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Analyst Relations
Regional Briefing
Santa Clara
August 20, 2014
Agenda • 9:00 am - Welcome & “Optimizing Your Relationships With Gartner
Analysts”
- Jeff Golterman, GVP and AR Community Lead
• 10:00 am – AR Program Success at Equinix: An Evolution of Increasing AR Value
- Jason Starr, Senior Director, Analyst Relations, Equinix
• 10:30 am - New Strategies for Analyst Engagement at HP
- Chris Wilder, Corporate AR Lead, HP
• 11:00 am - Break
• 11:15 am - MQ, Critical Capabilities & Other Methodological updates
- Deborah Neitz Dailey, Research Director, Gartner Research
• 12:00 pm - Important Changes to the Copyright and Quote Policy
- Jeff Snyder, Vice President, Office of the Ombudsman
• 12:15 pm - Peer and Analyst Networking Lunch
- AR and Peers Network with Gartner Experts and Analysts
Agenda (ii)
• 1:00 pm Customer References Management Program
- John Taschek, Vice President of Strategy, Salesforce.com
• 1:30 pm - Analyst Relations Maturity: Successful AR Program Long-Term Growth
- Peggy O’Neil, Senior Director, Analyst Relations, Informatica
• 2:00 pm - MQ Research Process Optimization Workshop
- Claire Dessaux, Managing Vice President, Research Content Process, Gartner Research, and Jeff Snyder, VP, Office of the Ombudsman
• 3:15 pm - Break
• 3:30 pm - Advanced AR Strategies: AR program ROI Through Business Relevance
- Joe Baylock, GVP, Gartner Research, Ken Dulaney, VP & Distinguished Analyst, Gartner Research and Martin Reynolds, Managing VP, Gartner Research
• 4:00 pm - Wrap –up
4
AR Success At Equinix Jason Starr, Senior Director, Analyst
Relations, Equinix
www.equinix.com Equinix Confidential - 2014
www.equinix.com Equinix Confidential - 2014 6
Equinix Overview
The widest network-
neutral footprint
• 100+ data centers
• 32 strategic global markets
• 1,000+ networks
The strongest financial
metrics in our industry
• Over $2.1 billion in
revenues*
• $7+ billion investment in
capacity 1998-2013
• NASDAQ-100 member
(Dec 2012)
The most dynamic
ecosystem in the
industry
• 4,600+ global customers
• >65% of revenues come
from customers deployed
across multiple regions
• >135,000 customer
cross-connects
* As announced on Q4 2013 results call on February 19, 2014
Global
Data Centers 100+ Data Centers
~10.0M+ Square Feet
>99.999% Uptime Record
Interconnection 1,000+ Networks
135,000+ Cross Connects
Direct access to 90% of
Internet Routes
Business
Ecosystems Equinix Marketplace™
Revenue Opportunities
www.equinix.com Equinix Confidential - 2014 7
Equinix Marketplace Diverse and interconnected customer base
Did you know
Equinix is home to:
1,000+ network
providers
450+ cloud & SaaS
providers
600+ IT service
providers
800+ financial firms
5 of the top 5 web
properties (Comscore)
4 of the 5 smartphone
platforms
Content &
Digital Media
Cloud Computing
Enterprises
Financial Services
Networks
www.equinix.com Equinix Confidential - 2014 8
Observations from the Beginning (Dec 2012)
• Equinix never had formal A/R function but occasionally briefed
analysts and a large SAS day in 2009
– Limited relationships overall
• Executive team largely unaware (read: highly skeptical) of influence
and customer use of Industry Analysts
• Equinix story mostly shallow across Analyst community
– “What does Equinox do?”
– “Yeah I know you – you provide “space and power” just like everyone else.”
– “Just brief me once a year – that’s all I need.”
– “I don’t cover your sector – why are we doing an inquiry?”
• Very little briefing materials, topics, analyst target lists, etc.
• Why did I leave Investor Relations????
Gartner Data Center Conference in December 2012
www.equinix.com Equinix Confidential - 2014 9
What we tried in launching the program
• Deep dive on research reports and analyst presentations
– Helped figure out baseline, topics and who to focus on (and who not to)
– Identified several key/new analysts not on target list (e.g. Andrew Lerner)
• Aggressive outreach to networking, cloud and data center analysts
– Intro to Equinix inquiry/briefings and data center tours
– Tried to highlight our relevancy to their research areas
• SAS Day and Webinar
– Was critical in building relationship – and greater understanding of EQIX
– Analyst became supporter internally and externally as he learned more
• Analyst feedback on go-to-market, messaging and product strategy
• Licensed a few reports that were “early wins” for distribution
– Helped get attention of E-Team and other internal constituents
www.equinix.com Equinix Confidential - 2014
We were here in Dec 2012 Believe we are here….but more room to go!
www.equinix.com Equinix Confidential - 2014 11
What we’ve learned
• Help co-workers / leaders understand what analysts do – and that its
way beyond just writing reports and MQ’s
• Focus on analysts that matter, yet also choose ones to disengage
– 1 or 2 “champions” can go a long way at the start
• Teach analysts why company is relevant – and help them understand
the fit for their customers and their research
– Link your success to analysts’ success (win-win)
• Analyst feedback just as important as coverage (sometimes more)
– Share feedback with broader internal team and help get them engaged
– A/R can contribute to sales and marketing productivity
• “Break the silos” to expand your reach and relationships
– Who else should I talk to on the analyst team there?
– Have you spoken to your networking analyst X? He’s looking at things similarly
12
Questions?
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