Chief Product Officer (CPO) Responsibilities

• Gartner provides resources for role-playing for high tech leaders at universities.
• The resources include product overviews, buyer profiles, practice role plays with buyer/seller information, and additional training material.

Gartner for High Tech Providers – Product Overview

• Actionable, objective insights help to move businesses forward with a clear understanding of growth opportunities and enables the execution rich insights to execute go-to-market plans.
• Access to Gartner research spans customer, competitor, market, and technology, available via the MyGartner web portal.
• Data-driven tools exist to assess organizational progress measured against key benchmarks and internal KPIs.
• A team of 2,150+ research and advisory experts can assist in advancing mission-critical priorities with industry insights and guidance.
• Questions can be asked about research and important documents such as board presentations and proposals can be reviewed.
• Business challenges can be diagnosed.
• Gartner Conferences allows you to connect with peers, collaborate to solidify strategy, and enable smarter decisions.
• Personalized advice is made available at those events, tailored to specific priorities and initiatives.
• Virtual and in-person conferences are ways to become immersed in strategy to develop successful execution.

Contract Structure and Pricing

• Gartner offers different license levels with varying features: Leader License and Direct Report License.
• Leader License includes Gartner Research, Analyst Inquiry, and one Conference Ticket.
• Full package Leader License costs: $50K in Year 1, $52K in Year 2, $54K in Year 3.
• Direct Report License only available if Leader License is purchased.
• Full package Direct Report License costs: $25K in Year 1, $27K in Year 2, $29K in Year 3.

Buyer Profiles Overview

• Outlines priorities and key concerns within key personas at tech companies.
• Includes objectives for: Chief Executive Officer, Chief Product Officer, and Chief Marketing Officer.

Chief Executive Officer (CEO)

• CEOs formulate foundational strategies for their organizations and ensure strategies are executed from product through marketing.
• Roles important to their success: Board of Directors, CMO, and CPO.
• Top priorities are identifying new addressable markets, managing product portfolio innovation/evolution, and supporting internal team growth.
• Continued expansion into new vertical or geographic markets is needed to continue rapid growth,.
• Support is required in building solutions suitable for both current and future clientele.
• Talent must be identificed and hired to support all stages of the life cycle.
• Primary resposniblities focus on company and porduct visition, product / service roadmapin inovatsion, and management of talent resource acquisition
• Key metrics on success include looking ar revenue growth rate, client-base growth and rentention, marketing share increase, profitability, and product completion.
• Similar job titles: President, Founder, Managing Director, Chairman.

Chief Product Officer (CPO)

• CPOs make strategic product decisions, establish product strategy, and oversee launches, focusing on product differentiation
• Roles important to their success: CEO, CMO, and Chief Information Officer (CIO).
• Expanding beyond current products help high tech CPO's to identify new product opportunities to scale and enable continued customer growth.
• Innovation is an important element that CPO's focus energy on to solve current and future client problems.
• Research an development are an important element to conduct extensive product research to ensure that all needs are being addressed.
• Primary responsibilities include the product vision and roadmap, product service innovation, competitive inteligence and product differentiation
• Key metrics on success include revenue growth rates, client-base growth and rentention, marketing share increase, profitability, and product completion.
• Similar job titles: VP of product, Director of product strategy

Chief Marketing Officer (CMO)

• CMO's drive revenue and profits by increasing the customer base, engagement, retention, go-to-market strategy, and communications.
• Roles important to their success: CEO, CPO, and Chief Sales Officer (CSO).
• Top priorities are identifying and acquiring new customers, execution of an effective go-to-market strategy, and implementing comprehensive market expansion strategy.
• Expansion is best achieved through identifying and acquiring new customers.
• Awareness and demand requires building a need to server both existing and future clientele.
• Expansion beyond current market should focus on scalability of vertical markets to understand the customer's needs.
• Marketing and Sales vision, Brand awareness and demand generation
• Key metrics on success include Revenue growth rates, client-base growth and retention, marketing share increase, profitability, and product completion.
• Primary responsibilities include messaging and postionision, positioning to expand the market expansion and scalability.
• Similar job titles: VP of Marketing, Director of Marketing, Marketing Director.

Gartner Sales Roleplay Situations

• Three role play situations
• A sales person is connecting based on a tech startup mentioned in an article
• A sales person is contacting a CEO, and CFO, and CPO for a 20 minute meeting
• A sales person is contacted after an asset was downloaded and is speaking to a CPO

NCSC Role Play Rubric

Approach

• Start with a professional introduction, make eye contact through the camera, and use professional demeanor.
• Prospects attention should be built through building rapport and effectively transition into their needs.

Need Identification

• Uncover the decision process, relevant product facts, goals, and current problems.
• Aquire the reason why problems continue.

Overcoming Objections

• Initially develop a comprehension of objections.
• Ensure to answer and acknowledge those objeectives.

Closing

• Present a persuasive reason to generate a buy in.
• Ask for business or give commitment from the buyer.

Communication Skills

• Apply communication skills to listen, restate, clarify to achieve understand.
• Ensure that non-verbal is appropriate.

Presenting Solutions

• State the benefits based on needs to the buyer.
• Create a convincing presentation to display a strategy to communicate and persuade.
• Engage with the client by encouraging them to contribute to conversations to help the strategy move along.

Additional Training Materials

• Gartner offers training resources through their website.
• Research sample is available to help tailor approach based on specific requirements
• Recruiters and experts at Gartner are made available to highlight best practices to further support the partnership.