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Nameless Guest Submit: Additional Vendor Briefing Advice


by Anton Chuvakin  |  October 22, 2018  |  Post a Comment

A minor bird landed on my desk, and it had the down below clutched in its tiny beak. The textual content looks like it was penned by a fellow analyst:

Pricey Vendor:

Thanks so much for your briefing right now. You of course set a whole lot of work into your slide deck. Nonetheless, you forgot that right here in Gartner we have analysts that appreciate market place information and expenditure figures and progress forecasts, and analysts that favor to see the product or service. I’m a single of the latter. I’m also conscious that often, some of these ‘customers like us slides’ occur from Gartner opponents. Whilst I have an understanding of how important it is to you that clients like you, you definitely need to feel about your evidence. Comparing your MSSP and consulting expert services arm to AWS isn’t really comparing apples to apples, and if you don’t recognize that, then it concerns me how you imagine you’re marketing your enterprise. I have to say that, mainly because I just cannot remark on our rivals use of info to produce that chart for you in the first location. So please never just take my discomfort that we were being 50 % an hour into the connect with right before you even stated your goods as a personal ad hominem attack, but please, get your AR team to short you much better in advance of you test and brief me.

Even though we’re on the topic of planning, demos of merchandise are always excellent (if they work), but you genuinely need to have to do two things to make them productive and endear us to you and them.

To start with – go away sufficient time for them, emphasis on your main and differentiating functionality, and be well prepared to remedy evidently these issues as ‘why do you imagine that the long run of stability is cloud / blockchain training / AI, alternatively than anything else’ or ‘you use AI? Fantastic – now what does AI signify in your product’. You are speaking to specialized people today, at some point you’ll need to get specialized.

Secondly, prepare your demo resource cautiously. It’s not a fantastic idea to use stay info in a demo, especially not for a protection or privateness products. It is specially not a fantastic thought to use reside knowledge from a single of your sensitive shoppers.

And finally. A 1 hour VB that’s been minimize down to 20 helpful minutes simply because of advertising and marketing slides and a flaky demo isn’t genuinely ample to give me any perception. So when I check with for slides, person/admin manuals, pertinent white papers, deeper perception, check out and determine out a way to respond that will help me. If I really don’t know about a products I’m not going to speak about it with consumers, positively or negatively. So you really do not get any visibility with consumers. It’s all for you really, not me. So buck up your ideas.

Thanks ever so, appear forward to following time….

Take pleasure in!

P.S. Emphasis additional by Anton, not by the authentic nameless author.

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Anton Chuvakin
Exploration VP and Distinguished Analyst
5+ years with Gartner
17 years IT sector

Anton Chuvakin is a Research VP and Distinguished Analyst at Gartner’s GTP Stability and Possibility Administration group. Ahead of Mr. Chuvakin joined Gartner, his position obligations included safety item management, evangelist… Go through Complete Bio