Speaker Bio

Jo Ann Rosenberger

Jo Ann Rosenberger

Distinguished VP, Advisory
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, May 15, 2023 / 10:45 AM - 11:45 AM AEST
Clinic: Gartner's Top 10 Tips, Tactics and Tricks to Enhance Your Technology Negotiation Playbook

This clinic will walk through how to use 10 powerful negotiation tips, tactics, and tricks (the “TTTs”) as an integral part of the negotiation planning process. These 10 TTTs can serve as your negotiation playbook for all major technology negotiations across all IT spend categories for cost optimization and risk mitigation.

Monday, May 15, 2023 / 02:15 PM - 03:45 PM AEST
Workshop: I&O Leaders Playbook to Use 3 Powerful Financial Models for Negotiation Leverage and Bargaining Power

I&O 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 receive ready-to-use templates and checklists which will be illustrated and explained during the workshop as tools to enhance your infrastructure and cloud negotiation playbook using the financial models TCA/TCO, NPV, and Cash Flow vs. P&L Impact for negotiation leverage and bargaining power.

Tuesday, May 16, 2023 / 02:00 PM - 03:30 PM AEST
Workshop: How to Combat Inflation During Vendor Negotiations

Inflationary times create added complexity when negotiating with vendors. Cost modeling leverages data points from economic indices and is critical to effectively analyzing the fairness of increases. This workshop will provide hands-on activities using vendor proposal scenarios to demonstrate how IT leaders and their teams should include cost modeling models in their negotiation strategy and playbook to combat inflation and optimize deals.

Join us to hear from Gartner experts and thought leaders.