Best practice – how to perfect the Gartner MQ
My colleagues at the IIAR have produced a fantastic white paper sharing a best practice technique to ensure that your company is positioned fairly. Whereas, this isn’t the debate for whether the MQ is fair (heck even Gideon Gartner believes that if he had his chance again, he would have made it a spider diagram!) there is ample opportunity to learn tips and techniques regarding how to do the job better.
What cannot be underestimated is the value that these little group of boxes have on procurement. I have heard many times companies state (much to the annoyance no-doubt of Forrester, IDC etc) that they will only select vendors who are in the top right hand quadrant of their respective MQ.
What this means is that getting the MQ process right takes you half way there to getting placed perfectly. Ed Gyurko explained in the recent IIAR meeting that if you follow this process, there should be no surprises regarding where a firm is positioned upon publication.
I agree and disagree.
My view is that when the MQ is published, there should be no surprises regarding where your firm is positioned relative to the competition. In my opinion too much time is spent focussing on where ‘we should be placed’. However, by taking into consideration the additional factor of positioning yourselves relative to the competition a company can make huge grounds in understanding relative merits (which can then be proactively countered).
The IIAR through Ed have created some fantastic IP which is available to all members. If you want to join, please let me or Hannah Kirkman know.
- Don’t Obsess, Don’t Ignore: the Magic Quadrant & Tech Vendors [part 1]
- Common Mistakes: the Magic Quadrant & Tech Vendors [part 2]
- Homework – Gather Background Information: the Magic Quadrant & Tech Vendors [part 3]
- Homework – Talk to the Analyst: the Magic Quadrant & Tech Vendors [part 4]
- Moving the Dot: the Magic Quadrant & Tech Vendors [part 5]
- The Danger is Complacency: the Magic Quadrant & Tech Vendors [part 6]
- Equipping Sales for the MQ Effect: the Magic Quadrant & Tech Vendors [part 7]
Filed under: analyst relations | 1 Comment