When:
20 March 2018
Where:
Hotel Marriott, Holandská 12, Brno
Who:
CEOs, owners and go-to-market directors of IT/Tech firms and startups
Language:
The event will be held in English.

Agenda

08:30 - 08:50
Coffee and registration
08:50 - 09:00
Go2Market kick-off with the panelists
09:00 - 10:00
Choosing the right routes to market for your new product. Building a scalable indirect sales channel

Presentation by Mark Paine: Emerging technology and service providers are often challenged in creating an indirect channel to grow the business. This presentation provides best practices on choosing the right route to market and advice that will enable CEO’s and owners to establish a solid foundation for a scalable sales channel program.

10:00 - 10:40
Panel discussion: local Go2Market practice from Gartner clients - tech. vendors and startups

Panelists:

  • Billy Graham – Price f(x)
  • Petr Špringl – Flowmon
  • Ján Vrabec –  ESET
10:40 - 11:00
Coffee break
11:00 - 12:00
Focus on Partner Relationship Management to Grow Your Channel Partner Sales

Presentation by Ilona Hansen: Many companies have implemented a channel sales approach as an effective source of revenue growth. This session reviews the understanding, planning and implementation of partner relationship management applications as a sustainable source of competitive differentiation in the indirect sales channel. IT leaders will learn why and how to leverage partner relationship management (PRM) applications as a channel sales business strategy to optimize profitability, operational efficiency and partner satisfaction

12:00 - 13:00
Lunch and networking/discussion (informal)
13:00 - 15:00
Analyst 1:1

Individual 1:1 analyst inquiries (30-minute slots). The registration is required, please see the Registration section below.

Speakers and panelists

Mark Paine

Mark Paine is a Research Director within the Technology and Service Provider team. His focus is global and regional channel strategy, channel programs, through and to partner marketing, market entry into Europe, and channel sales.

From 1992 through 2010, Mr. Paine carried out a variety of channel sales roles within Microsoft, including managing some of the largest U.K. channel partners before leading Partner Strategy and Programs for the Western European region.

Prior to joining Gartner in 2013, Mr. Paine fulfilled a number of advisory and consulting roles for channel businesses within the Unified Communication, Business Intelligence and Systems Integrator sectors and was also Account Director at a sales and marketing consulting services company, assisting the channel to grow sales, increase market share and build new services.

Before his years in Microsoft, he worked at Olivetti and Marconi (part of GEC) in product marketing and IT implementation, respectively.

Issues I Help Clients Address

  • Market entry into Europe by vendors of software and hardware
  • Establishing or reappraising channel partner programs
  • Product positioning
  • Routes to market – direct or indirect, human or digital
  • Creating a compelling proposition to recruit partners

Full biography on Gartner website.

 

Ilona Hansen

llona Hansen is a Research Director in the application research group. She is responsible for managing research in the area of CRM application strategies, and is co-authoring the Sales Force Automation MQ and the CRM Lead Management MQ.

Mrs. Hansen has extensive knowledge of sales technologies, including sales acceleration applications and Partner Relationship Management (PRM) applications for the indirect sales approach. She has additional expertise in providing guidance for setting up sales organizations, sales processes and how to bridge organizational structures. She furthermore covers CRM strategies, helping customers in setting up a project plan for implementing and/or renewing their CRM system.

Prior to joining Gartner, she served as a senior sales operations manager at Polycom and Fujitsu Siemens Computers, where she led from 10 to 60 people, varying on the projects. She provided the critical link from management to sales/marketing teams, the partner environment and back-office organizations. She gained insights into Polycom from a regional point of view, where she headed Sales Operations on a regional level in 20 countries, but also from a headquarter perspective at Fujitsu Siemens Computers, where she was responsible for all EMEA sales projects across 21 countries.

Issues I Help Clients Address

  • Customer Relationship Management (CRM) – Strategy
  • Partner Relationship Management (PRM)
  • Sales Force Automation (SFA)
  • Lead Management
  • Sales Acceleration applications

Full biography on Gartner website.

Billy Graham

VP Ecosystem at Price f(x), the coolest team and pricing/CPQ solution on this planet (in our humble opinion).

There are three value drivers which are key to our relationship with Gartner. One is the opportunity to be considered in Gartner research. Another is access to and insights from industry thought leaders. And third is instant access to research and best practices covering each of our core focus areas.

Petr Špringl

Director of Product & Strategic Alliances at Flowmon, creators of network monitoring solution that is high performing, scalable and easy to use.

Working with Gartner, we get valuable feedback to our company and products from analysts who really understand the market and trends. Their advice and notes are inspiring and help us to move forward.

Ján Vrabec

Head of Global Industry Insight & Relations at ESET, whose solutions protect over 100 million users in more than 200 countries and territories.

Gartner is helping us understand the enterprise market and their customers better; their research gives us exclusive market insight on trends, verticals, channels, competitors, and most importantly end-users’ preferences and needs. We value even more strongly insights gathered during inquiry hours where we can establish a direct talking pipeline with analysts and solicit their unbiased feedback on ESET’s strategy, future plans and much more.

Registration

This event is by invitation only. If you would like to register, please e-mail . You will receive a confirmation once we process your registration.

We also invite all registered participants to complete our short poll, which would be presented during the briefing. It will also help us fine-tune the content to best fit Your needs and preferences. Poll is available online HERE.

We are also offering an exclusive opportunity to speak directly with the analyst during a private 30 minute consultation to explore solutions to your personal IT issues and challenges. Please contact us for more information.

Event venue

Hotel Marriott, Holandská 12, Brno