2013 Analyst Value Survey - summary slides presented at the Analyst Relations Forum

1. #ARFORUM Analyst Value Survey August-September 2013 Note: These charts were shown at the Analyst Relations Forum on October 2013. They are not a record of the presentation and discussion. The comments have been added subsequently to inform the reader. Send queries to duncan.chapple@keacompany.com Copyright Kea Company 2013

2. #ARFORUM 352 responses (2012: 175) Average participant answered 67% of questions Copyright Kea Company 2013

3. #ARFORUM Responses •  2013 edition of survey launched in 2000 – Only longitudinal survey of analysts’users •  The data show the opinions of the respondents •  No claim that the responses are representative of non-respondents •  Slice of data for the AR Forum – Excludes responses from analysts – Data are open to diﬀerent interpretations Note: This commentary slide was added retrospec5vely. Copyright Kea Company 2013

4. #ARFORUM 0.0% 2.6% 12.2% 40.0% 45.2% 2.6% 19.0% 42.2% 31.0% 5.2% 3.4% 6.0% 17.9% 35.0% 37.6% 5.2% 13.0% 35.7% 29.6% 16.5% 5.1% 10.3% 23.9% 33.3% 27.4% 5.4% 25.0% 34.8% 28.6% 6.3% 0.9% 2.8% 6.5% 36.4% 53.3% 9.4% 20.8% 37.7% 29.2% 2.8% 7.6% 10.5% 22.9% 21.9% 37.1% 10.5% 18.1% 35.2% 33.3% 2.9% 7.5% 15.1% 22.6% 34.0% 20.8% 11.4% 20.0% 31.4% 29.5% 7.6% 0.0% 10.0% 20.0% 30.0% 40.0% 50.0% 60.0% 70.0% 80.0% 90.0% 100.0% Very Low Low Medium High Very High Very Low Low Medium High Very High Very Low Low Medium High Very High Very Low Low Medium High Very High Very Low Low Medium High Very High Very Low Low Medium High Very High Research/data Events Inquiry calls Reprint rights Advisory / strategy days Peer communi5es Services ICT Solu5on Provider/Vendor Not ICT Solu5on Provider/Vendor Copyright Kea Company 2013

5. #ARFORUM Users rate a wide range of analysts’services highly •  All six of analysts’key services are valued high/very high by most respondents •  Interesting to segment ICT vendors from others (public, private and third sector) – Even reprints are useful •  Not shown in this chart, but cross-tabs suggest especially high take-up of free-access research by the public sector Note: This commentary slide was added retrospec5vely. Copyright Kea Company 2013

6. #ARFORUM 451 Group / Tier 1 Aberdeen Group ABI Research Aite Group CEB/TowerGroup Celent Current Analysis Datamonitor EMA Everest Group Forrester Frost & Sullivan Gartner HfS Research IDC ISG NelsonHall Other Ovum RedMonk Saugatuck Technology Business Research Ventana 0 0.2 0.4 0.6 0.8 1 1.2 1.4 1.6 1.8 0 0.2 0.4 0.6 0.8 1 1.2 1.4 1.6 1.8 Not ICT Solu1on Provider/Vendor ICT Solu1on Provider/Vendor Research Most Valuable Copyright Kea Company 2013

7. #ARFORUM Vendors and buyers have similar views •  Most of the firms most commented on in the survey are used by both vendors and buyers – Interesting that firms focused on sourcing are rated highly by readers •  Strong performance by Everest, HfS and NelsonHall, but against a lower number of commenters – Few notable divergences in valuation •  Aberdeen, Saugatuck, 451, Frost Note: This commentary slide was added retrospec5vely. Copyright Kea Company 2013

8. #ARFORUM Outsourcing Big Data Cloud Pla[orms Cloud Applica5ons Cloud Infrastructure Strategy IT Services Soware PaaS Security & Privacy Applica5on Development BPM CRM & Customer Service E-‐Commerce Telecoms Services Data Integra5on Soware Other, please specify... Channels Database Management Internet Applica5ons Networks Wireless IT Administra5on Telecoms Equipment Law & Policy Broadcas5ng & Cable Publishing Computer Equipment Electronics I don’t read or ask for any analyst reports Languages & Opera5ng Systems Don’t know 0.00 0.20 0.40 0.60 0.80 1.00 1.20 1.40 1.60 1.80 2.00 0.00 0.20 0.40 0.60 0.80 1.00 1.20 1.40 1.60 1.80 2.00 Not ICT Solu1on Provider/Vendor ICT Solu1on Provider/Vendor Report Topics Copyright Kea Company 2013

9. #ARFORUM Topics of interest also well-aligned •  Vendors and buyers have broadly similar interest in topics – Outsourcing, big data, strategy, cloud, CRM and customer services •  Few outliers – Platform as a Service more important to vendors (emerging technology?) – Broadcasting and cable more important to buyers (regulatory changes?) Note: This commentary slide was added retrospec5vely. Copyright Kea Company 2013

10. #ARFORUM Gartner Forrester HfS Research IDC NelsonHall Everest Group Ovum ISG Other, please specify... Aberdeen Group Celent Yankee Group Frost & Sullivan 451 Group Tier 1 Aite Group Al5meter Datamonitor DisplaySearch Kennedy Saugatuck TABB Group CEB/TowerGroup Current Analysis GigaOM RedMonk Experton Group IDC Financial Insights IDC Manufacturing Insights Kable Pierre Audoin Consultants 0.00 0.50 1.00 1.50 2.00 2.50 0.00 0.20 0.40 0.60 0.80 1.00 1.20 1.40 1.60 1.80 2.00 Not ICT Solu1on Provider/Vendor ICT Solu1on Provider/Vendor Inﬂuence on Buyers Copyright Kea Company 2013

11. #ARFORUM Vendors may misestimate a few firms’influence •  Vendors likely to rate fewer firms as influential – Lower rating for IDC, and its Manufacturing and Financial Insights business •  Vendors more likely to rate Aberdeen Group, Datamonitor and Display Search Note: This commentary slide was added retrospec5vely. Copyright Kea Company 2013

12. #ARFORUM Gartner Forrester IDC HfS Research Other, please specify... Frost & Sullivan NelsonHall Datamonitor Ovum 451 Group Tier 1 IDC Financial Insights Aite Group Celent Everest Group Kennedy Saugatuck Canalys CEB/TowerGroup Constella5on Research IDC Manufacturing Insights ISG Technology Business Research Aberdeen Group Analysys Mason Current Analysis DisplaySearch GigaOM TABB Group Yankee Group 0.00 0.20 0.40 0.60 0.80 1.00 1.20 1.40 1.60 1.80 2.00 0.00 0.20 0.40 0.60 0.80 1.00 1.20 1.40 1.60 1.80 Not ICT Solu1on Provider/Vendor ICT Solu1on Provider/Vendor Inﬂuence on Investors Copyright Kea Company 2013

13. #ARFORUM Influence on investors takes different forms •  This was the most discussed chart at the event. Different research may influence different investors – Gartner is felt to be, by far, the biggest influence on public firms – A wider range of firms are reflected in equity research, including IDC, Forrester and boutique firms – Investors in vendors may use different research from investors in enterprises Note: This commentary slide was added retrospec5vely. Copyright Kea Company 2013

14. #ARFORUM Gartner Forrester IDC HfS Research Ovum 451 Group Tier 1 Constella5on Research NelsonHall Frost & Sullivan Everest Group Datamonitor Enderle Yankee Group Other, please specify... Aberdeen Group TABB Group RedMonk Aite Group Canalys CEB/TowerGroup GigaOM Quocirca Al5meter Bloor Research Current Analysis DisplaySearch ESG Informa iSuppli Corpora5on Kennedy Pierre Audoin Consultants Saugatuck Strategy Analy5cs Technology Business Research EMA Experton Group IDC Financial Insights IDC Manufacturing Insights ISG Celent Kable 0.00 0.20 0.40 0.60 0.80 1.00 1.20 1.40 1.60 1.80 2.00 0.00 0.20 0.40 0.60 0.80 1.00 1.20 1.40 1.60 1.80 2.00 Not ICT Solu1on Provider/Vendor ICT Solu1on Provider/Vendor Inﬂuence on Journalists Copyright Kea Company 2013

15. #ARFORUM Much agreement over who influences journalists •  “Other, please specify”[the write-in option for firms beyond the 50 options] does especially well here – Substantial niche leadership – Constellation, Frost, Quocirca and TABB more visible to vendors Note: This commentary slide was added retrospec5vely. Copyright Kea Company 2013

16. #ARFORUM Gartner Forrester HfS Research IDC Everest Group NelsonHall Other, please specify... Aberdeen Group ISG 451 Group Tier 1 Celent CEB/TowerGroup Datamonitor Ovum Aite Group Constella5on Research Current Analysis Frost & Sullivan GigaOM Saugatuck Informa Analysys Mason Canalys DisplaySearch EMA Kennedy Quocirca RedMonk Strategy Analy5cs TABB Group Ventana Yankee Group ESG IDC Financial Insights IDC Manufacturing Insights Technology Business Research Bloor Research Experton Group Greyhound Research Hurwitz & Associates Infone5cs Pierre Audoin Consultants 0.00 0.50 1.00 1.50 2.00 2.50 0.00 0.20 0.40 0.60 0.80 1.00 1.20 1.40 1.60 1.80 2.00 Not ICT Solu1on Provider/Vendor ICT Solu1on Provider/Vendor Which ﬁrms inﬂuence you? Copyright Kea Company 2013

17. #ARFORUM Users report a wide range of sources •  Some very wide divergences – Buyer rate PAC, Ovum, TBR and Redmonk more highly – Vendors rate Datamonitor, Aberdeen Group and Saugatuck more highly Note: This commentary slide was added retrospec5vely. Copyright Kea Company 2013

18. #ARFORUM HfS Research Gartner Forrester NelsonHall Everest Group IDC Other, please specify... Saugatuck 451 Group Tier 1 Aberdeen Group Constella5on Research Ovum CEB/TowerGroup Celent Frost & Sullivan ISG Canalys Datamonitor Technology Business Research Yankee Group ABI Research Aite Group BARC Bloor Research GigaOM RedMonk Al5meter Current Analysis IDC Financial Insights Infone5cs Informa Kable Pierre Audoin Consultants Ventana 0.00 0.20 0.40 0.60 0.80 1.00 1.20 1.40 1.60 1.80 0.00 0.20 0.40 0.60 0.80 1.00 1.20 1.40 1.60 Not ICT Solu1on Provider/Vendor ICT Solu1on Provider/Vendor Most independent? Copyright Kea Company 2013

19. #ARFORUM Independence is aligned with use by respondents •  Very high score for‘Other’is notable •  Vendors less likely to rate firms as independent Note: This commentary slide was added retrospec5vely. Copyright Kea Company 2013

20. #ARFORUM The ﬁrms most reported to have risen in inﬂuence by respondents to the 2013 analyst value survey HfS Research Gartner NelsonHall Forrester 451 Group Tier 1 IDC Other, please specify... Everest Group Ovum Constella5on Research Pierre Audoin Consultants Frost & Sullivan GigaOM RedMonk Copyright Kea Company 2013

21. #ARFORUM HfS, Gartner, NelsonHall and Forrester said to rise •  Rather a small number of firms are thought to have risen in influence this year Note: This commentary slide was added retrospec5vely. Copyright Kea Company 2013

22. #ARFORUM 451 Group Tier 1 Aberdeen Group Aite Group Al5meter Bloor Research Canalys CEB/TowerGroup Celent Constella5on Research Current Analysis Datamonitor DisplaySearch EMA Enderle ESG Everest Group Experton Group Forrester Frost & Sullivan Gartner GigaOM HfS Research IDC IDC Financial Insights IDC Manufacturing Insights Informa ISG iSuppli Corpora5on Kable Kennedy NelsonHall Ovum Pierre Audoin Consultants Quocirca RedMonk Saugatuck Strategy Analy5cs TABB Group Technology Business Research Ventana Yankee Group Other, please specify... -‐0.5 0 0.5 1 1.5 2 2.5 0 0.5 1 1.5 2 2.5 Influence on Buyers Influence on Journalists Influence on Journalists & Buyers Copyright Kea Company 2013

23. #ARFORUM Media and sales influence are not so strongly aligned •  ISG, Everest and NelsonHall seem to punch below their weight with the media •  Enderle, Constellation and iSuppli punch above their weight with the media Note: This commentary slide was added retrospec5vely. Copyright Kea Company 2013

2013 Analyst Value Survey - summary slides presented at the Analyst Relations Forum

Duncan Chapple

2013 Analyst Value Survey - summary slides presented at the Analyst Relations Forum