High Quality Impact Assessment What does good look like?

1. High Quality Impact AssessmentWhat does good look like? DO NOT DISTRIBUTE

2. What does a good Impact Assessment look like? • Examples of client value that you have captured and the client agrees can be used in IA (ensure value is confirmed with client prior to inclusion) • Our understanding of client’s top priorities (linked to company goals) • Given the understanding of client priorities, showcase Gartner resources and engagement aligned to their initiatives • Proposed Gartner services • Next steps/mutually agreed upon written plan DO NOT DISTRIBUTE

3. Executive Summary The Executive Summary is completed last, and succinctly showcases the 5 elements of a good Impact Assessment. TIP: The Executive Summary should be able to stand on its own, so it can be shared with other relevant parties in your client’s organization (such as other key decision makers, procurement, CFO, etc.) Automated output from Client Connect – AE to update with support of seatholders, champions and decision makers

4. 1. Example of Value Captured Client Testimonials Value Statements

5. COMPANY NAME’s Engagement Dashboard from Jul 11 to Jun 12 2066 Documents and Toolkits Accessed1 123 Inquiries Conducted Top Key Initiatives Automated graphical output from Client Connect TIP: Data on its own does not always correlate to value. Leverage this slide if and when it supports your value story. When used properly, this slide should help the case for proposed future services. Top Users 1 1260 additional documents and toolkits from other Key Initiatives not shown in the chart NOTE: Document and toolkit counts may not be consistent across pages due to rounding (if associated with more than one Key Initiative)

6. COMPANY NAME’s Value Review from Jan 11 to Apr 12 (page 2 of 7) Automated output from Client Connect – AE to update with support of seatholders, champions and decision makers Contract Negotiations – AE to update with internal support from CFC 1 5 is extremely valuable; 1 is not valuable , 2 Average Value Rating for inquiries rated NOTE: Document and toolkit counts may not be consistent across pages due to rounding (if associated with more than one Key Initiative)

7. COMPANY NAME’s Captured ~$XK In Hard Dollar Savings Automated output from Client Connect – AE to update with support of seatholders, champions and decision makers

8. COMPANY NAME’s Captured ~$XK In Hard Dollar Savings through Contract Negotiation Service Automated output from Client Connect – AE to update with help from CFC associate

9. COMPANY NAME’sAverage Client Value Rating of 4.1 for Rated Inquiries (Jan 11 - Apr 12) Number of Responses Extremely Valuable Automated graphical output from Client Connect TIP: Data on its own does not always correlate to value. Leverage this slide if and when it supports your value story. When used properly, this slide should help the case for proposed future services. Not valuable at all NOTE: The rated inquiries include contract reviews and document reviews 8

10. COMPANY NAME’s Active Consulting Engagements Automated output from Client Connect – AE to update with support of seatholders, champions and decision makers 1 5 is extremely valuable; 1 is not valuable

11. Example of high quality customization done by Account Executive COMPANY NAME Value Delivery Summary 2010-2012 Gartner has delivered strategic value to COMPANY NAME’s top IT initiatives through traditional interactions : Accessed 1778 research documents. Leveraged 5 Toolkits. Conducted 49 analyst inquiries. In addition, COMPANY NAME’s had 3 separate event attendances. Gartner assisted to provide cost avoidance at a minimum of $360k, cumulative time savings of 3 months, and risk mitigation on initiatives dealing with Information Governance, Auto Insurance Claims policies, security monitoring and Application Overhaul. AE worked with client champions and stakeholders to capture value statements throughout the year Gartner is working with your organization to develop a proposed solution for 2011-2012 aligned to your top IT priorities: Business IT Alignment, Mobile Enterprise Strategy, Cloud Computing strategies, CRM upgrades/implementations, Vendor Management, Enterprise Content Management, and Security and Privacy, DO NOT DISTRIBUTE

12. Alternative format - example of high quality customization done by Account Executive Critical Decisions Impacted By Gartner “I am getting a good deal of value and exposure to a wide range of subjects at a level that makes sense. In terms of value, I look at what it would cost me in terms of head count to have similar access to this level of expertise. I estimate that I would need 2-4 people at a minimum cost of $90/hour, which would equates to $360,000. Gartner provides a quick way to provide a moderate level of expertise in areas that I don’t have access to. - Mark Jones “Gartner is watching and tracking more than I am able to do so and this saves me time in researching on my own and allowing me to implement with my team.” - Mark Jones “This information assisted with risk avoidance result of knowing whether the current vendors we have are safe vendors, are they looked at as leaders in the field, are they going to stay in business and grow?” - Priya Gupta “The team that I am working with is very pleased with Gartner. Their question is mainly around how to use security monitoring within our systems. The support is helping with risk avoidance.” “ The service has  gotten better over the years. Quality has been consistently improving, a lot of time we are calling to find out about companies and products. Magic quadrants give us a good initial ranking and then analysts explain why those rankings are the  way they are. This often helps in elimiNelsoning companies that we are consider from like 10 down to 3. This saves a lot of time and money as we don’t have to go talk to all of the companies that we were initially considering,  we don’t have to do RFPs for all of them. We have project teams that review those RFPS, so its much better to review 3 instead of 10 RFPs.. saves money in the long run.” - Bill Kresman “I am looking for a best variety for information which is what I find when I use Gartner as my primary provider for that. I have recently accessed research in many areas: BPM research, Architecture, EA tools, Cloud computing – we have a group working on that, Information mgmt. I started using Gartner when I was working on Y2K program. It’s the breadth of information that I can get from the one stop shop of Gartner” - Mary Scott Overall Gartner Support Enterprise Content Management Gartner Infrastructure Support Enterprise Architecture AE worked with client champions and stakeholders to capture value statements throughout the year DO NOT DISTRIBUTE

13. 2. Understanding of Priorities Key Initiatives Projects

14. < Sample template – AE to update> Prioritization of Client Initiatives Size of bubble indicates Investment level Automated output from Client Connect – AE to update with support of seatholders, champions and decision makers High Client Connect • Projects: • Client Connect • Apps Platform Strategies • Virtualization • Shared Services • Cloud Computing Virtualization Apps Platform Strategies Cloud Computing Shared Services Risk Business/ Personal This template is available from Gartner Proposal tool Low High Time / Urgency (for project progress/completion) 2-3 years 3-6 months

15. COMPANY NAME’s Value Plan*(page 1 of 2) Automated output from Client Connect – AE to update with support of seatholders, champions and decision makers * Entitlement depends on type of service.

16. Example of high quality customization done by Account Executive Gartner’s Understanding of COMPANY NAME Initiatives DO NOT DISTRIBUTE

17. 3. How Gartner Will Support Alignment to Priorities Timeline

18. Sample Proposed Engagement Plan for DataCenter Strategy Automated output from Client Connect – AE to update with support of seatholders, champions and decision makers 90-day engagement plan for Data Center Modernization and Consolidation1 • Key Milestones 30-day check-in <AE to insert> 90-day review <AE to insert> Kickoff • Service Interactions • 'Windows Server 8' to Provide Administration and Operations Advantages • Toolkit: Cost-Benefit Analysis for Dual-Vendor Network Architectures • Toolkit: RFP for Data Center Construction • Agenda for Data Center Infrastructure, 2012 • The Six Triggers for Using Data Center Infrastructure Management Tools • Written Research and Tools • Engage with an analyst expert to get actionable advice tailored to your priorities • Engage with an analyst expert to get actionable advice tailored to your priorities • Engage with an analyst expert to get actionable advice tailored to your priorities • Subject Matter Experts Connect with peers to learn and share best practices on your top priorities This slide is generated by the Gartner Proposal tool • Peers 1 Indicates Gartner for IT Leaders Advisor level of service 17

19. Example of high quality customization done by Account Executive Sample Engagement Plan for COMPANY NAME Initiatives Portfolio review Kickoff 90-day review 30-Day checkin ITScore for PPM, Review Toolkits for PPM & IT Service Mgmt, … IT Market Clock , Magic Quadrant, Hype Cycles, other Foundational Research, … Toolkit: Comparing Cloud Computing Infrastructure providers IT/ OT Alignment, PPM Research…. Talk to an analyst expert to get actionable advice contextualized to your priorities Talk to an analyst expert to get actionable advice contextualized to your priorities PPM & IT Governance Summit (Nelsonional Harbor, MD, May 21-23) Talk to analysts and peers to get actionable advice contextualized to your priorities Bring Gartner SME (Analyst) on site for to discuss initiative and get actionable advice contextualized to your priorities Connect with peers to learn and share best practices on your top priorities Showing an engagement plan in a timeline format helps to create urgency and align proposed Gartner support to client priorities milestones DO NOT DISTRIBUTE * Gartner for IT Leaders Workgroup level of service

20. Gartner has Subject Matter Experts for DataCenter Strategy Automated output from Client Connect – AE to update with support of seatholders, champions and decision makers 72 analysts are experts for Data Center Modernization and Consolidation1. Representative analysts include: This slide is generated by the Gartner Proposal tool 1 Indicates Gartner for IT Leaders Advisor level of service 19

21. 4. Proposed Services

22. Proposed Services Automated output from Client Connect – AE to update with support of seatholders, champions and decision makers Run ID: 74989

23. Proposed Services Example of high quality customization done by Account Executive DO NOT DISTRIBUTE Run ID: 41741

24. 5. Next Steps Mutually agreed written plan/next steps Platform to ensure client commitment

25. Next Steps Automated output from Client Connect – AE to update with support of seatholders, champions and decision makers Run ID: 74989

26. 25 Suggested Next Steps to Mature Gartner Knowledge Capability Example of high quality customization done by Account Executive Ensure next steps includes engagement actions after the contract signing TIP: This approach creates urgency to commit and also showcases continuity of relationship and value delivery aligned to key priorities Drive renewal commitment by clearly defining dates and ownership – be sure to align dates that will lead to renewal sigNelsonure well in advance of contract start DO NOT DISTRIBUTE