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Gartner Expert
Hannah Decker
Director Analyst
Hannah Decker is a Director Analyst in Gartner's Software and Cloud Negotiation Practice. Ms. Decker advises clients on licensing, pricing and contract negotiation strategies for SaaS and AI, with particular expertise in Salesforce, Anthropic, OpenAI and Cursor. She helps organizations negotiate competitive, sustainable and flexible agreements, including strategies to address significant vendor price increases and improve critical commercial terms. Her recent research focuses on AI pricing and contracting, including consumption-, token- and credit-based models for generative and agentic AI.
Previous experience
Previously, Ms. Decker served as an IT Procurement Manager for the State of Florida where she was responsible for procuring hardware, software and staff augmentation services.
Professional background
State of Florida, Procurement Analyst, 2 years
Dulwich College Seoul, Procurement Manager, 4 years
Areas of coverage
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IT Contracts Negotiations
Education
MBA, Florida State University. USA.
M.A., Diplomatic Studies, University of Leicester, U.K.
B.A.(Hons), Applied Social Science, University of York, U.K.
Top Issues That I Help Clients Address
Negotiation of AI, GenAI and Agentic AI terms and pricing
Negotiation strategies, terms and conditions and pricing for Salesforce contracts
Negotiation strategies, terms and conditions and pricing for Anthropic, OpenAI and Cursor contracts
Price increase mitigation strategies for SaaS contracts
Negotiating consumption-, credit- or token-based pricing models with SaaS vendors