Gartner Outsourcing & Strategic Partnerships Summit

Track E: Optimizing Vendor Selection and Contracting Practices in Changing Times

New tools, processes and methodologies are needed to ensure vendor selection and contracting practices deliver results in light of continual changes in IT and outsourcing choices. Emerging “as a Service” and “Low-cost IT” outsourcing are just some examples of change facing organizations today. Sessions in this track will examine delivery and pricing model changes as well as address best practices for evaluation templates and contract constructs, service level and operating level agreements.

Sessions

Pricing Methods and Contract Terms: Be Prepared for Tomorrow's Challenges Today or Face Difficult Challenges

12 September, 2011 (10:00 AM - 11:00 AM)

Many new solutions, pricing models and ways of measuring success continue to emerge to keep up with the IT infrastructure and applications outsourcing world. In this session we define the foundation that all organizations must understand in order to be successful as they move through the complex world of IT services outsourcing.

Infrastructure Pricing Frameworks: Manage Your Own Destiny

12 September, 2011 (02:15 PM - 03:15 PM)

In this session, you will learn how to price your infrastructure and application deals using Gartner's best practice methods, models and structures.

The Impact of Bundling to Business and IT Applications Infrastructure: Selecting and Contracting Best Practices

12 September, 2011 (03:30 PM - 04:30 PM)

End-user organizations today are using more separated solutions, with more providers, than ever before to achieve outsourcing success. Will this remain true in the future? If so, how and why must both clients and providers of services change to keep up with the future requirements?

When and How to Develop and Use Business- Outcome-Based Service Levels

12 September, 2011 (04:45 PM - 05:45 PM)

As solutions are more and more often virtualized cloud-based solutions, how will we be able to measure and determine success? And will those measures be the old technical and process measures, or the long- and often-talked-about business outcome service levels? If they are, where do they come from and what do we do with them to ensure success?

Contract Negotiation Techniques and Tips for Outsourcing Success

13 September, 2011 (09:30 AM - 10:30 AM)

Negotiating and executing a contract is all downhill if you establish the proper process and procedure in the beginning! Hone your skills and take away new techniques with this session.

Negotiating with Software Megavendors: SAP, Oracle, IBM & Microsoft

13 September, 2011 (01:45 PM - 02:45 PM)

The software landscape continues to consolidate, and with this consolidation comes challenges in dealing with evermore powerful vendors with tightly controlled terms and conditions. This presentation will look at the trends affecting software licensing, and identify the most effective approaches in negotiating with the megavendors.

Classroom Workshop: How to Make Bad Outsourcing Deals Better (End -Users Only) (Pre-Registration closed, please stop by Peabody P session room for additional availability)

13 September, 2011 (04:15 PM - 05:45 PM)

Organizations have many challenges making—and then keeping—outsourcing deals successful. If a problem arises, regardless of whether the organization or the vendor is at fault it takes both parties to fix the problem. This workshop will take you through the key issues in outsourcing and how to fix them.

What You Need to Know: The New Realities of Outsourcing Vendor Selection

14 September, 2011 (11:00 AM - 12:00 PM)

In a changing world of sourcing, we see consumerization, componentization, virtualization and standardization as new forces that change buyer demands and influence vendor selection. Your service providers are aggressively branding their capabilities in increasingly difficult delivery models. Selection and evaluation activities must be approached with consideration to ensure focus on the business outcome while incorporating multiple assessments and validation points.