Company Description

Gartner is a world-renowned information technology services company. Renowned as a global leader in the field, the company engages in comprehensive technology research and offers advisory services, providing key tech-related insights necessary for the decision-making process of their vast list of global clients.

As a part of the elite S&P 500, Gartner is a formidable entity worth $5 billion and boasts a robust workforce of approximately 23,000 associates worldwide. The company operates with an objective approach and partners with more than 15,000 client enterprises around the globe, operating over 100 countries across all major functions, irrespective of industry, and enterprise size.

Gartner brings to the table over 40 years of experience—precious expertise in providing key insights and guidance to client enterprises worldwide. The range of its clients spans large corporations, government agencies, technology companies, and investment firms.

A noted feature of Gartner's services is the extensive coverage of more than 1,300 technologies and vendors under the well-regarded Gartner Magic Quadrants and Hype Cycles. In addition, the company offers services like Gartner Score maturity diagnostics across 70+ enterprise functions. This wide range of offerings underscores Gartner’s commitment to drive optimal performance and impact corporate decisions.

Moreover, Gartner champions the power of peer communities by facilitating connections and conversations among its clients, encouraging them to tap into one another’s experiences and knowledge bases for actionable advice.

Gartner's journey of success and development includes key acquisitions, such as the UK-based company SCM World in June 2016 and CEB, Inc. in January 2017. These milestones have further boosted Gartner's industry presence and influence.

With its objective tailor-made practical tools, strategic insights, global pool of experiences and industry expertise, Gartner leads the way in empowering decision makers to fuel the future of business.

Sales Plan

Understanding the Prospect

Company Information

• Name: Gartner
• URL: gartner.com
• Number of Employees: 23000
• Industry: Information Services, Information Technology & Services

Pain Points

1. Gartner deals with a vast amount of data from numerous technologies, vendors, operations, and clients, but requires more efficient data handling and analysis processes.
2. Gartner's broad and diverse client base across various industries, enterprise sizes, and countries presents the challenge of ensuring consistency, accuracy, and relevancy.
3. As Gartner expands its services, retaining a consistent high-quality delivery across its portfolio becomes an increasing challenge.
4. Gartner has to stay current with the rapidly evolving technology landscape to maintain its relevance. This requires consistent updates to its research domains, methodologies, and tools and education for its teams.
5. Gartner needs to align its IT insights with the unique business environments, infrastructures, and strategic priorities of its diverse client base.

Objectives

Short Term Objectives (6 - 12 months)

• To secure a meeting with key decision-makers within Gartner.
• To provide a product or service demonstration highlighting how our solution can address their pain points.
• To secure a pilot project agreement.

Long Term Objectives (1 - 3 years)

• To secure Gartner as a long-term client.
• To gather and utilize feedback from Gartner for product improvements.
• To expand the reach of our solution within Gartner's departments.

Sales and Marketing Strategy

1. Establish Contact

• Research potential contacts within the organization that might be interested in our solution.
• Craft personalized outreach emails that highlight pain points and ways our solution could help.

2. Offer Value

• Highlight specific features of our SaaS product that can solve their mentioned pain points.
• Provide case studies or testimonials from similar clients whom we've helped.
• Propose a personalized demo or a no-obligation trial period.

3. Maintain relationships

• Regular interactions with the client to ensure their needs are being met and any issues are resolved promptly.

4. Upsell and Expand

• Once the client is comfortable using the product, identify areas for upselling or expanding the product usage within Gartner.
• Personalize suggestions based on the company's specific needs and usage patterns.

Metrics for Success

• Number of Gartner decision-makers reached out to
• Number of meetings with Gartner stakeholders secured
• Number of product demos provided
• Conversion from trial period to paid client
• Increase in the number of users at Gartner
• Increase in the number of Gartner departments using our product
• Achievement of agreed-upon revenue targets.

Potential Risks and Mitigation

Risk 1: The complexities of Gartner's diversified operations may make it difficult for them to fully utilize our solution.

Mitigation: Ensure our solution is user-friendly and provides robust support and training. Make sure the client understands the full capabilities of our solution and how to use it effectively.

Risk 2: Gartner may not immediately identify the value of our solution due to the diverse range of clients and markets they cater to.

Mitigation: Constantly highlight and demonstrate the unique benefits and value-add our solution can bring. Utilize use cases and client testimonials to illustrate the same.

References:

• What We Do and How We Got Here | Gartner
• Gartner Inc. - Gartner - Forbes
• Gartner | LinkedIn
• Gartner - Wikipedia
• Gartner | LinkedIn India