Jo Ann Rosenberger

Jo Ann Rosenberger

Distinguished VP Analyst
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.
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Monday, March 21, 2022 / 12:00 PM - 12:45 PM AEDT
(Sunday, March 20, 2022 / 09:00 PM - 09:45 PM EDT)
Ask The Expert: Use Gartner's S-A-V-E Methodology for Infrastructure Cost Optimization Opportunities

This session illustrates Gartner’s four-step methodology that is based on a cross-team approach to identify infrastructure cost savings opportunities. The methodology includes steps for the opportunities to be identified, analyzed, validated and approved for executing the plan. Attendees will receive checklists of the Top 10 savings ideas for hardware, software, outsourcing, telecom, and maintenance and support.

Monday, March 21, 2022 / 03:45 PM - 04:15 PM AEDT
(12:45 AM - 01:15 AM EDT)
Three Powerful Financial Models to Improve Your Infrastructure and Cloud Negotiation Playbook

IT leaders will see how to use three financial models for leverage and bargaining power as this session walks through three technology and cloud negotiation scenarios. Attendees will see how to take simple and ready-to-use templates and checklists to enhance their organization's playbook using the financial models TCA/TCO, NPV, and Cash Flow vs. P&L Impact for negotiation leverage and bargaining power.

Tuesday, March 22, 2022 / 12:00 PM - 01:00 PM AEDT
(Monday, March 21, 2022 / 09:00 PM - 10:00 PM EDT)
Contract Negotiation Clinic: Top 10 Tips, Tactics and Tricks for Negotiation Success

This clinic will guide IT leaders involved in the negotiation planning process how to incorporate 10 powerful tips, tactics and tricks (the “TTTs”) into the negotiation plan to optimize pricing, discounts and contract terms. Attendees will receive ready-to-use checklists, templates, and worksheets to put these 10 TTTs in action as a powerful negotiation playbook.

Join us to hear from Gartner experts and thought leaders.