Customer Insight

VALUEPROPOSITION

TARGETCUSTOMER

CUSTOMEROFFER

Client insight:

Who they areWhere they are

And What they Want

Key Resources:

•Reader Demographics

•Analyst Inquiry

•User Surveys

11© 2007 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc, or its affiliates.© 2007 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc, or its affiliates.

Device “Air Tight” Channel Strategies

VALUEPROPOSITION

TARGETCUSTOMER

DISTRIBUTIONCHANNEL

CUSTOMEROFFER

How successful companies work:

Which channels should you use to communicate and get

in touch with customers?

Key Resources:

•One to one workshops

•Best practices

•Live Business Communities

•Harvard Business School

12© 2007 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc, or its affiliates.© 2007 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc, or its affiliates.

Step in International Markets with Confidence

TARGETCUSTOMER

REVENUESTREAM

FINANCE

VALUEPROPOSITION

OFFER CUSTOMER

Market Dynamics:

Growth OpportunitiesPriorities for Investment

Key Resources:

•Hype Cycles

•Maturity Models

•Forecasts + Market Shares

•Research by Industry/Role/Market

13© 2007 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc, or its affiliates.© 2007 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc, or its affiliates.

How do our clients profit from this?...

© 2007 Gartner, Inc. and/or its affiliates. All rights reserved.Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc. or its affiliates.

14© 2007 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc, or its affiliates.© 2007 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc, or its affiliates.

We follow your Business Lifecycle and Integrate with it

Strategy

Market Assessment

CompetitiveAssessment

Client analysis

Product Development

Service creation

Product Positioning

Market Positioning

User Preferences

Product Planning and Prioritization

Channel Development

Sales Tools and Product Positioning

Measure and Improve Effectiveness

Product Effectiveness

Win Rate Analysis

Marketing Effectiveness

Roll out/Vendor and Executive Briefing/Sales Training

Human Capital Management

Vertical Markets

Portfolio Management/Best Practices & Networking

Plan

Develop

Implement

Manage

ResearchResearchConsultingConsultingEventsEvents

The OngoingThe Ongoing

Lifecycle of Lifecycle of

an an

IT VendorIT Vendor

Types of ROI

Outline: Bottom LineFull Color: Top Line

15© 2007 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc, or its affiliates.© 2007 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc, or its affiliates.

So What actually does it include?...

© 2007 Gartner, Inc. and/or its affiliates. All rights reserved.Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc. or its affiliates.

16© 2007 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc, or its affiliates.© 2007 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc, or its affiliates.

Deliverables

• (a) Personal access to Gartner analysts via conference calls or face to face meetings in our offices

• Conference call meetings: Unlimited• Face to Face meetings

• Our offices: twice a month one half day each time

• (b) unlimited access to Gartner Core ResearchSM

via www.gartner.com • (c) Complimentary Gartner events tickets

• One ticket to Symposium.

17© 2007 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc, or its affiliates.© 2007 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc, or its affiliates.

(a.1) Analyst Community: Our Values

Independence Objetivity

Accuracy

OmbudsmanRegulates

Analyst Community

18© 2007 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc, or its affiliates.© 2007 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc, or its affiliates.

(b) Gartner Insight: 360 degrees Market View

TecnologyTrends

IndustrySpecific

QuantitativeMarket Size

-Spendingfigures-ForecastsBy GEOs

-Future deployment of technology-Market gaps-Selling material

-Banking-Government-Etc…

1 2 3

19© 2007 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc, or its affiliates.© 2007 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc, or its affiliates.

How do we integrate with our clients?…

© 2007 Gartner, Inc. and/or its affiliates. All rights reserved.Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc. or its affiliates.

20© 2007 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc, or its affiliates.© 2007 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc, or its affiliates.

Fast Integration, Fast ROI

In this period you will

-Understand Gartner’s structure and operative (training)

-Who is Who in virtual team (briefings)

-Set up goals and metrics for success (engagement plan)

-Make analysts Understand Delta-R’s Structure and your Unique Value Proposition

In this period your AE will help you to

-Work with analysts on individual issues of your concern

-These can be Strategic, Tactical or Operational

-You will see an initial ROI in this period

Introductory30 days

Value Demo90 days

From this this period onwards you will have Gartner fully applied in your business

-Work with analysts on a daily/weekly basis

-Attend to events to meet valuable contacts or close business

-work in more projects: sponsorships, media campaigns, face to face briefings

-Value review, quantify ROI (monthly/quarterly)

Fully Engaged

We share our clients goalsWe aim to repay their initial investment by the end of first 6 months or contract

21© 2007 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc, or its affiliates.© 2007 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc, or its affiliates.

So, in a nutshell

Our Value Proposition is our Human Capital their Knowledge and their Contacts

So next time you need info/contacts regarding:

• Your geographic market• Your competitors• Your clients• Your technology

You will have available world class industry analysts to collaborate with you, every day

you

clients partnersclients partners

Gartner

clients

partners

Comp

clientsclients

partnerspartners

CompComp

22© 2007 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc, or its affiliates.© 2007 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. Gartner for Business Leaders and Gartner for IT Leaders are service marks of Gartner, Inc, or its affiliates.

Your Ultimate Tool For C-Level Business Development

65% of Fortune 1000

80% ofGlobal 500

74 Conferences

3,500Senior

IT executives

60,000Clients

17,000Benchmarks

650Analysts

75 Countries

240,000Client

Inquiries each year

10,000Media

Inquiries

2,000Consulting

Engagements