High Quality Impact Assessment
What does good look like?
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authorized recipients. This presentation may contain information that is confidential, proprietary or otherwise legally protected, and it may not be further copied,
distributed or publicly displayed without the express written permission of Gartner, Inc. or its affiliates.
© 2012 Gartner, Inc. and/or its affiliates. All rights reserved.
DO NOT DISTRIBUTE
What does a good Impact Assessment look like?
1. 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)
2. Our understanding of client’s top priorities (linked
to company goals)
3. Given the understanding of client priorities,
showcase Gartner resources and engagement
aligned to their initiatives
4. Proposed Gartner services
5. Next steps/mutually agreed upon written plan
DO NOT DISTRIBUTE
The Executive Summary is completed last, and succinctly showcases the 5
elements of a good Impact Assessment.
Executive Summary
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.)
COMPANY NAME currently has 67 seats for a total investment of USD 417K. It comprises the following:
•
•
•
•
•
1
3
2
13
48
Industry Advisor Workgroup seat
Industry Workgroup Member seats
Gartner for IT Leaders Reference seats
Advisor seats
Reference seats
In the last 16 months, COMPANY NAME users have:
Accessed 1909 research documents and 157 Toolkits (2066 total). Conducted 123 analyst inquiries. Had 334 executive interactions. Conducted 3
contract reviews and 34 document reviews. Completed 15 analyst onsite discussions. Received 3 published research recommendations. In
addition, US MARINE CORPS had 78 event attendances (includes webinars).
Through these interactions Gartner provided advice and insight on initiatives including:
IT Cost Optimization, Innovation Management, IT Strategic Planning, ITIL and Process Improvement, Business Value of IT.
For these initiatives, COMPANY NAME users gave an average value rating of: 4.71 out of 5 for analyst inquiries rated.
Business Impact (Optional – AE to create this paragraph based on the below example or delete the section.)
Seat-holders scored Gartner support at X out of 5 driven by improved vendor selection for virtualization and expert advice on ERP and PPM.
Company XYZ saved $#,###K through reviews of Oracle and Microsoft contracts. In addition, Company XYZ reduced risk on three key projects by
leveraging Gartner’s written research and analyst advice.
Gartner has aligned its proposed services to COMPANY NAME’s key initiatives including:
Application Development, Insurance Legacy Modernization, Cloud Computing, Application Governance and Strategy, Application Overhaul.
COMPANY NAME has active projects with Gartner Consulting, including:
1 consulting engagement
Automated output from Client Connect – AE to update with
support of seatholders, champions and decision makers
© 2012 Gartner, Inc. and/or its affiliates. All rights reserved.
Gartner is a registered trademark of Gartner, Inc. or its affiliates.
2
1. Example of Value Captured
• Client Testimonials
• Value Statements
COMPANY NAME’s
Engagement Dashboard from Jul 11 to Jun 12
2066 Documents and Toolkits Accessed1
ITIL & Proc Improv
190
Top Key Initiatives
DataCtr Mod & Consol
85
IT Strat Planning
81
Unif Comm & Collab
75
Info Gov & MDM Prgms
74
Ent Arch Program
66
Info Sec Tech & Svcs
ITIL & Proc Improv
7
ContntCollab&SocInit
7
IT Asset Management
6
Business Value of IT
6
Prog&Port Mgmt Ldrs
5
DataCtr Mod & Consol
5
Application Overhaul
5
61
Virtualization
61
Negot SW Contracts
5
App Gov & Strategy
59
Prog & Port Mgmt
4
54
Others
D. Olson
310
D. Wegner
290
G. Heaivilin
257
N. Andrew
140
B. Chapman
89
K. Hoag
B. Harder
75
62
Other Activities:
• 334 Executive Interactions
• 3 Contract Reviews
• 34 Document Reviews
• 15 Analyst Onsite Discussions
• 3 Published Research
Recommendations
• 78 Event Attendances
• 18 out of 26 Tickets
Remaining
9
Outsourcing
Comms Infra Moderniz
Top Users
123 Inquiries Conducted
64
P. Bennett
11
S. Burrill
10
C. Swett
9
A. Gillespie
8
K. Nally
7
R. Thomas
7
D. Olson
6
6
R. Smith
49
J. Del Colliano
J. Petto
48
C. Schlafer
C. Granger
43
D. Wegner
5
4
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)
© 2012 Gartner, Inc. and/or its affiliates. All rights reserved.
Gartner is a registered trademark of Gartner, Inc. or its affiliates.
4
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.
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
Value Rating (1-5)1/ Comments
Key Initiative
Engagement Snapshot
Innovation
Management
Strategy/Review Meeting including:
• Innovation & Emerging Technology, B. Ringdahl, 20-Apr-2011 (D. Green)
4.72
Consultation including:
•
Augmented Reality, C. Heiliger, 14-Feb-2011 (F. Hopewell)
33 Contextualized Research Documents for Executives including:
•
•
•
•
•
•
Better ITAM, A. Hohnjec, 11-Sep-2012 (D. Rose)
Autonomy Acquisition from HP, Y. Lucas, 24-Jul-2012 (N. Barron)
Finance related research, A. Streifler, 17-Jul-2012 (P. Hungerford)
Workshop prep work, A. Hohnjec, 13-Jul-2012 (N. Barron)
HP relationship, A. Hohnjec, 13-Jul-2012 (D. Rose)
LEAN/6 sigma, A. Streifler, 20-Jun-2012 (P. Hungerford)
Toolkit including:
•
Toolkit: My Hype Cycle, 2011 (J. Petto)
28 Research Documents including:
•
•
•
IT Strategic
Planning
Hype Cycle for Emerging Technologies, 2011 (M. Cirillo)
Roundup of Innovation Management Research, 2011 (B. Chapman)
Unleashing the Entrepreneurial CIO (N. Andrew)
Workshop including:
•
On-site workshop on PPM for leadership plus 25+ members of staff, R. Towry, 20-Mar-2011 (J. Dillon)
Strategy/Review Meeting including:
•
Not
Yet
Rated
AE to conduct value
review with client to
obtain Value Rating
IT strategy, R. Towry, 05-Jul-2011 (T. Adams)
1 Contract Negotiation including:
•
•
Utilized Contract Negotiations service for 1 vendor contract
Please contact Sue Withycombe at sue.whithycombe@gartner.com or +44 121 506 9708 for more
details. AE to insert details here.
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)
© 2012 Gartner, Inc. and/or its affiliates. All rights reserved.
Gartner is a registered trademark of Gartner, Inc. or its affiliates.
5
Automated output from Client
Connect – AE to update with
support of seatholders,
champions and decision makers
COMPANY NAME’s
Captured ~$XK In Hard Dollar Savings
Contract Review
Owner
Spend
Savings Captured
Redemtech with Stewart Buchanan
27-Jul-2011
J. Lock
< Insert Spend >
< Insert Savings >
IBM Audit with JoAnn Rosenberger
23-Feb-2012
D. Perez
< Insert Spend >
< Insert Savings >
F5 Networks Pricing with Joe Skorupa
03-Nov-2011
K. Shah
< Insert Spend >
< Insert Savings >
IBM Audit with Frank DeSalvo
23-Feb-2012
D. McCloud
< Insert Spend >
< Insert Savings >
Access Management and Federation Management Software with
Perry Carpenter
04-Apr-2012
M. Hiromuro
< Insert Spend >
< Insert Savings >
< Insert Spend >
< Insert Spend >
TOTAL
© 2012 Gartner, Inc. and/or its affiliates. All rights reserved.
Gartner is a registered trademark of Gartner, Inc. or its affiliates.
6
COMPANY NAME’s Captured ~$XK In Hard Dollar Savings
through Contract Negotiation Service
Contract Negotiations
Owner
Spend
Savings Captured
• SYNGENTA CROP PROTECTION - SWITZ utilized Contract
Negotiation service for 1 vendor contract
• Please contact Sue Withycombe at
sue.whithycombe@gartner.com or +44 121 506 9708 for
more details
• AE to work with CFC associate to get more details and
complete this page
AE to work with CFC associate to
complete
AE to work with CFC
associate to complete
AE to work with CFC
associate to complete
< Insert Spend >
< Insert Spend >
TOTAL
Automated output from Client
Connect – AE to update with help
from CFC associate
© 2012 Gartner, Inc. and/or its affiliates. All rights reserved.
Gartner is a registered trademark of Gartner, Inc. or its affiliates.
7
COMPANY NAME’s
Average Client Value Rating of 4.1 for Rated Inquiries (Jan 11 - Apr 12)
Number of Responses
Extremely
Valuable
5
5
4
15
Automated graphical
output from Client
Connect
3
3
2
0
Not valuable 1
at all
0
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.
NOTE: The rated inquiries include contract reviews and document reviews
© 2012 Gartner, Inc. and/or its affiliates. All rights reserved.
Gartner is a registered trademark of Gartner, Inc. or its affiliates.
8
COMPANY NAME’s
Active Consulting Engagements
1
Key Initiative
Engagement Snapshot
Enterprise
Applications
Suites and ERP
•
Automated output from Client
Connect – AE to update with support
of seatholders, champions and
decision makers
Value Rating (1-5)1/ Comments
Consulting Engagement including:
SAP complexity assessm. 20309, R. Unger (J. Fitzpatrick)
5 is extremely valuable; 1 is not valuable
© 2012 Gartner, Inc. and/or its affiliates. All rights reserved.
Gartner is a registered trademark of Gartner, Inc. or its affiliates.
9
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
Key Initiative
COMPANY NAME
Team
Example Value Delivered
Overall Gartner Support
(EA Program, Application
Overhaul, Auto-policy
system)
• Mark Jones
“I estimate that I would need 2-4 people at a minimum cost of $90/hour,
which would equate to $360,000 in replacement of Gartner research support”
- Mark Jones
Infrastructure Support
• Bill Kresman
• Chris O’Malley
“Magic quadrants give us a good initial ranking and then analysts explain
why those rankings are the way they are. This often helps in elimiating
companies that we are consider from like 10 down to 3. This saves a lot of
time and money…”
-Bill Kresman
Virtual Clients
• Kristen Walker
“Saved about a month’s worth of time…when Gartner helped to steer us
away from vendors that are not on top.”
- Kristen Walker
Enterprise Content
Managements
• Priya Gupta
“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
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
Alternative format - example of high quality
customization done by Account Executive
Critical Decisions Impacted By Gartner
Overall Gartner
Support
“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
Enterprise Content
Management
Gartner
Infrastructure
Support
Enterprise
Architecture
“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
AE worked with client champions
and stakeholders to capture value
statements throughout the year
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2. Understanding of Priorities
• Key Initiatives
• Projects
< Sample template – AE to update>
Prioritization of Client Initiatives
High
Size of bubble indicates
Investment level
Automated output from Client
Connect – AE to update with
support of seatholders,
champions and decision makers
Projects:
Client Connect
• Client Connect
• Apps Platform
Strategies
Risk
Business/ Personal
Virtualization
Apps
Platform
Strategies
Cloud
Computing
• Virtualization
• Shared Services
• Cloud Computing
Shared Services
This template is available from Gartner Proposal tool
Low
2-3 years
Time / Urgency
(for project progress/completion)
High
3-6 months
Automated output from Client
Connect – AE to update with
support of seatholders,
champions and decision makers
COMPANY NAME’s
Value Plan* (page 1 of 2)
Key Initiative
Recommended Resources
Application Development - (Measure and Improve)
Representative Written Research:
• 2012 Programming Language Market Impact Assessments for Systematic IT Projects
• Administrative Time Is an Organizational Drain
• Agenda for Application Development, 2012
Representative Toolkits:
• Toolkit: Basic Enterprise Architecture Metrics
• Toolkit: Best Practices Checklist for Secure Application Development
Conduct inquiries with analysts. Representative analysts include: Ian Finley, Ross Altman,
Eric Knipp.
Connect with peers - 709 peers available for this initiative.
Team: T. Shar, D. Rodriguez, P. Winters.
Business Goal: <AE Insert>
Challenges / Opportunities: <AE Insert>
Key Milestone Dates: <AE Insert>
Vendor Management- (Measure and Improve)
Team: J. Apted, A. Begg, C. Brodte, F. Dugrillon, S.
Vasilevski.
Business Goal:<AE Insert>
Challenges / Opportunities:<AE Insert>
Key Milestone Dates: <AE Insert>
Cloud Computing - (Technologies and Vendors)
Team: D. Rodriguez, M. Jones, R. Salvo.
Business Goal: <AE Insert>
Challenges / Opportunities: <AE Insert>
Key Milestone Dates: <AE Insert>
Representative Written Research:
• Assessing Your Outsourcing Relationship's Health
• Best Practices to Drive the Early Engagement of IT Procurement
• Best Practices: Saving Costs Through Outsourcing and IT Services
Representative Toolkits:
• Toolkit: Outsourcing Contract Legal Compliance Article
• Toolkit: Outsourcing Contract Relationship, Integration and Governance Attachment
Conduct inquiries with analysts. Representative analysts include: David Edward Ackerman,
William Maurer, Gayla Sullivan.
Connect with peers - 573 peers available for this initiative.
Representative Written Research:
• Case Study: Using Cloud IaaS for Business Continuity Solutions
• Cloud Infrastructure as a Service: An Essential Overview
• Cool Vendors 2012: The Nexus Alters Business and Consumer Strategies
Representative Toolkits:
• Toolkit: Comparing Cloud Computing Infrastructure Providers
• Toolkit: Sample RFP for DAST Tool Selection
Conduct inquiries with analysts. Representative analysts include: Biswajeet Mahapatra, David
W. Cearley, David Mitchell Lock.
Connect with peers - 1760 peers available for this initiative.
© 2012 Gartner, Inc. and/or its affiliates. All rights reserved.
Gartner is a registered trademark of Gartner, Inc. or its affiliates.
* Entitlement depends on type of service.
14
Gartner’s Understanding
of COMPANY NAME Initiatives
Example of high quality
customization done by Account
Executive
Initiative and Team
Description and Challenges
Group Identity
Description and Goals
Team
Mary Scott & COMPANY NAME Team
There is organizational confusion, in some areas, around the roles of BUSINESS
UNIT NAME and COMPANY NAME. Efforts have been made to address but have
not fully been successful.
Deliverables and Milestones
• Branding of BUSINESS UNIT and COMPANY
NAME
• Timeframe = Q2?
Challenges/Questions
• How does COMPANY NAME gain visibility and recognition?
• How do we clearly define roles of BUSINESS UNIT NAME and COMPANY
NAME?
IT Management Frameworks
Description and Goals
Team
Mary Scott & COMPANY NAME Team;
BUSINESS UNIT NAME
IT Management framework is a collection of legacy things and processes. There is
a lack of understanding of the model and framework BUSINESS UNIT NAME is
operating under. This is a challenge because COMPANY NAME is responsible for
ensuring enterprise and operational systems are functioning properly.
Deliverables and Milestones
• Better understanding of IT / OT Service
Management framework
• Timeframe = Q2?
Challenges/Questions
Project & Portfolio Management
Description and Goals
Team
Mary Scott
• Integration of IT/OT is not clear cut so how do we best manage flow of
information across the enterprise?
COMPANY NAME has managed to catalog all of the technology projects and has
some level of governance.
Challenges/Questions
• How does COMPANY NAME move up to the next level of maturity in this area?
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3. How Gartner Will Support
• Alignment to Priorities
• Timeline
Sample Proposed Engagement Plan for DataCenter
Strategy
Automated output from Client Connect –
AE to update with support of seatholders,
1
90-day engagement plan for Data Center Modernization and Consolidation
champions
and decision makers
July
2
9
August
16
23
6
13
September
20
27
3
10
17
24
Key Milestones
Service
Interactions
30-day
check-in
<AE to
insert>
Kickoff
'Windows Server
8' to Provide
Administration
and Operations
Advantages
Toolkit: RFP for
Data Center
Construction
Agenda for Data Center
Infrastructure, 2012
<AE to
insert>
Toolkit: CostBenefit Analysis
for Dual-Vendor
Network
Architectures
Written Research
and Tools
Subject Matter
Experts
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
Connect with peers
to learn and share
best practices on
your top priorities
Peers
Indicates Gartner for IT Leaders Advisor level of service
The Six Triggers
for Using Data
Center
Infrastructure
Management
Tools
Engage with an
analyst expert to
get actionable
advice tailored to
your priorities
This slide is generated by the Gartner Proposal tool
© 2011 Gartner, Inc. and/or its affiliates. All rights reserved.
Gartner is a registered trademark of Gartner, Inc. or its affiliates.
1
90-day
review
17
Sample Engagement Plan
Example of high quality
customization done by Account
Executive
for COMPANY NAME Initiatives
April
1
12
May
19
26
2
9
June
16
23
6
13
20
27
Key milestones
Service
interactions
Kickoff
Portfolio
review
30-Day
checkin
IT/ OT Alignment,
PPM Research….
ITScore for PPM,
Review Toolkits
for PPM &
IT Service Mgmt,
…
IT Market Clock ,
Magic Quadrant,
Hype Cycles,
other
Foundational
Research, …
Written research
and tools
Talk to an analyst
expert to get
actionable advice
contextualized to
your priorities
Subject matter
experts
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
Peers
* Gartner for IT Leaders Workgroup level of service
DO NOT DISTRIBUTE
90-day
review
Toolkit:
Comparing Cloud
Computing
Infrastructure
providers
PPM & IT
Governance Summit
(Nelsonional Harbor,
MD, May 21-23)
Talk to analysts and peers
to get actionable advice
contextualized to your
priorities
Talk to an analyst
expert to get
actionable advice
contextualized to
your priorities
Showing an engagement plan in a timeline format
helps to create urgency and align proposed
Gartner support to client priorities milestones
Gartner has Subject Matter Experts for DataCenter
Strategy
Automated output from Client Connect –
AE to update with support of seatholders,
1. Representative analysts
72 analysts are experts for Data Center Modernization and Consolidation
champions
and decision makers
include:
David J. Cappuccio, Research VP
43 Years in IT industry
David J. Cappuccio is a managing vice president and chief of research for the Infrastructure teams with Gartner, responsible
for research in data center design, construction and cost models, data center futures, servers, power/cooling, green IT,
virtualization and data center consolidation strategies. Mr. Cappuccio's experience extends more than 41 years in the
technology arena, including financial services, IT operations, market research and management consulting. Starting in 1992,
he spent 10 years at Gartner in various research and executive roles, including group vice president and general manager of
Gartner's worldwide Research organization.
Rakesh Kumar, Research VP
25 Years in IT industry
Rakesh Kumar is a vice president in Gartner Research, where he specializes in enterprise infrastructure and operations
strategies. With more than 23 years of international experience, Mr. Kumar is a recognized leader in data center architectures,
infrastructure, high availability and operational processes. Mr. Kumar is also leading the research in data center power and
cooling issues and is an established international authority in environmental and "green" IT strategies. He has worked with the
European Union and various governments around the world on energy-related technology issues. Mr. Kumar has spent
considerable time in India working with many companies and government departments. He is one of the world's foremost
experts on the development of core IT infrastructure in India.
Mike Chuba, Research VP
30 Years in IT industry
Mike Chuba is a vice president in Gartner Research. He has covered the large systems marketplace for Gartner for the last 28
years.
This slide is generated by the Gartner Proposal tool
1
Indicates Gartner for IT Leaders Advisor level of service
19
4. Proposed Services
Automated output from Client
Connect – AE to update with
support of seatholders,
champions and decision makers
Proposed Services
Service
Quantity of
Licenses
Proposed Seat Holder
Investment
Industry Advisor Workgroup
1
M. Jones
Industry Workgroup Member
3
D. Rodriguez, R. Salvo, P. Winters
Gartner for IT Leaders Advisor Workgroup
2
T. Shar, P. Winters
Gartner For IT Leaders Workgroup Member
13
D. Meadows, C. Domineca, K. Faun, T. Washer, H. Grafland, E. Cubby, J.
Nero, B. Thompson, S. White, R. Salvo, T. Womack
Reference
48
Price Plan contains more than 30 enabled seats; the seat holder list has been
suppressed.
Total Investment:
© 2012 Gartner, Inc. and/or its affiliates. All rights reserved.
Gartner is a registered trademark of Gartner, Inc. or its affiliates.Run ID: 74989
21
Example of high quality
customization done by Account
Executive
Proposed Services
Service
Quantity of
Licenses
Key Initiatives
Proposed Seatholder
Investment
Gartner for IT
Executives CIO
Essentials with
IAS Banking
1
•Core Banking System Upgrade
•Change Management (Core Banking)
•General Ledger
•Applications Overhaul – (Temenos/Corporate Financial Management)
•Outsourcing/Vendor Management – (HCS/Cap Gemini)
C. Grant
$69,500
Industry Advisor
Workgroup
Essentials
1 Advisor
5 Workgroup
Members
•Windows 7 and Understanding of Windows 8
•Mobile Device Management
•CRM
•Foreign Exchange
•Loans OrigiNelsonion System
•Quality Assurance
•Data Center Modernization and Consolidation
•Core Banking Systems Replacement
•Bank of the Future
•Microfinancing/Social Banking
Advisor - G. Christopher
Workgroup - J. Zhu
Workgroup - S. Lopez
Workgroup - L. Datta
Workgroup - B. Noujaim
Workgroup - H. Brook
$91,900
IT1 SMB Advisor
Enterprise
Access
Enterprise
•Master Data Management
•BI Integration
•Video Conferencing Strategy
•Collaboration Strategy
•Migrating BI Environment to Temenos
•MS BI Tools
•Enterprise Power Management
•Virtualization/ESX
•BizTalk 2010 ESB features
•Security
•Identity and Access Management
•Application Development
Enterprise
$61,900
IT News & Insight
from Gartner
10
D. Florian, M. Mellott, D.
Kushnir, D. Long, J.
Daniels, K. Murphy, F.
Lee, R. Armstrong, J.
Ashcraft, K. Turner
$0
$223,300 CAD
Run ID: 41741
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Total Investment:
5. Next Steps
• Mutually agreed written plan/next steps
• Platform to ensure client commitment
Automated output from Client
Connect – AE to update with
support of seatholders,
champions and decision makers
Next Steps
Description
Owner
Date
Update this document based on today’s discussion
<AE name>
<Date>
Provide service agreement reflecting services discussed today
<AE name>
<Date>
Complete sign off process with target date of <AE to insert>
<Decision maker name>
<Date>
Kick-off services
•
Onboard new seat holders
•
Ensure value delivery plans are up to date for all seat holders
•
Conduct kick-off meeting with <Decision maker name> to review his plan on using
Gartner for top priorities
<AE name>
New Client Engagement Team
<CP, EP, LP name, if applicable>
<Date>
© 2012 Gartner, Inc. and/or its affiliates. All rights reserved.
Gartner is a registered trademark of Gartner, Inc. or its affiliates.Run ID: 74989
24
Suggested Next Steps to Mature Gartner
Knowledge Capability
Example of high quality
customization done by Account
Executive
Action
Description
Milestone Dates
Ownership
Review of individual support and
requirements per IT business unit
We will provide our recommended
proposal and agree on mutual next steps
10/28/2011
Andy Johnson, Raveena
Nelson, Roderick Wong,
Brent Festo, Rob Gomez,
Don Lock, Andrew Enzor
Decision-Making Process and
proof of concept
We would like to understand your
decision-making process so that we can
finalize the appropriate services mix.
11/04/2011
David Josefsson and Navi
Waters
COMPANY NAME’s Gartner
support agreement decision
COMPANY NAME will provide their final
decision with contracts.
11/28/2011
David Josefsson and Navi
Waters
Support kick off Final Decision
Individual IT Teams will have kick off
meeting to set up just in time resource,
and team analyst call
Review of Corporate support and
impact on critical decisions
We will provide our report on quarterly
basis on impact, areas of improvement
and recommended changes
1st month of contract
1/2/2012
3/1/2012
Gartner is a registered trademark of Gartner, Inc. or its affiliates.
9/1/2012
David Josefsson, IT
Directors, Executive
Partner and Navi Waters
12/1/2012
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 Inc.
key
priorities
© 2011 Gartner,
and/or
its affiliates. All rights reserved.
6/1/2012
David Josefsson, IT
Directors, Executive
Partner and Navi Waters
DO NOT DISTRIBUTE
25
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