Gartner’s Magic Quadrant can have a powerful impact on IT vendor sales cycles – anointing some vendors as a prime candidate for a sales opportunity while denying other vendors even a chance to bid. In order to exploit positive placement on a Magic Quadrant and mitigate negative placement, vendor sales executives need to work with AR to prepare and train their sales teams on certain basics about the Magic Quadrant. Continue reading Equipping Sales for the MQ Effect: the Magic Quadrant and Tech Vendors (Part Seven)
There is a certain amount of self congratulations that occur when a vendor achieves a favorable “Leader” position on a Magic Quadrant. Because they are in the “Leaders” block, vendors feel like their job is complete. The problem is that such an attitude could lead to complacency and endanger a company’s coveted status in the future. Continue reading The Danger is Complacency: the Magic Quadrant and Tech Vendors (Part Six)
Repositioning your ‘dot’ on a Gartner Magic Quadrant does not happen just because you have a great product or service. It takes information, a plan, Analyst Relations execution and avoiding mistakes. Continue reading Moving The Dot: The Magic Quadrant and Tech Vendors (Part Five)
It is critical for Analyst Relations (AR) to thoroughly research a particular Magic Quadrant and its history. Even AR staffs that have been working with Gartner on a MQ for a long time could benefit from doing a little digging into the background of the MQ in order to separate reality from faulty memory and myth. Continue reading Talk to the Analyst: The Magic Quadrant and Tech Vendors (Part Four)
Warning: Homework ahead!
It is critical for AR to thoroughly research a particular Magic Quadrant and its history. Even AR staffs that have been working with Gartner on a MQ for a long time could benefit from doing a little digging into the background of the MQ in order to separate reality from faulty memory and myth. Continue reading Unleash your inner Sherlock: The Magic Quadrant and Tech Vendors (part three)
For a variety of reasons, communications and IT vendor Analyst Relations and executives make a number of mistakes concerning the Gartner Magic Quadrant (MQ) and how their companies should react to it. Decision makers at IT vendors need to take a step back and carefully consider the appropriate level of effort to put into “moving the dot.” Continue reading Three Common Mistakes: the Magic Quadrant and Tech Vendors (part two)
Even with a host of blogs and other forms of social media, Gartner’s Magic Quadrant remains the IT market’s most highly visible piece of commentary. Because the Magic Quadrant impacts billions of dollars of corporate IT purchases, some tech vendor executives put too much emphasis on “moving the dot”, which drains resources from the overall AR plan. Continue reading Magic Quadrant: Don’t Obsess, Don’t Ignore (part one)