|
From
insight provided by Gartner industry experts, to the
specific business practices of midsize businesses
presented by senior IT executives, the knowledge shared
at SummitView is focused on assisting vendors in driving
profitability. The next SummitView program includes:
Attention
Vendors: Midsize Business IT Needs, Challenges
and Drivers
Speaker:
Mika Krammer, Research Vice President, Gartner
|
| Midsize
businesses are demanding that the vendors they
buy from demonstrate a deep understanding of their
business and IT needs, issues, drivers and challenges.
These needs are shifting from what they once were
and IT vendors must respond accordingly. Go-to-market
strategies must be based on where the market is
headed in order to compete. |
The
Midmarket IT Vendor Selection Process
Speaker:
Robert Anderson, Research Director, Gartner
|
| Vendors
are competing heavily for business in the midmarket
and this puts midsize businesses (MSBs) in the
driver’s seat in terms of negotiation, acquisition
and implementation of technology. What are the
key challenges that MSBs face in making an IT
vendor selection? Vendors will learn how MSBs
are making these strategic decisions, what Gartner
recommends as best practices, and how vendors
can manage these relationships for continued success.
|
Vertical
Market Opportunities, Strategies, Assessments
Speaker:
Robert L. Goodwin, Managing Vice President, Gartner
|
| Vendors
who want to maximize their return-on-investment
(ROI) in vertical market programs must understand
what’s driving specific industries, the
value that’s being delivered as a result,
and the requirements for success at the industry
level. In this forum, we provide the frameworks
and evaluation tools to enable vendors to evaluate
opportunities in specific vertical markets and
to assess their performance in those markets.
We will also recommend best practices for vendors
to achieve best results in their vertical market
operations. |
Channel
Approaches That Work: Maximizing Influence in
the Midmarket
Speaker:
Mika Yamamoto Krammer, Research Vice President,
Gartner
|
| When
selling IT products and services to the midmarket,
most vendors rely upon an indirect sales approach.
Forming this hub and spoke model to ideally sell
through channel members that have ongoing trusted
relationships within the market only works in
instances where the approach is deliberate and
focused on the right variables. Understanding
what end-users expect from the channel and from
vendors respectively is critical to success. Auditing
internal channel practices to minimize the "noise"
inherent in all channel programs is a must. |
Influencing
Midsize Businesses’ Vendor Evaluation Process
Moderators:
James Browning, Vice President and Research Area
Lead, Gartner SMB Research Group and
John Bace, Vice President, Gartner
|
| In
2004, midsize businesses are testing the long-term
commitment of IT vendors as well as the functional
fit of their products and services, making ‘strategy
execution’ a critical success factor for
IT vendors. Hear how these CIOs from key industries
– manufacturing, healthcare, retail and
financial services - are putting the process in
place. |
Attend
complimentary SummitView forums at Midsize
Enterprise Summit. For details on participating,
e-mail Dawn
Shultz or call toll-free 877-619-7956, x493.
|
