CONFIDENTIAL AND PROPRIETARYThis 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 intended 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. © 2015 Gartner, Inc. and/or its affiliates. All rights reserved.

Leveraging Scenaric Thinking

Christine Adams

Managing Vice President, Research

August 2015

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The Challenge

Use of scenarios can address these issues.

It’s beneficial to have analysts involved early in strategy and planning

High sensitivity to disclosure, even under strict confidentiality guidelines

Discomfort with sharing plans that aren’t fully baked

Concerns that your organization may be perceived as indecisive or lacking clear

direction if plans change

But executives have concerns

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What Scenarios Do

Test assumptions and alternatives.

Scenarios allow you to reframe the strategy discussion

From

Specifics on strategy or plan in progress

A single proposed course of action

Analyst reaction to a done deal

To

Underlying key issues and assumptions

Multiple options with no clear winner

Analyst interaction on possibilities

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Use Case Examples

Mergers and Acquisitions

Refine target acquisition profile

Refine acquisition long or short list

Discuss ‘what if” scenarios

Product and Service Evolution

Test assumptions for new product innovation

Formalize best, worst and likely scenarios for

adoption

Review positioning, pricing, sales and delivery

alternatives

Long Range Planning

Evaluate strategic options and related ROI

What If?

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Scenario Templates

Analysts are accustomed to this format

We use scenarios routinely in our research

Strategic Planning Assumption: By 2020, there will be a quarter billion connected vehicles on the

road, enabling new in-vehicle services and automated driving capabilities.

Forecast Assumption: Through 2019, one-third of traditional PCs will be replaced by premium

ultramobiles.

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Getting Started

Frame Discussion

• Keep it simple

• Consider using Gartner SPA or Forecast Assumption Format

Define Expectations

• Key Questions:

• What do you want to get from this interaction?

• Who should be involved?

Schedule Interaction

• Options:

• Regular inquiry

• Extended inquiry

• SAS

• Give analysts time to review scenario and prepare

Follow up

• Actions coming out of the call

• Ongoing discussion as plans and strategies evolve

Questions?

CONFIDENTIAL AND PROPRIETARYThis 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 intended 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. © 2015 Gartner, Inc. and/or its affiliates. All rights reserved.

MeetingPlace to InterCall

WebEx

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Your calls will start to be scheduled on Gartner new teleconference

platform using InterCall WebEx starting September 1st

Calls currently scheduled on MeetingPlace will not be

rescheduled

Since our analysts work in various locations and travel frequently,

the analyst will decide on the feasibility of video and/or content

sharing for each call based upon topic and their location.

Each call is setup with full call security – audio and video

What we are doing

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3 Ways to get on the call

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Each call on InterCall WebEx will be setup with three ways to join

the call

1. WebEx Callback Link – Click on the meeting URL to launch the WebEx conferencing session, and then select “call me back” to access audio and, when in use, content sharing, in-session chat or video.

2. Dial In – Use the local or global access numbers provided for traditional dial-in if you’re not in a location with sufficient bandwidth to support full Web conferencing.

3. One-Click Dial In – Use the one-click dialing string in your meeting invitation if you’re calling from a mobile device and will participate via audio only.

3 Ways to get on the call

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Gartner’s InterCall WebEx

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Your meeting invitation will include a link to learn more about our

new InterCall WebEx teleconferencing platform

If you never used WebEx before use the included link to setup a

test call

If you have any trouble, your company’s technical support team is best positioned to help troubleshoot any firewall and\or device compatibility issues

To learn more

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Thank You!

Q & A