Explore an agenda track dedicated to general managers and tech product leaders. Learn how to redefine your products and portfolios to incorporate new innovations, adapt to changing markets and buyer journeys, and prioritize investments.
Monday, May 11, 2020 / 10:15 AM - 11:00 AM PDT
Neil Barton, VP Analyst, Gartner
Agile, and DevOps adoption has been a dominant trend over the last five years, as organisations accelerate to move at the pace of digital business.
This session explains how the new discipline of product-centric development creates new opportunities for technology and service providers, with case studies of organisations who have achieved market leadership in software development.
Key issues covered:
1. How much have customers adopted lean, agile, and DevOps, and where will it end?
2. What are the obstacles to scaling up agile and DevOps?
3. How can technology and service providers be successful in a DevOps everywhere market?
Monday, May 11, 2020 / 11:15 AM - 12:00 PM PDT
Alastair Woolcock, Sr Director Analyst, Gartner
Client expectations for technology vendors are evolving beyond simple capability discussions to encompassing whole approaches to providing outcomes. TSPs must reexamine and aggressively expand the definition of their portfolio that maps to buyers' situations and helps them clearly understand your differentiation.
Monday, May 11, 2020 / 11:15 AM - 12:00 PM PDT
Brian Doherty, Sr Director Analyst, Gartner
So you're a new product manager. How do you come out of the gate strong on day one? How do you secure the quick early wins you need to establish your reputation? And how do you then leverage those wins into a successful tenure? This session will go over what you need to do in your first 100 days on the job to do just that.
Monday, May 11, 2020 / 01:30 PM - 02:00 PM PDT
Emil Berthelsen, VP Analyst, Gartner
Tech product management has remained "inside-out" focused on technology features and functions for too long. For products and services to generate growth and be successful in today's markets, the role of product managers must be redefined and transformed with a structured framework that includes research, "outside-in" perspectives, and recognizes the impact of digital technologies on the business.
Monday, May 11, 2020 / 02:15 PM - 03:00 PM PDT
Ed Anderson, Distinguished VP Analyst, Gartner
What's happening in cloud markets today? Who are the leaders? How do you compete and how to you partner for growth? Where are the opportunities today, and where will the opportunities be tomorrow? This "Ask the Expert" session will provide a forum to discuss these, and other cloud market questions.
Monday, May 11, 2020 / 02:15 PM - 03:00 PM PDT
Mark McDonald, VP Analyst, Gartner
Turns represent new territory for tech firms, often leading them into areas outside of their current market models and customers. How do you win in a new game with new rules? You start by getting an outside-in perspective. This session provides this perspective by using Gartner tools like Peer Insights, MOM's and Peer Index Performance. Leaders will know what they need to know to win.
Monday, May 11, 2020 / 04:15 PM - 05:00 PM PDT
John Santoro, Sr Director Analyst, Gartner
Individual portfolio product teams lack the skills and resources to research emerging technologies, track innovative competitors, and respond instantly to product gaps, causing them to lose time to value and miss opportunity “in the turns.” Technology provider managers should organize to address these needs and improve their products’ innovation, competitiveness, and agility.
Monday, May 11, 2020 / 05:05 PM - 05:25 PM PDT
Joe Skorupa, Distinguished VP Analyst, Gartner
To win, technology providers require a ready supply of cash to fuel innovation and market access. While venture capital is the traditional method of funding, there are alternatives that may be preferable or more accessible. This session identifies critical questions to consider as part of your funding or acquisition efforts obtain the most leverage and to deliver maximum shareholder value.
Tuesday, May 12, 2020 / 10:05 AM - 10:25 AM PDT
Brian Doherty, Sr Director Analyst, Gartner
Product and portfolio managers must shepherd their products through the full product life cycle to maximize revenue and minimize investments. Product metrics measure development efforts, investments, pipelines, future revenue, functionally needs and customer satisfaction. This session will present the metrics most commonly used to manage product management efforts and how these can be optimally applied.
Tuesday, May 12, 2020 / 10:30 AM - 11:15 AM PDT
Joe Skorupa, Distinguished VP Analyst, Gartner
Linking digital business infrastructure to cloud remains an opportunity for technology providers. However, to drive growth providers must focus beyond cloud management, network services and point software in supporting edge computing that enables digital touchpoints. This session will guide technology providers in realigning their offerings to match shifting customer demand to win in digital business
Tuesday, May 12, 2020 / 11:30 AM - 12:15 PM PDT
Patrick Sullivan, VP Analyst, Gartner
Market makers identify niche areas where they can innovate and bring new offerings that drive revenue by being first movers. Market takers capture market from market makers within improved ideas or execution. Technology providers must embrace one or both of these approaches. This session identifies the characteristics of these approaches so providers can refine portfolios for the future.
Tuesday, May 12, 2020 / 01:45 PM - 02:15 PM PDT
Emil Berthelsen, VP Analyst, Gartner
Using the Product Score maturity model as a guide, present the most common efforts that product teams can adopt in order to mature their organization's product approaches.
Tuesday, May 12, 2020 / 03:30 PM - 04:15 PM PDT
John-David Lovelock, Distinguished VP Analyst, Gartner
Product managers must become adept at developing estimates of achievable revenue to drive growth and guide investments. Market models must be sensitive to economic conditions, buying segment desires, competitor movements, geographic nuances and channel capabilities. Gartner produces over 750,000 forecast data points every quarter and in this session, you will get to ask Gartner’s Chief forecaster how we forecast, and how Gartner’s forecasting can improve your proficiency in gathering data, developing assumptions, and modeling achievable revenue.
Tuesday, May 12, 2020 / 03:30 PM - 04:15 PM PDT
Ed Anderson, Distinguished VP Analyst, Gartner
The future of IT lies in the technologies that help organizations transform to become digital organizations. Technology and service providers will be successful when they can spot emerging opportunities. This session will outline the key market trends, including cloud adoption trends, that highlight opportunities for delivering next-generation solutions including artificial intelligence, business intelligence, edge computing and others.
Tuesday, May 12, 2020 / 03:35 PM - 03:55 PM PDT
Chrissy Healey, Sr Director Analyst, Gartner
The consulting, implementation, and managed services market has been shifting from traditional/core IT services to digital services steadily over the past several years. In this session, Gartner shares research on market size, growth, and margin potential for digital business services.
Key issues covered:
1. What does digital business mean to clients and prospects?
2. What are the segments of the Digital Business Services market?
3. What are the growth and margin potential for each segment?
Wednesday, May 13, 2020 / 09:00 AM - 09:45 AM PDT
Brian Doherty, Sr Director Analyst, Gartner
What major changes are coming to the field of AI in the next several years? As a product manager, how will my products and services change as a result? And how will my process of product management change? In this session, we will review all of the above and give concrete recommendations for you to act on.
Wednesday, May 13, 2020 / 09:00 AM - 09:45 AM PDT
Craig Roth, VP Analyst, Gartner
Microsoft and Google have become dominant providers of productivity software for the modern workplace. Providers have the opportunity to grow revenue by collaborating or partnering with these firms while at the same time potentially competing with them. This session will support providers in refining “co-opetition” market strategies to exploit growth opportunities and/or developing defensive strategies to mitigate risks.
Wednesday, May 13, 2020 / 09:00 AM - 10:30 AM PDT
Mark McDonald, VP Analyst, Gartner
This workshop explores the steps, information and decisions involved in creating a growth strategy for turning times. The workshop will feature working with Gartner data tools such as Peer Insights, Peer Performance and Market Opportunity Maps. At the end of the workshop participants will be able to assess their existing growth strategy approaches and how to enhance them with new information and techniques.
Wednesday, May 13, 2020 / 09:00 AM - 10:30 AM PDT
Julian Poulter, Sr Director Analyst, Gartner
The session answers the question "How do I position vertical industry solutions?" Lessons from CRM, vendors and vertical industries CRM solutions vendors that can be applied to other providers.
Wednesday, May 13, 2020 / 10:00 AM - 10:30 AM PDT
Jim Hare, Distinguished VP Analyst, Gartner
The data story offers a more engaging means of communicating product related findings than traditional reporting or data visualization alone. In this session, we discuss why data storytelling is gaining traction and will increasingly be used as a more effective way of sharing product insights with stakeholders.
Learn how to earn high-quality deals and convert high-value customers. Tech product marketing and sales leaders can increase demand and differentiate from the competition using strategies discussed in this agenda track.
Sunday, May 10, 2020 / 02:45 PM - 04:15 PM PDT
Positioning is the starting point for effective, value-based communications, providing clarity on target customers, needs, compelling reason to buy, competition and differentiation. In this workshop, attendees will work together to create a clear positioning platform using a framework that has helped well over 1,000 Gartner clients build the foundation for improved messaging.
Sunday, May 10, 2020 / 04:30 PM - 06:00 PM PDT
Todd Berkowitz, Practice Vice President, Gartner
Christy Ferguson, VP Analyst, Gartner
With ABM quickly becoming a critical go to market strategy for tech companies, you might be anxious to learn how to get started or improve upon your initial efforts. This workshop will walk attendees through the fundamentals of account selection, engagement and measurement through hands-on exercises and group "show and tell"
Monday, May 11, 2020 / 10:15 AM - 11:00 AM PDT
Hank Barnes, Distinguished VP Analyst, Gartner
High-quality, low-regret deals are good for the customer and TSPs. But in a recent survey, Gartner found they only occurred 27% of the time. This is both a warning sign and an opportunity for immense improvement. In this session, Gartner will expose the issues that enterprise buyers struggle with and explore innovative approaches that TSPs can use to improve the odds for more success.
Monday, May 11, 2020 / 11:15 AM - 12:00 PM PDT
Alastair Woolcock, Sr Director Analyst, Gartner
Buyers are constantly shopping for new technology and innovation, and marketers need to adapt to this shifting environment. Through this continuous buying landscape and in times of change, it’s even more critical for marketers to focus on areas that will lead to, greater organizational impact and ultimately, revenue growth. In this session, we’ll address what modern marketers need to do to from both strategic and tactical perspectives to adjust go-to-market practices to win.
Monday, May 11, 2020 / 11:15 AM - 12:00 PM PDT
Maria Marino, Sr Director Analyst, Gartner
Trust is the most important factor for technology buyers who report a great customer experience (CX). A great buying experience also results in higher quality deals. However, trust in a potential vendor is often guided by independent sources. TSPs therefore face a dilemma in creating trust when they are not controlling the narrative. This session will offer concrete advice for TSPs on how to build trust into the customer journey through behaviors and economic factors.
Monday, May 11, 2020 / 01:30 PM - 02:00 PM PDT
Christy Ferguson, VP Analyst, Gartner
It's more important than ever to ensure marketing is engaging buyers throughout the entire buying cycle. How do you keep buyers engaged? What's working for your competitors and what compels buyers to act? In times of change, marketers must understand the most effective areas for investment. It's more important than ever to ensure marketing is engaging buyers throughout the entire buying cycle. How do you keep buyers engaged? What's working for your competitors and what compels buyers to act? In times of change, marketers must understand the most effective areas for investment. In this session, we'll share the latest results from Gartner's Technology and Service Provider Benchmarks study, and highlight strategies that attract and provide value to buyers based on where they are in the buying process. Attendees will walk away with an understanding of the mix of calls-to-action, content and marketing channels should be designed for success.
Monday, May 11, 2020 / 02:15 PM - 03:00 PM PDT
Ray Pun, Sr Director Analyst, Gartner
Many product marketers are responsible for orchestrating initiatives for sales enablement, demand generation and customer success that are challenging to measure. This interactive session will invite attendees to ask questions on which metrics should be used by product marketers to evaluate and optimize marketing initiatives that they lead or support.
Monday, May 11, 2020 / 02:15 PM - 03:00 PM PDT
Product release or launch is a complicated process involving many stakeholder functions, with marketing often responsible for the overall content and communications plan. Knowing how to prioritize releases, work with product management on value propositions, and preparing sales are three of the numerous items we'll cover in this session that will help you manage releases more effectively.
Monday, May 11, 2020 / 04:15 PM - 05:00 PM PDT
Jen Singleton, Sr Director Analyst, Gartner
Today's marketers strive for stronger competitive differentiation while simultaneously attempting to yield greater ROI from their marketing activities. To enhance both external impact and internal operations, many TSPs are turning to agile marketing. In this session, Gartner will answer "What is agile marketing?" Attendees will learn its benefits, pitfalls or common obstacles of adoption, and how can it be implemented effectively.
Monday, May 11, 2020 / 04:15 PM - 05:00 PM PDT
Michael Maziarka, VP Analyst, Gartner
As buyers turn to peers and third-party sources for reviews and insight, getting customers to share their experiences is paramount. In this interactive session, attendees are invited to ask questions on how to up-level their customer advocacy program to help make that connection.
Tuesday, May 12, 2020 / 10:30 AM - 11:15 AM PDT
Todd Berkowitz, Practice Vice President, Gartner
Account-based marketing (ABM) has been “all the rage” for the last three years and many TSPs have gained the insights and maturity to push their usage to the next level. What is that next level and how will it look in 2021 and 2022? In this session, you’ll learn what best-in-class ABM programs look like now and in the future, and how to prepare to take advantage of the opportunities presented.
Tuesday, May 12, 2020 / 10:30 AM - 11:15 AM PDT
Alastair Woolcock, Sr Director Analyst, Gartner
Portfolio marketing can engage buyers, light up multiple personas and drive revenue. Yet, too often our portfolios are product-focused and don't leverage the strength of all the parts. This clinic will walk through the basics of good portfolio marketing optimization.
Tuesday, May 12, 2020 / 11:30 AM - 12:15 PM PDT
Michele Buckley, VP Analyst, Gartner
Sales enablement programs need to adapt to the increasing complexity of today's technology buyers -- traditional product training is not enough. This session details real-world examples of sales enablement programs that have produced double digit improvements in new product revenue, pipeline yield, and time to first sale. Gain inspiration and ideas from case studies that embrace new trends and technology specifically impacting sales enablement results.
Tuesday, May 12, 2020 / 11:35 AM - 11:55 AM PDT
Michael Maziarka, VP Analyst, Gartner
Highlighting key findings from Gartner’s annual survey with tech marketing teams, this theater presentation will give insight into how the role is evolving. What are the most pressing priorities and initiatives? What does collaboration with product management look like? How does the team organize, measure its progress and stay nimble?
Tuesday, May 12, 2020 / 01:00 PM - 01:20 PM PDT
Alastair Woolcock, Sr Director Analyst, Gartner
Are you struggling to win high- quality deals and drive account growth for your organization? If so, come learn how Sense-Making helps marketing and sales improve buyer confidence and increase your win rates and revenue.
Tuesday, May 12, 2020 / 01:45 PM - 02:15 PM PDT
Maria Marino, Sr Director Analyst, Gartner
The battles are over, the positioning is "done." Now comes the hard part, activating it across the organization. This session will identify key actions to take to apply your positioning for enterprise impact.
Tuesday, May 12, 2020 / 03:30 PM - 04:15 PM PDT
Hank Barnes, Distinguished VP Analyst, Gartner
Differentiation is critical for TSPs, but it also is extremely challenging. This clinic will provide a step by step guide into how to approach differentiation
Tuesday, May 12, 2020 / 03:30 PM - 04:15 PM PDT
Ray Pun, Sr Director Analyst, Gartner
TSPs cannot easily retain customers or expand contract value without driving initial product adoption and recurring usage of basic and advanced capabilities. In this session, we'll share Gartner research that reveals the most frequently used content and programs to enable these goals across the customer’s “owning” experience. In addition, we will review the programs used by highly successful TSPs and how they are measuring results.
Wednesday, May 13, 2020 / 09:00 AM - 09:45 AM PDT
Jen Singleton, Sr Director Analyst, Gartner
Does organizational design play a role in driving performance? In this session, we'll share the traits of enterprise marketing design and processes for collaboration that are correlated with high performing TSPs. Attendees will learn how to design, structure and support their marketing organizational foundation or success.
Wednesday, May 13, 2020 / 09:05 AM - 09:25 AM PDT
Michele Buckley, VP Analyst, Gartner
Many technology companies are overloading their salespeople with sales training and materials about their products as an attempt to be helpful, when in fact it is creating a burden — 76% of sellers say that sales enablement is adding complexity to their jobs. Meanwhile, product marketers are being asked to create more and more content to help improve sales effectiveness. Attend this session to prioritize and focus on what key insights and content sales needs to succeed in acquiring new customers.
Wednesday, May 13, 2020 / 10:00 AM - 10:30 AM PDT
Evolving buying processes and technology market capabilities are forcing TSPs to reexamine partner strategy and programs. Whether it’s providers making significant changes in programs to attract a wider variety of partners or smaller providers focusing on newer indirect channels, partnering is becoming modernized. In this session, attendees will learn changes managers of partner programs should apply to be and stay relevant to indirect channel partners.
Explore this agenda track to learn the top emerging technologies and the key opportunities and challenges they present to technology and service providers.
Sunday, May 10, 2020 / 04:30 PM - 06:00 PM PDT
Cathy Tornbohm, Distinguished VP Analyst, Gartner
As organizations try and understand their automation technology options how can you position yourselves to help solve their issues?
Monday, May 11, 2020 / 10:15 AM - 11:00 AM PDT
Nat Smith, Sr Director Analyst, Gartner
Most of the mature security markets were built on two assumptions – data is kept in one location and access to that data comes from a few predictable locations. Digital transformation decimates those assumptions. To be relevant in the next few years, security vendors need to do things differently, and a big part of that includes embracing the cloud. Come learn about the upcoming changes.
Monday, May 11, 2020 / 10:15 AM - 11:00 AM PDT
Ed Anderson, Distinguished VP Analyst, Gartner
Hybrid cloud, multicloud, cloud-native, containers, edge computing, distributed cloud ... These terms (and others) create hype and confusion with organizations looking to make meaningful progress on their technology initiatives. This session will outline the key cloud market trends and highlight the emerging cloud technologies that will be required for providers to successfully compete for future opportunities.
Monday, May 11, 2020 / 11:15 AM - 12:00 PM PDT
Eric Goodness, VP Analyst, Gartner
A look at the impact of combinatorial innovation in the enterprise via AI, IoT and 5G.
Monday, May 11, 2020 / 11:15 AM - 12:00 PM PDT
Cathy Tornbohm, Distinguished VP Analyst, Gartner
RPA’s application is growing and the marketing maturing. In this session, we will answer your questions on what we can expect in the future and how to succeed.
Monday, May 11, 2020 / 12:45 PM - 01:05 PM PDT
Craig Roth, VP Analyst, Gartner
Digital transformation requires worker transformation. Buyers will reward vendors that provide a vision of how to bridge the transition from current to new ways of work. This session will help you take advantage of the increased spending by presenting Gartner’s Digital Workplace Market Opportunity Map and describing the new types of buyers that need to be addressed.
Monday, May 11, 2020 / 01:30 PM - 01:55 PM PDT
Annette Jump, Sr Director Analyst, Gartner
Augmented and Virtual reality are changing the way people perceive the digital world into multidimensional and multimodal experiences. Enterprises looking at business transformation via innovation are increasingly experimenting with immersive technologies, but real deployments are few, and projects can be expensive and complex to deliver. Technology service providers need to be selective and focus on prominent use cases to maximize returns.
Monday, May 11, 2020 / 02:15 PM - 03:00 PM PDT
Rajesh Kandaswamy, VP Analyst, Gartner
Strategic technology trends have significant disruptive potential and set the stage for innovation over the next five years. Companies must examine the business impact of these trends and adjust business models and operations appropriately or risk losing competitive advantage to those who do. These are trends that IT cannot afford to ignore.
Monday, May 11, 2020 / 04:15 PM - 05:00 PM PDT
Eric Goodness, VP Analyst, Gartner
AI is one of the most hyped technologies. In this session, we will answer your questions on what is real or not regarding AI and impacts on technology products and services.
Monday, May 11, 2020 / 04:15 PM - 05:00 PM PDT
Nat Smith, Sr Director Analyst, Gartner
Security is one of the fastest growing technology sectors, but are you missing the chance to profit from it? Your core business may be elsewhere, and you can still take advantage of security. Whether security vendor or not, come to this session to learn about this opportunity, where vendors have triumphed and failed, and what you need to know to take advantage before this opportunity passes you by.
Tuesday, May 12, 2020 / 10:30 AM - 11:15 AM PDT
Daryl Plummer, Distinguished VP Analyst, Gartner
Changing what it means to be human will change the technologies and offerings that humans demand. Improving competitive differentiation will require products that reflect human desires and experiences. Technology providers must establish road-maps that anticipate how people will relate to technology and how technology will change us all.
Tuesday, May 12, 2020 / 11:30 AM - 12:15 PM PDT
Rajesh Kandaswamy, VP Analyst, Gartner
For all the hype, the actual adoption of blockchain remains low. Blockchain provides unique opportunities and challenges. But, some early adopters are forging ahead. In this presentation, we will discuss what we can learn from these early adopters. Further, we will highlight how this impacts technology and service providers.
Tuesday, May 12, 2020 / 11:30 AM - 12:15 PM PDT
Arun Chandrasekaran, Distinguished VP Analyst, Gartner
Containers and Kubernetes are becoming the foundation for building cloud-native infrastructure to improve software velocity and developer productivity. We provide advice on the impacts of eight emerging trends and guidance on responding to them.
Tuesday, May 12, 2020 / 01:45 PM - 02:15 PM PDT
Eric Goodness, VP Analyst, Gartner
AI at the ‘Edge’ and embedded within ‘Intelligent Applications’ represent the next battleground amongst TSPers. This presentation uses Gartner’s newest tool for product planning - the Impact Radar – to identify technologies and techniques to use AI to create smarter IT products and services.
Tuesday, May 12, 2020 / 01:50 PM - 02:10 PM PDT
John Santoro, Sr Director Analyst, Gartner
Emerging technologies and trends excite you with their potential. However, as a technology or services provider, your job is to deliver value to your customers, not just be “buzzword compliant.” Learn which technologies and trends should be on your radar, what their impact may be, and how you should apply them to improve your product or services offering.
Tuesday, May 12, 2020 / 03:30 PM - 04:15 PM PDT
Craig Roth, VP Analyst, Gartner
AI is often introduced in disruptive ways, through new products with heavy branding. But gently working AI into existing products and service offerings can be a more effective way to ensure AI-based differentiation. Gartner expects “everyday AI” to become an essential but largely invisible element in daily work activities. Learn how any end-user application or solution should work in assistive AI before products without AI assistance fall out of favor.
Tuesday, May 12, 2020 / 04:45 PM - 05:30 PM PDT
Daryl Plummer, Distinguished VP Analyst, Gartner
Disruption is a fundamental shift in the nature of whatever is being disrupted. Digital transformation represents a critical disruption for tech providers and enterprises alike. This presentation examines disruption and what it means for technology provider portfolios as they support digital transformation.
Wednesday, May 13, 2020 / 09:00 AM - 09:45 AM PDT
Arun Chandrasekaran, Distinguished VP Analyst, Gartner
Enabling innovation through an agile, scalable and intelligent infrastructure is vital for digital organizations. We highlight the 10 most compelling early-stage technologies that will drive infrastructure innovation through 2024.
Wednesday, May 13, 2020 / 10:00 AM - 10:30 AM PDT
Annette Jump, Sr Director Analyst, Gartner
The conversational user interface (CUI) is driving a shift in how people interact with devices and machines. Gartner's client adoption of CUI and chatbots increased by 120% in 2019. The rise in popularity of CUIs means the software value proposition is changing, so TSPs need to move to "voice-first" development philosophy for software and applications. This presentation will examine investment and business adoption trends for CUI, identify the most impactful use cases and highlight steps for TSPs to drive product differentiation with Conversational UI.
Wednesday, May 13, 2020 / 11:00 AM - 12:00 PM PDT
John-David Lovelock, Distinguished VP Analyst, Gartner
Cloud computing has already reduced the cost of entry for application vendors. There are an increasing number of small SaaS providers delivering new specialized applications, based on new approaches and providing niche functionality. Assembly of solutions using these specialized capabilities is causing the major SaaS and application vendors to rearchitect their relatively strongly coupled application suites into more discrete business capabilities.
These agile, fast growing start-ups (Unicorns) and frenemy Digital Dragons (Amazon, Google, Microsoft, Alibaba, etc),) have global reach and limitless scaling. Their appetite for your customers and your customers’ customers is insatiable. None of these market disruptions will be limited by geography as the global enterprise application market will be disrupted at a pace hitherto unseen.
Application vendors must prepare their organization for the future of applications to avoid being trampled by the unicorns or devoured by the dragons.