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Gartner for High-Tech andTelecom ProfessionalsGartner delivers the technology-relatedinsight necessary for our clients to makethe right decisions, every day.

Insights you can’t get anywhere else“Gartner provides insight we can’tget anywhere else. Their knowledge andexperience help us improve our productportfolio and industry relationships.”Wes HaydenPresident and CEO, GenesysWhether you’re devising a new marketing strategy, deciding which market toinvest in or determining what product has potential for the greatest returns,you need to spot the opportunity others don’t.With a renewed focus on serving the needs of business leaders in the hightech and telecommunications industries, Gartner will work alongside you,providing the insights into your customers, markets and competitors that willhelp you maximize business growth.We interact with thousands of IT leaders every day. We know what is on theirminds, what challenges they are struggling with, as well as the technologyand business issues they are reading about on our Web sites or discussingwith our analysts. You can get visibility into what your customers care about—insights you can’t get anywhere else.Gartner brings objective insights from both the supply and demand sides ofthe technology market. The broadest global reach, on-the-ground knowledgeof every market, proven methodologies and our rigorous research developmentprocess provide quantitative data along with qualitative insights that all cometogether to ensure you are making the right decisions with confidence.

Insights you can trust 650 research analysts—unmatched expertise across the global technologyand services market.“We involve Gartner analysts to helpkeep our value proposition relevant, Deep interactions with your customers—100,000 end-user inquiries eachyear.innovative and competitive.” Uniquely positioned to draw insights from both the supply and demand sidesof IT.VP Marketing, CompellentBruce Kornfeld Proven, industry-recognized methodologies. Rigorous research process that produces unbiased insights.1

THE GARTNER PORTFOLIO“Gartner insight and access toexperienced analysts deliver value atevery phase of our market planning.”LARRY FLEISCHMANMarketing Director, TeleverdeGartner has designed a variety of products and services to serve theunique needs of business leaders in the high-tech and telecom arena: Gartner for Business Leaders Gartner Dataquest Gartner Media Products Sponsorship opportunities at Gartner events Gartner for Emerging & Midsize Technology Providers2

GARTNER FOR BUSINESS LEADERSGartner for Business Leaders is a series of role-based research and advisoryofferings designed to help business leaders in the high-tech and telecomindustry be more successful.We provide innovative research for the following job roles: Analyst Relations Market & Competitive Intelligence“Gartner insight helps us highlight theunique attributes of our brand, validate ouroverall product road map and understandchanging customer demands.”STEVE SCHICKDirector, Corporate CommunicationsBlue Coat Systems Marketing Product Management Professional Services SalesYou can access our insight through Web portals that are custom-tailoredfor each role, and that can be personalized to your specific technology orindustry focus.Gartner for Business Leaders delivers the insight that will enable you to conceivebreakthrough ideas, make more successful decisions and win more business—with confidence.3

GARTNER DATAQUEST“Gartner is one of the cornerstones ofour analyst relations strategy, so it madesense to leverage its webcast programas a way to help us tell our story.”KATHY RUGGIEROGartner Dataquest delivers global and regional coverage of opportunities, issuesand trends in 35 high-tech and telecom markets. Comprehensive analysishelps business leaders and investors identify risks and opportunities beforeinvesting in the markets or launching new products and services. Dataquestalso provides insight into effective go-to-market strategies that capture growthopportunities most relevant to your business.VP Corporate Marketing, IONA TechnologiesGARTNER MEDIA PRODUCTS“The Gartner newsletter provides aneffective, credible tool that has beenwell-received by our sales force.”CARRIE LEWISProduct Marketing Manager, Lionbridge4The Gartner brand is well-recognized in the IT industry. Through our mediaproducts program, you can leverage our authoritative, world-renowned brandin your marketing programs.We produce co-branded webcasts and custom newsletters that showcase ouranalysts’ advice and insight on hot technology topics. These programs are agreat way to capture the attention of your customers, generate leads and addcredibility to your marketing messages.

SPONSORSHIP OPPORTUNITIES AT GARTNER EVENTSWhen you exhibit at a Gartner event, you can plan on quality face time withtop-level, fiscally empowered executives interested in addressing budgeted ITprojects right now. Gartner hosts 70 strategic conferences around the globeevery year, bringing a total of 41,000 IT decision makers together to discusscurrent and future technology projects.As a sponsor, you make connections with those members of our elite customerbase who are away from the office for the purpose of learning about yoursolutions.GARTNER FOR EMERGING & MIDSIZE TECHNOLOGY PROVIDERSAs an emerging or midsize technology or service provider, you run a lean, agileorganization with a time-to-market advantage over larger firms. But emergingand midsize high-tech firms don’t always have the same resources largerenterprises have to tap into the industry’s leading IT research and advice. Thathas changed. With Gartner for Emerging & Midsize Technology Providers, youcombine your inherent competitive advantage with access to the same trustedindustry-leading research used by your largest competitors.5

Gartner methodologies inform your entire decision cycle: from strategy and planning,product development and sales—to measurement. With Gartner at your side, youcompete more effectively, increase share and sustain market leadership.MAGIC QUADRANTKnow how you or your competitorsare positioned on a Gartner MagicQuadrant.Use Magic Quadrants to know who yourcompetitors are and position yourselfeffectively against them—and to figureout how to grow your company.LEADERSUnicaABILITY TO EXECUTEMagic Quadrants position market providersas leaders, challengers, niche players orvisionaries.CHALLENGERSSASTeradataAprimoSAPInfor CRM EpiphanyOracle (Siebel)Oracle (E-Business Suite)smartFOCUSOracle (PeopleSoft)Art Technology GroupEloquaChordiant SoftwareRightNow TechnologiesAlterianNICHE PLAYERSVISIONARIESCOMPLETENESS OF VISIONMARKETSCOPEKnow about changing marketopportunities.MARKETSCOPE FOR U.S. WIRELESS DATA SERVICES, 2007MarketScopes assess providers inmarkets that are not yet defined or thathave reached maturation.RATINGSTRONGNEGATIVEUse MarketScopes to shape your offeringsas new markets emerge and existingmarkets mature, and to position yourselfeffectively against your ALLTELAT&T CINGULARQWESTSPRINT NEXTELT-MOBILEU.S. CELLULARVERIZON WIRELESSHYPE CYCLEUnderstand emerging n ServiceDelivery PlatformAdvanced TelecommunicationsHype Cycles graphically trace the fivephases of a technology application’s lifecycle.Computer Architecture802.16e-2005 WiMAXNear-Field CommunicationCommunity MarketingVISIBILITYUse Hype Cycles to make informed productmanagement decisions, or to decide whento exploit emerging technologies.cdma2000 1xEV-DO Rev. AMobile SearchIMSMobile TV BroadcastingSearch MarketingWi-Fi 802.11a, 802.11band 802.11gcdma2000 1xEV-DORevision 0MPLS InfrastructureNew-Generation OperationSystems and SoftwareIPTVMobile TV StreamingUnified Communicationsand CollaborationAdvanced Analytics4G StandardLinux MidtierApplicationsIntegration Service ProvidersLocation-Aware ApplicationsNFC Mobile PaymentElectronic Bill Presentment and PaymentFemtocellsLocation-Based FTTxServicesLocation-Aware TechnologyVideo AnalyticsTECHNOLOGYTRIGGERPEAK OF INFLATEDEXPECTATIONSYears to mainstream adoption:6Less than 2 years2 to 5 yearsTROUGH OFDISILLUSIONMENTTIME5 to 10 yearsSLOPE OFENLIGHTENMENTPLATEAU OFPRODUCTIVITY

CUSTOMER INSIGHTSFind out what topics and providersGartner IT end-user clients arementioning during Gartner inquiries.TOP 10 VENDOR MENTIONS INDEXVENDOR MENTIONS 75%Microsoft0.16%0.19%0.37%0.72%VMware (ESX 30%Oracle0.13%0.07%0.06%0.26%Red mer Insights summarize key findingsand strategies drawn from the 100,000inquiries our analysts handle each yearfrom IT buyers.Use Customer Insights to understandwhat IT buyers are discussing with Gartneranalysts, including the providers mentionedand the technology topics covered.Customer Insights do not report on specificinquiries to protect client confidentiality.MARKET FORECASTKnow how markets are behaving.IT SERVICES’ AGR, COMPUTING PLATFORM, EMEA, 2006-2011Market Forecasts quantify a market’s futurespending pattern with two years of historyand a five-year forecast.76Use Market Forecasts to prioritize investments,identify new opportunities and support yourmarketing plans with fact, not conjecture.AGR (%)543210200620072008ConsultingHardware Maintenance and Support2009IT Management2010Software Support2011Development and IntegrationMARKET SHARE ANALYSISInform your growth strategy.ASIA/PACIFIC: IT SERVICES CAGRs, U.S. DOLLAR vs. LOCAL CURRENCY, 2006-2011AustraiiaMarket Share Analysis quantifies movementsin share and other indicators in the majorIT markets.ChinaHong KongIndiaUse Market Share Analysis to understandwho’s leading, who’s faltering—and tosurface opportunities to take additionalshare.MalaysiaNew ZealandSingaporeSouth KoreaTaiwanThailandU.S. Dollar GrowthRest of Asia/PacificLocal Currency GrowthTotal Asia/Pacific051015Percent2025c97

SWOT ANALYSISEnhance the business analysis ofyour competitors.A SWOT Analysis is a summary of thestrengths, weaknesses, opportunities andthreats faced by a specific provider.Use SWOT Analysis to understand your keyrivals, reveal opportunities to strengthenyour competitive position and identifygrowth opportunities.STRENGTHSWEAKNESSES Telecom-related solutions have focused on IP andnon-traditional services Limited penetration in legacy OSS, and missingOSS features Web services standardization not fully completed End-to-end solutions require deeper commitmentto carriers’ costs and benefits Full integration still two years awayComprehensive solutions portfolioComprehensive technology frameworkGlobal presenceTrack record of integrating acquisitionsOPPORTUNITIESTHREATS Increasing demand for BI in telecomsUpsell DBMS with vertical applicationsMigration toward end-to-end solutionCombining CRM with service assuranceGrowing SDP market and integration needsNew services require better architectureCompetitors have similar end-to-end solutionsSlow market for content billingPartners might turn into competitorsPoor demand for end-to-end solutionVENDOR RATINGSBetter understand your companyand its competitors.Vendor Ratings assess a provider’s overallfinancial health, market strategy and linesof business.Use Vendor Ratings to understand howproviders are competing and performing—and how they are delivering against theirshort- and long-term vision.8DETAILED RATINGINITIATIVERATINGCHANGEStrategyPositiveNo ChangeFinancialStrong PositiveUpMarketingPositiveNo ChangeOrganizationStrong PositiveUpProduct/ServiceStrong PositiveUpProLiant and BladSystem ServersStrong PositiveUpHP-UX Integrity ServersPositiveUpOther ServersCautionNo ChangeSoftwarePromisingNo ChangePersonal ComputersStrong PositiveUpHandheldsCautionDownC&I ServicesPromisingNo ChangeOutsourcing ServicesPositiveUpExternal Controller-Based Disk StoragePromisingNo ChangeTape and Tape AutomationPositiveDownStorage SoftwarePromisingUpNetworkingPromisingNewSTRONG POSITIVECorporate VisibilityPOSITIVEMarket OfferingsPROMISINGCAUTIONSTRONG NEGATIVE