Jo Ann Rosenberger

Jo Ann Rosenberger

Distinguished VP Analyst
JoAnn Rosenberger is a Distinguished VP Analyst with Gartner Research & Advisory. Ms. Rosenberger provides expertise in all areas of IT procurement and negotiations and 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, such as 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. Ms. Rosenberger 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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Tuesday, 12 November, 2019 10:45 AM|Tuesday, 12 November, 2019 11:45 AM
Contract Negotiation Clinic: Use Gartner’s "T4" Process for Megavendor Negotiations: IBM, Microsoft, Oracle and SAP

This clinic will demonstrate the importance of understanding that one negotiation process doesn’t fit all vendors. The content, action items and activities will provide clinic participants with a set of four steps that must be followed and tailored for each megavendor to effectively plan for and negotiate the optimal deal. Attendees will receive ready to use checklists, templates, tips, tactics and tricks to plan for and negotiate these megavendor deals for cost optimization and risk mitigation.

Wednesday, 13 November, 2019 12:15 PM|Wednesday, 13 November, 2019 01:15 PM
Contract Negotiation Clinic: Eight Steps to Strategize Software and SaaS Negotiations to Optimize Costs and Reduce Risk

This clinic will illustrate and walk through how to use eight steps for planning negotiations with megavendors as well as new and emerging software and cloud vendors. These steps can and should be used for any major negotiation to ensure the right questions are asked and the right detail is revealed to analyze proposals from a cost optimization and risk-mitigation standpoint. They focus on engaging the right IT and business stakeholders to identify requirements and then using stakeholders as part of the negotiation plan and strategy to optimize these deals to optimize and balance cost, value and risk.

Thursday, 14 November, 2019 10:30 AM|Thursday, 14 November, 2019 11:15 AM
How CIOs Can Use Gartner’s S-A-V-E Methodology to Launch and Sustain IT Cost Optimization Programs

This session illustrates Gartner’s four-step S-A-V-E methodology that is based on a cross-team approach to identify cost-savings opportunities. The methodology includes steps for the opportunities to be identified, analyzed, validated and approved for executing the plan to measure and report cost savings, cost reduction and cost avoidance. The session will illustrate case study examples using infrastructure and services cost optimization ideas and how organizations have actualized and reported the P&L and budget reduction impact of each to meet their cost savings targets and goals.

Hear it first at Gartner IT Symposium/Xpo™