Jo Ann Rosenberger
Distinguished VP Analyst
10 years at Gartner
33 years industry experience
Roles and Responsibilities
JoAnn Rosenberger is a Distinguished VP Analyst with Gartner Research. Ms. Rosenberger provides expertise in all areas of IT procurement and negotiations as well as helps clients understand how to create and customize financial models for cost transparency to understand the short- and long-term P&L and budget impact of vendor proposals. The primary vendor she covers is IBM with an extensive background and emphasis on planning and negotiating IBM Enterprise License Agreements (ELAs). Ms. Rosenberger also provides expertise on planning major negotiations by helping clients understand how to treat negotiation planning like a project using her eight-step negotiation playbook. She also has many tips, tactics, and tricks to use with vendors to gain leverage and bargaining power. She also has an extensive background in IT financial management and works with clients on customizing financial models for both cost transparency and for use as powerful leverage tools during negotiations. Her background and 20 years experience as a procurement director and IT finance director has given her both IT negotiation and financial budgeting, forecasting and analysis skills and expertise. She has developed cost savings and cost optimization programs and now shares a methodology and framework called S-A-V-E that helps clients launch and sustain IT cost optimization programs.
Areas of Coverage
- IT Asset Management
Jo Ann Rosenberger's Recent Gartner Activity
Follow Gartner’s T4 Process to Optimize Negotiations: Tactics, Templates, T&Cs and Timing
Follow Gartner’s T4 Process for IBM-Specific Negotiation Tactics, Templates, T&Cs and Timing
CIOs Can Optimize Vendor Negotiations and Spend by Asking the Right Questions to Analyze the Right Costs
Previously, Ms. Rosenberger managed the IT Finance Department to support data center, application development and telecommunications activities. Her IT Finance Department managed the following functions: Financial analysis/planning/reporting, budgeting and forecasting, capital budgeting/planning, contract and asset management, compliance, and IT procurement.
Florida Power, IT Contracts Manager, 1 year
Honeywell Bull, Contracts Administrator, 6 years
Time./Time Customer Service, IT Finance Manager, 17 years
CIO and CEO appointed her to lead and spearhead the development and implementation of cost savings programs corporatewide due to her extensive skills, education and background in IT procurement and IT financial management.
Recognized for outstanding annual IT savings achievements; average IT savings equated to 15% of annual data center budget.
M.B.A., magna cum laude, Finance and MIS, University of South Florida