Gail Kosloff Services Marketing Director How to Have

Gail Kosloff Services Marketing Director How to Have an Executive Level Services Conversation: Leverage Analyst Sales Tools

How to Have Executive Level Services Conversations: Leverage Analyst Tools My challenge to you: Get out of your “comfort zone” and have new services conversations with your clients/prospects In the next 50 minutes, you’ll learn about: • Your access to new analyst tools • Strategies for using these as sales tools • How to leverage these tools to facilitate SERVICES conversations with IT executives 10 minutes for Q&A Hand-outs are in the back of the room

Part I: Gartner’s Magic Quadrant(s) • • What’s an analyst? Who is Gartner? What’s so magical about their quadrant(s)? Why speak MQ talk? Dimension Data’s news.

How to read a Magic Quadrant • It’s not rocket science: – – Two-dimensional matrix Four quadrants Rates vendors and services providers Based on “completeness of vision” and “ability to execute” See page 7 of Magic Quadrant hand-out.

The Magic Quadrant format

Rules of the Game • Market • Vendors • Rating Criteria

Completeness of Vision • • Market Understanding Marketing Strategy Sales Strategy Offering (Product) Strategy Business Model Vertical/Industry Strategy Innovation Geographic Strategy

Ability to Execute • • Product/Service Overall viability Sales Execution/Pricing Market Responsiveness and Track Record Marketing Execution Customer Experience Operations

Gartner’s Due Diligence • • • Vendor/service provider Briefings Surveys Vendor-provided References Industry Contacts Client Interviews Public Databases/Sources Industry articles, speeches, etc. Peer input from other Gartner analysts Extensive “peer review” and “validation”

Key takeaways… • You now know: – how MQs are developed and interpreted – Reality: MQs influence clients IT purchase decisions • Next steps: – Use our new MQ on “Managed & Professional Network Services” as a conversation-starter about our Services capabilities – Remind clients that their needs/circumstances should determine their use of a Magic Quadrant • “Leaders” are not always going to solve their needs

Part II: Analyst Webcast • Announcing our pre-recorded “Multisourcing” webcast – – Use as an opportunity to have a services conversation Content is tailored for enterprise clients Push webcast link to clients as a door opener Integrate content into an on-site meeting

Multisourcing webcast • Background materials available to you: – Copies of the scripts used by Linda Cohen and Scott Petty – Two Dimension Data whitepapers on Multisourcing (client-facing)

Multisourcing Webcast

Get Out of Your Comfort Zone! Leverage our new analyst sales tools to have SERVICES conversations… • Gartner’s Magic Quadrant for “Managed & Professional Network Services” • “Multisourcing” webcast featuring Linda Cohen (Gartner) and Scott Petty (Dimension Data Global) Pick-up handouts at back of the room Thank you for your time!

Q&A What do you need from Dimension Data Marketing to succeed in using these tools? Email me with any follow-up questions: Gail. kosloff@us. didata. com