This presentation, including any supporting materials, is owned by Gartner, Inc. and/or its affiliates and is for the sole use of the intended Gartner audience or other authorized recipients. This presentation may contain information that is confidential, proprietary or otherwise legally protected, and it may not be further copied, distributed or publicly displayed without the express written permission of Gartner, Inc. or its affiliates.© 2011 Gartner, Inc. and/or its affiliates. All rights reserved.

This presentation, including any supporting materials, is owned by Gartner, Inc. and/or its affiliates and is for the sole use of the intended Gartner audience or other authorized recipients. This presentation may contain information that is confidential, proprietary or otherwise legally protected, and it may not be further copied, distributed or publicly displayed without the express written permission of Gartner, Inc. or its affiliates.© 2011 Gartner, Inc. and/or its affiliates. All rights reserved.

Symposium/ITxpo Barcelona 2011Launch Day

5th July, 2011

Rob Whitehurst

Regional Vice President, Gartner Events

Welcome & Introduction

Welcome & Introduction

• Announcement of Symposium/ITxpo 2011 Theme

• Networking Lunch with Gartner Analysts & Events Team

• CIO Interview

• Audience Profile and Marketing Partnership

• Maximising your Symposium/ITxpo Sponsorship

• One on One Meeting Gartner Account Manager

4

Symposium/ITxpo 2011 at a glance

• Date: November 7-10, 2011

• Location: Centre Convencions Internacional Barcelona (CCIB), Barcelona

Program Outline:

• 3.5 days (Monday morning to Thursday afternoon)

• 3500 attendees/1500 CIOs

• Over 300 sessions

• 10+ tracks of content

• 90+ Analysts

• 85+ Solution Providers

• 1800 Companies

Consistent Success Formula

Research Engine

Powerful content

AudienceMulti-channel audience

acquisition strategy

TechnologyCompaniesFocused Sales Activity

667/6/2011

CIOs

Leadership Teams

Ap

plic

ation

s

Bu

sin

ess P

rocess Im

pro

ve

me

nt

BI &

In

form

atio

n M

an

ag

em

en

t

En

terp

rise A

rch

ite

ctu

re

Infr

astr

uctu

re &

Opera

tions

Pro

gra

m &

Po

rtfo

lio M

ana

ge

me

nt

Security

& R

isk M

anag

em

ent

So

urc

ing

& V

end

or

Re

lation

ship

s

Clearly Defined Target Markets

Across the Portfolio

77

India Joins The Worlds Most Important

Gathering of CIO’s and IT Executives

887/6/2011

Symposium Attendee Value Proposition

Symposium is the most important annual gathering of CIOs and their leadership

teams. It combines unrivaled ―state of the industry‖ analysis and insight and

gives you a framework to run, grow and transform your business through

technology strategy.

Symposium …

• Empowers you to make the right business technology decisions, with

immediate and actionable advice

• Enables you to create and extend operating efficiencies and competitive

advantage, through new ideas and unconventional ways of thinking

• Forges the relationships you need to succeed, with industry experts, peers and

providers

• Saves you time and money with a unique opportunity to assess leading

technology providers with immediate access to the best independent advice

Symposium Sponsor Value Proposition

9

Access to qualified

buyers

C-level interaction Pipeline

Acceleration

Effective use of

Marketing dollars

Align with Analyst

Content

Symposium

/

ITxpo

John Mahoney

VP, Distinguished Analyst & CIO Track Manager

Daniel Winterbottom

Program Director

Symposium/ITxpo Theme &

Program Overview

11117/6/2011

Symposium is the largest and most important annual gathering

of CIOs and their senior IT Executives.

It delivers independent and objective content with the authority

and weight of the world’s leading IT research and advisory

organization, and provides access to the latest solutions from

key technology providers.

Symposium is the industry’s only event to deliver the insight,

tools and relationships necessary to create, validate and

execute transformative business technology strategies.

Symposium Vision & Mission

Gartner's Objectives for Symposia/ITxpo

Symposium brings Gartner to

LIFE

Symposium Theme 2011

13

• Establish the right strategies, priorities, budgets, skill investments.

• Build a flexible organization that responds rapidly to business needs.

• Contribute directly to innovation and business growth.

• Create greater opportunities for cost reduction and operational efficiencies.

• Ensure personal leadership and IT team development.

• Maintain long-term competitive advantage.

• Reset the IT context within the enterprise.

Embrace the new realities CIOs face by re-imagining IT as it

impacts business expectations and new technology models

Attendee Value

New ways of thinking Actionable Advice

Peer Relationships Vendor Access

Re-imagining the CIO and the IT success cycle

15

2011 Global CIO Survey: Re-imagining IT Findings

16

• CIOs have the opportunity to RE-IMAGINE IT to meet business needs for GROWTH, take advantage of CLOUD services and economics, and RAISE THE STRATEGIC RELEVANCE of IT

• CIOs will be asked to increase the DIGITIZATION of their organizations and drive greater INNOVATION on FLAT BUDGETS

• CIOs must engage in a new SUCCESS CYCLE that concentrates on changing BENEFITS REALIZATION and IT SKILL BUILDING

• CIOs who accept this challenge gain the BUSINESS INFLUENCE they have sought for years

17

Symposium/ITxpo Framework

Applications

IT Leader

Agenda

Business

Process

Improvement

IT Leader

Agenda

Business

Intelligence &

Information

Management

IT Leader

Agenda

Enterprise

Architecture

IT Leader

Agenda

I&O

•Data

Centre

IT Leader

Agenda

Program and

Portfolio

Management

IT Leader

Agenda

Sourcing and

Vendor

Management

IT Leader

Agenda

Strategic & Key Initiatives

Industries

Relationships: Peer Learning & Networking

Vendor Access: MQ Sessions, Vendor Meetings

Insight & Tools: Robust Role Agenda

Trends: Mobile, Social, Cloud, Context

CR

OS

S R

OL

E

CO

NT

EN

T

EXCLUSIVE CONTENT

Personal Analyst Advice: 1on1 Meetings

IT L

EA

DE

R

EX

PE

RIE

NC

E

CIO EXPERIENCE & AGENDASecurity

and Risk

IT Leader

Agenda

I&O

•Mobile

IT Leader

Agenda

Top Line Lead Sessions for 2011

Powerhouse Perennials

Sessions always in high demand, because they not only address current issues but also anticipate future ones – delivering strategic insights for the coming year

• The Top 10 Strategic Technologies for 2012

• Disruptive trends Radar Screen: The Business Impact of Societal, Technology and Management trends

• CEO Concerns 2011 and the IT implications

• The 2012 CIO Agenda

• Cloud Computing Scenario

Maverick

Sessions highlighting unconventional or new ways of thinking about technology, services, business, work or society

• Judgement Day – Letting The Machines Automate Decision Making

• Jobs 2021: Radically Rethinking What We Will Do, Where, Why

• 16 Long-Followed IT Practices To Kill, When and Why

CIO Keynote

Gerry Pennell, Chief Information Officer,

London Olympics

CIO Keynote

Phil Pavitt, Chief Information Officer,

HMRC

21

CIO, Industry & Hot Topic Content

CIO content

• The CIO and the Board — Building Your Strategy

• Social media and politics: the CIOs guide to the new democracy

• Masters of Innovation: What CIOs Can Learn From the World's Best Innovators…

Industry content

Government/Public Sector

Energy and Utilities

Insurance

Banking

Manufacturing

Healthcare…

Cloud

SocialMobility

Sustainability

US, EMEA, Australia & Brazil Track Managers

track US EMEA Australia Brazil

Research Chair Jamie Popkin Debra Logan John Roberts Donald Feinberg

Applications Bill Swanton Massimo Pezzini Brian Prentice same as US

Business Intelligence &

Information ManagementTed Friedman Neil Chandler Eric Thoo Donald Feinberg

Business Process Improvement David McCoy same as US John Roberts same as US

CIO Leigh McMullen John Mahoney Andy Rowsell-Jones Patrick Meehan

CIO Executive Programs co-lead Mark McDonald Mark McDonald Linda Price Ione Coco

Enterprise Architecture Richard Buchanan Brian Burke Bard Papegaaij same as US

Industries Joanne Galimi Jonathan Edwards Christophe Uzureau Donald Feinberg

I&O — Communications Bob Hafner Scott Morrison Geoff Johnson Elia san Miguel

I&O — Data Center, Client

Computing and IT OperationsEd Holub Milind Govekar Errol Rasit David Coyle

Program and Portfolio

Management Audrey Apfel same as US John Roberts same as US

Security and Risk Management Ray Wagner Tom Scholtz Rob McMillan Tom Scholtz

Sourcing and Vendor

RelationshipsRichard Mitchell same as US Jim Longwood Cássio Dreyfuss

Strategic Initiatives David Mitchell Smith Mark Raskino John Roberts Donald Feinberg

Meet the Analysts

23

John Dixon

Research Director

Business Process Improvement

Andrew Butler

VP Distinguished Analyst

I&O: Data Centre

Neil Chandler

Research Director

Business Intelligence &

Information Management

Richard Mitchell

Managing VP

Outsourcing

Gartner Events Product Development Process

24

Gartner

Product

Development

Process

Secondary Research

• Market Forecast & Trends

• Press Articles

• Customer Enquiries

• Competitive Analysis

• Delegate Feedback

• Sponsor Feedback

• Market knowledge

• SWOT Primary Research

• Pre-Event Survey

• Pre-event interviews

• Advisory Board

• Gartner Research

• Continual validation of

content

Symposium/ITxpo operates with the advice and input of a number of individuals from end-user organizations, to help guide the content and direction of the event and ensure that the event addresses the needs of the audience.

We would like to thank the following individuals for their ongoing advice and support:

25

Advisory Board

• Adam BanksSVP, Head of Technology OfficeVisa Europe

• Frank BeiserCIO HEROLD Business Data GmbH

• Stephen ChiangCIO Bedell Group

• Paulo de-SaVP, Services Unilever

• Graeme HacklandIT/IS DirectorLotus Renault GP

• Bjorn Henrik MoshuusCorporate IT Director Elopak AS

• Klaus HoeffgenCIO Delvag Luftfahrtversicherungs-AG

• Colin ShenoyCIO International Operations GMAC Financial Services

Monday7 November

Tuesday 8 November

Wednesday 9 November

Thursday 10 November

Industry MorningMastermind

KeynoteMastermind

Keynote

Over 300 sessions over four daysContent: Scenarios, Role-based track sessions, Mavericks, Debates, Net IT

Outs, Magic Quadrants, End-User Case Studies, Solution Provider Sessions, Gartner Analysts One-on-Ones, Analyst-User Roundtables & Workshops

Symposium/ITxpo showcase

Exclusive CIO Program

Welcome eventNetworking

eventNetworking

event

2626

Symposium/ITxpo Snapshot

Gartner Keynote

We asked our audience how they want to consume content at Symposium…

• Case study presentations

• Keynotes

• 1:1 meetings with Gartner analysts

• Small, interactive roundtable discussions (project, technology and business topics)

• Hands-on workshops

• Tradition 1hr long presentations

• Clinics with advice on negotiations

• Informal, casual gatherings with fellow attendees

27

Delivery format - Feedback from our audience

28

New & Enhanced Session Formats

2929

Agenda Builder

30

31

Barcelona: new venue, new opportunities

Barcelona: new venue, new opportunities

• Barcelona is a vibrant city and a leading global destination in terms of tourism, economy and culture

• Boasts an international airport and high-speed railway making it a very business and travel hub for Europe

• Large variety of hotels and amenities

• Purpose-built venue which is conducive to creating the best experience for our clients, prospects and sponsors

• More austere times need destination with the right reputation

• Excellent feedback from clients and prospects regarding move from Cannes

Location

Adam BanksSVP, Head of Technology Office

Visa Europe

CTO Interview

Vicky KirschVP, Worldwide Events Marketing

Audience Profile

& Marketing Partnership

Agenda

• Who you can expect to interact with at Symposium/ITxpo - audience demographics

• What are we doing to attract the right audience -marketing strategy

• How we can support your promotional efforts

377/6/2011

The Symposium Brand

387/6/2011

Attendees demographics

Annual IT Budget

1. 62% of our

audience is at

C-Level

We target and

deliver buying

teams: CIO and their

direct reports by role

2. Our attendees

have unparallel

spending power

63% have an IT

spend greater than

$20M+

Attendees by Job Level

397/6/2011

Attendees demographics

Attendees by Industry

Enterprise Size3. 37% of the

audience

comes from the

largest

enterprises in

the world

4. These

enterprises

represent a

diverse and

comprehensive

mix of

industries

407/6/2011

Attendees demographics

Attendees by Country

417/6/2011

• We target specific roles in the IT

organization

• We understand their key initiatives

(their most important projects), and

their planned technology and service

providers investments

• We integrate our marketing

messaging with a personalized sales

approach

Our Marketing is highly targeted and integrated with a personalized selling approach

1. 62% of our

audience is at

C-Level

We target and

deliver buying

teams: CIO and their

direct reports by role

2. Our attendees

have unparallel

spending power

63% have an IT

spend greater than

$20M+

427/6/2011

• We leverage the power of the

Gartner client base, coupled with

extensive database investments

• Our event agenda and research

content are industry focused and

this is reflected in our marketing

messages

Our Marketing is highly targeted and integrated with a personalized selling approach

3. 37% of the

audience

comes from the

largest

enterprises in

the world

4. These

enterprises

represent a

diverse and

comprehensive

mix of

industries

437/6/2011

• Value based Marketing approach - lead generation through Webinars & Local Briefings

• Cultivation campaigns – maintaining the dialogue through our Research offerings

• Leverage the analyst base through our Gartner Blog Network and Social Media efforts

• Surface our intellectual property through Search Engine Marketing

• A extensive corporate Media Partnership and Alliances program

• A sophisticated and integrated PR campaign

Leveraging the Gartner value proposition

447/6/2011

We offer multiple solutions to support your

Symposium promotional efforts

Co-branded email - email campaign supported by Gartner

• 600€ registration discount

• Tailor the templates with your preferred message

- 1st email 15 weeks out

- 2nd email 10 weeks out

- 3rd email 5 weeks out

• Enhance your alignment with Gartner and the Symposium/ITxpo

• Utilize the Gartner brand

Access to our Press list with contact info

Exposure in our Conference brochure

Leverage of our Symposium brand through adverts in your publication, banners to use on your website, email signature for your sales force etc.

Supporting your Marketing Efforts

Advert in your publication

E-mail Template

Banners for your website

Event Logo for Trade Press Advertising

E-mail Signature

Supporting your Marketing Efforts

Laurence GoasduffDirector, Public Relations

Symposium/ITxpo Public Relations &

Best Practices

Gartner Symposium/ITxpo in the Press

Gartner Symposium ITxpo 2010

Hoffen und Bangen im IT-Markt

Dépenses informatiques : en 2011, une relance

par obligation

Gartner predicts 2011 IT spending rebound in

Europe

digi.no

Public Relations Mission

• Position Gartner Symposium/ITxpo as the 'must attend' IT event for CIOs and senior IT leaders

• Secure at least 20 journalists at the event from the UK, France and Germany primarily and EMEA overall

• Achieve 250+ pieces of coverage overall and 50% prior to the event

• Provide press theatre room for press briefings or media interviews and coordinate booking

• Provide a press work room at the event to display press packs

• A PR person will be available before and during the event to handle your press inquiries

Best Practices - PR

Prior to the event:

• Invite targeted journalists and propose an on-site interview with a corporate executive, clients etc…

• Utilize Twitter, Facebook, Flickr, Slideshare, YouTube as promotion tools for your announcements and presence at the event

• E.g. Watch live demos from Exhibitor at the Exhibitor Lounge #GartnerSym; Exhibitor executive speaking on camera at link of the video #GartnerSym

• Issue a press release that highlights your participation at the event

• Determine what press activities you want to conduct at the conference and/or in the evening (e.g. Product launch, organization’s new strategy, customer roundtables etc…)

• Determine if you will make any press announcements on site and the availability of your spokespeople

• Prepare press folders and organise shipment to the event

Best Practices - PR

At the event:

• Raise the presence of your organization at the event in various social media networking sites

• Place your publicity images, press releases, video and audio files on picture wire

• Hand out press folders and display spare copies in the press work room

• Distribute press announcements and coordinate press activities on site

After the event:

• Track coverage, collate photos from the event, and use them in your marketing campaigns or corporate collateral

• Develop post-event press announcements that highlight key deals signed at the event

51

Maximising your Sponsorship

Nigel Cox - Sales Director, EMEA Events

Carla Durman - Symposium/ITxpo Operations

527/6/2011

Steps of the Buying Process

Agenda

Reception

Reception

567/6/2011

Objectives Setting / Measure Value

• What are your objectives for Symposium?- Lead Generation

- Engaging 1:1 w/ Target Accounts

- Brand Identity/Exposure

- Thought Leadership

- Launching a product

- Building/Improving Relationships with Analysts?

- Competitive Advantage

• What is your measurement criteria?- Adding ―NEW LOGOS‖

- Lead conversion/increase in client acquisition

- Client retention and/or up sell

Maximizing cont…

• Drive ―New Logos‖ through Networking & Branding Opportunities- Targeted Industry focused Lunches/Dinners

- Branding Opportunities

- Speaking Platforms• Who’s going to speak?

• Thought leadership, solution driver?

- Experiential Opportunities

• Host your top clients & prospects

- AUR, 1:1’s, meetings with execs, mix prospects & current clients, listen to your client speaker, build an agenda for them?

• Magic Quadrant Theatres and making the most of these:- 20+ MQ presentations

- Highlighted profile on web, in guide, on Graphic by theater and on booth

- Literature displayed by theater

587/6/2011

Maximizing your participation

Pre-event support

- Gartner Account manager

• FFS

• Best Practices & Sales Briefings

- Program manager, Analyst engagement

• To help Support messaging and alignment with content

- Marketing

• Joint mailing campaigns

- Operations

• Dedicated support

- PR

• Leverage press coverage

59

Symposium/ITxpo Logistics Contacts

• Stephanie Gruning – Day to Day Sponsor contact

• Carla Durman – EMEA ITxpo Lead

• Rachel Price – Global ITxpo Lead

Exhibitor Resource Center (ERC)

• Used globally across three different regions

• Complete comprehensive online planning toolo Full list of actions and deadlines

o Submission of SPS and company information

o Booth package and graphics information

o Registration information

o Marketing tool kits and press information

o Event logistics information – e.g. Show hours, shipping, etc

60

Snapshot of current deadlinesConfirm your company name and url Immediate

Logo Submission Immediate

Company/Solution Description Due Immediate

Exhibitor Resource Center Goes Live 18-Jul

Rules & Regulations Acknowledgement 18-Jul

Make Your Hotel Reservation 19-Jul

First Draft of Speaking Session Title & Description 29-Jul

Final Speaking Session Title & Description 22-Aug

Additional AV for SPS 29-Aug

Select your Booth Option 31-Aug

Final Program Guide Ad 8-Sep

Information for pre-event email 26-Sep

Registration & Hotel - Cancellation Fee Deadline 26-Sep

Face-to-Face Sponsor Meetings Contact Information 26-Sep

Onsite Contact Details Needed 26-Sep

Booth Graphics Order 30-Sep

Submit Your Registration Information. 3-Oct

Booth AV Order 3-Oct

Internet Order 3-Oct

Order Electrical, Furniture and Accessories 3-Oct

Lead Retrieval Information 3-Oct

Submit slides for your speaking session 3-Oct

Last Day for Advance Warehouse Deliveries 14-Oct

Confirm Sessions you wish to be posted on Agenda Builder 14-Oct

*

*

* Premier and Platinum Sponsors only

*

*

62

Barcelona 2011 Floorplan

Session and workshop rooms – level 1

Sessions

Workshops

Main auditorium

Registration

65657/6/2011

Delivering Value

Sponsor Action Points

• Are you referenced in Gartner Research?

• Do you know when to secure your 1:1’s

• Which executives should you advertise as available for 1:1 meetings with executives?

• Have you conducted VB’s recently or in the lead up to Sym?

Sponsor Action Points

• What activities will draw attendees to your booth or presentation?

• Which audience segments do you want to attract the most?

• Do you have executives named on the agenda builder?

• Have you tagged your sessions?

66

360° Support that Makes a Difference

Utilizing Gartner MQ, cool vendors, coverage in research

Close collaboration with your Gartner Events Account Manager and team

Globally consistent first class customer service

Working with you on end-to-end solutions that will bring value to the attendees

Ensuring you create a memorable experience for your audience target

YOUR SUCCESS

Have you identified the ―3 Buckets‖ of clients, prospects in pipe and net new?

Understanding of your event Goals and objectives and that of the audience

Dedicated Operations Lead acting as extended arm of your team

Support calls

6767

Any questions?