Insights into your most pressing priorities

 

Our agenda will cover the challenges most critical to IT sourcing, procurement,  finance, vendor & asset management leaders. As we are still preparing our 2019 agenda, preview some of the featured topics that will be covered at the conference below.

 

Agenda / By Day

Sunday, 15 September, 2019 06:30 PM|Sunday, 15 September, 2019 07:30 PM
Registration

Registration hours for the day.


Monday, 16 September, 2019 07:30 AM|Monday, 16 September, 2019 07:00 PM
Registration and Information

Registration and information hours for the day. Registration will be located at the Hospitality Desk, Ground Floor from 11am onwards.


Monday, 16 September, 2019 08:15 AM|Monday, 16 September, 2019 09:00 AM
Tutorial: Six Steps to Implementing Vendor Management
Edward Weinstein, Sr Director Analyst, Gartner

Implementing a vendor management program or office where none exists can be daunting. Challenges in defining the scope of the program and building out the key processes can delay implementation. This session will provide the foundation for starting any new IT vendor management program.
- How do you establish a clear vision and sponsorship for a vendor management initiative?
- What policies and processes should you establish first?
- What key roles and responsibilities must be established to make vendor management a success?


Monday, 16 September, 2019 08:15 AM|Monday, 16 September, 2019 09:00 AM
Tutorial: Negotiating Techniques: Regain Control When Your Leverage Is Compromised
Eugene Quillen, Sr Director Analyst, Gartner

IT vendors often enter into contract negotiations with strong leverage because they are fully aware that you’ve made your buying decision and there is a lack of practical alternatives. In this session, we provide negotiating skills and techniques necessary when your leverage has been compromised:
How do you identify the factors that compromise your negotiation power?
What techniques can be leveraged to regain control and authority over the negotiation?
How do you ensure a positive relationship endures at the end of the negotiation?


Monday, 16 September, 2019 09:15 AM|Monday, 16 September, 2019 10:15 AM
Opening Keynote: Driving Business Growth Through SPVM for the 21st Century
David Groombridge, VP Analyst, Gartner
Dolores Ianni, Sr Director Analyst, Gartner

In this era of rapid technological and business change, SPVM needs to change as well. In this opening keynote we will examine how SPVM needs to adapt its value proposition, its operations and its technology approach to be at the heart of business growth.


Monday, 16 September, 2019 10:15 AM|Monday, 16 September, 2019 11:00 AM
Refreshment Break

Join us for refreshments in a brief break between sessions.


Monday, 16 September, 2019 10:45 AM|Monday, 16 September, 2019 12:15 PM
Contract Negotiation Clinic: Negotiating With SAP
Bill Ryan, VP Analyst, Gartner

SAP continues to evolve its business model to facilitate its transition to the HANA Platform and S/4HANA ERP,and to support cloud services’ growth. This interactive clinic will help sourcing and vendor procurement leaders to recognize and respond to changes in SAP’s product offerings and pricing metrics and explore negotiating tactics in order to mitigate risk and maximize deal value.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Monday, 16 September, 2019 10:45 AM|Monday, 16 September, 2019 12:15 PM
Contract Negotiation Clinic: Infrastructure Outsourcing and Cloud IaaS
Daniel Barros, VP Analyst, Gartner

When engaging IaaS providers, contract structures, schedules and negotiation best practices are quite different compared to traditional service deals. Use this interactive session to improve your IaaS deals by optimizing key contract clauses in simpler agreements, building key best practice SOW, SLA and pricing schedules and optimizing negotiation strategies to avoid standard IaaS contractual constraints.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Monday, 16 September, 2019 11:00 AM|Monday, 16 September, 2019 11:45 AM
Enabling the Management of IT Assets With a Comprehensive IT Asset Life Cycle
Ryan Stefani, Sr Principal Analyst, Gartner

Effective management of IT assets requires the development of a complete IT asset life cycle management plan. Learn what the entire IT asset life cycle is, and how organizations must use it to manage their IT assets. What are the different steps of the IT asset life cycle? Who needs to be engaged in what phases of the life cycle? How do you use the life cycle to improve the management of IT assets?


Monday, 16 September, 2019 11:00 AM|Monday, 16 September, 2019 11:45 AM
15 Cost Optimization Actions for Your Sourcing and Procurement Playbook
Miguel Cossio, Sr Principal Analyst, Gartner

Cost optimization is a constant challenge for all IT leaders. This session provides 15 actionable ideas to optimize IT costs through tactical improvements and transformational changes.
- How do we identify effective cost savings tactics that do not require a lengthy qualification process?
- What are best practices for reassessing and reworking procurement processes, supply networks and product specifications to optimize procurement costs?
- How do we develop more collaborative, strategic capabilities to optimize costs across the enterprise?


Monday, 16 September, 2019 11:00 AM|Monday, 16 September, 2019 11:45 AM
How to Create Financial Models for Cost Transparency and Vendor Negotiation
Jo Ann Rosenberger, Distinguished VP Analyst, Gartner

Cost transparency is critical to IT spend analysis and forecasting. This session focuses on IT finance and procurement collaboration to optimize vendor negotiations by customizing financial models such as NPV, Demand Forecasting,TCA/TCO. How can you identify the hidden costs required for a true and total cost impact analysis? What action items are required to analyze multiyear prepay proposals,on-premises to SaaS migrations,and hardware and software alternatives? How can you use financial models as a key leverage tool during negotiations?


Monday, 16 September, 2019 11:00 AM|Monday, 16 September, 2019 11:45 AM
How to Create a Sourcing Strategy
Luke Ellery, Sr Director Analyst, Gartner

The foundation for successful sourcing is a business and IT aligned strategy. However, most sourcing strategies are stale, focusing on outdated IT categories. This session will cover the steps involved in developing, socializing and supporting a compelling IT and business aligned sourcing strategy:
Which stakeholders should be included in defining your sourcing strategy?
What are the steps involved in building a business and IT aligned sourcing strategy?
How do you socialize the strategy and gain awareness and acceptance?


Monday, 16 September, 2019 11:00 AM|Monday, 16 September, 2019 11:45 AM
The Future of IT Vendor Management: Implement, Operate and Mature
Joanne Spencer, Sr Director Analyst, Gartner

In an environment of shifting trends and development in both technologies and business objectives and strategies, IT vendor management leaders must continue to develop new competencies and best practices in vendor management to support these changes and trends. In this session we introduce Gartner’s new framework for implementing operating and maturing vendor management. What are the key components and activities in IT vendor management? How can you implement an effective IT vendor management discipline? How can you achieve the optimal business outcomes from your IT vendor management discipline?


Monday, 16 September, 2019 12:00 PM|Monday, 16 September, 2019 12:30 PM
Solution Provider Sessions


Monday, 16 September, 2019 12:00 PM|Monday, 16 September, 2019 01:00 PM
Contract Negotiating Clinic: Negotiating Software Maintenance Renewals for Cost Optimization
Rob Wilkes, Sr Director Analyst, Gartner

Software support and maintenance costs continue to rise, from 12% to 18% up to 21% to 25% for many providers. But are you getting any more value in return? This clinic will explore how to negotiate maintenance and support renwals to optimize costs, taking into consideration such factors as the degree to which you utilize the provider's support offerings, the likelihood of utilizing upgrades, and the ability to leverage alternative providers at a lower cost.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Monday, 16 September, 2019 12:00 PM|Monday, 16 September, 2019 01:00 PM
Contract Negotiation Clinic: Salesforce
Christiaan Murphy, Sr Director Analyst, Gartner

Salesforce has become one of the largest vendors in the application ecosystem, with increasing product offerings and a broad array of subscription options. This clinic will provide attendees with strategies and tactics to negotiate the best contractual deal and mitigate risk when dealing with Salesforce.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Monday, 16 September, 2019 12:30 PM|Monday, 16 September, 2019 02:00 PM
Networking Lunch

Join other attendees for lunch and take advantage of the opportunity to network and catch up on the day's activities so far.


Monday, 16 September, 2019 01:45 PM|Monday, 16 September, 2019 03:15 PM
Contract Negotiation Clinic: Negotiating With the Megavendors: IBM, Microsoft, Oracle and SAP
Melanie Alexander, Director Analyst, Gartner

Negotiating effective software and SaaS deals with the megavendors takes more than good negotiating skills: It takes depth of knowledge of the specific vendors’ tactics and techniques. Learn how to tailor negotiations using specific tips and tactics for each megavendor: IBM,Microsoft,Oracle and SAP. This includes for each megavendor: Tailoring processes, building leverage with each negotiation and minimizing contractual risks.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Monday, 16 September, 2019 01:45 PM|Monday, 16 September, 2019 03:15 PM
Contract Negotiation Clinic: Eight Steps to Strategize Software and SaaS Negotiations
Jo Ann Rosenberger, Distinguished VP Analyst, Gartner

This clinic illustrates how to use eight steps for planning negotiations with major vendors and new emerging software and cloud vendors. In this interactive discussion, we will discuss:
- How can we ensure that we ask the the right questions and gather the right detail to mitigate against cost and risk?
- How can we engage the right IT and business stakeholders to identify requirements?
- How can we leverage stakeholders as part of the negotiation plan and strategy?

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Monday, 16 September, 2019 02:00 PM|Monday, 16 September, 2019 02:45 PM
Building and Communicating a Three-Year Roadmap to IT Financial Management Maturity
James Anderson, Sr Director Analyst, Gartner

IT Financial Management (ITFM) too often lacks a clear mandate, stakeholder buy-in and resource commitment. The key to mature ITFM is having a strong,clear vision with achievable time frames and a concrete roadmap with specific actionable milestones. How can you gain ITFM buy-in from the IT organization, the CFO and other key non-IT players? What are best practices to engage stakeholders to drive a sustained strategic focus on ITFM? How can you most effectively validate and communicate the ITFM program goals and impact to the business?


Monday, 16 September, 2019 02:00 PM|Monday, 16 September, 2019 02:45 PM
Avoiding "the SAM Beach Diet" and Other Common Mistakes When Implementing SAM
Roger Williams, Sr Director Analyst, Gartner

Software asset management (SAM) enables organizations to reduce risk and optimize costs; however, implementing a (SAM) initiative can be fraught with challenges. SAM leaders can avoid potential pitfalls by understanding the most common mistakes and how to avoid them. Why do "crash diet" approaches to SAM fail? How can you institute a healthy, sustainable approach to SAM? What tools and service providers can help you succeed with SAM?


Monday, 16 September, 2019 02:00 PM|Monday, 16 September, 2019 02:45 PM
Create a Category Plan for Closer Business Alignment and Engagement
Eugene Quillen, Sr Director Analyst, Gartner
Matt Corsi, Sr Director Analyst, Gartner

Sourcing and procurement leaders with IT category plans can help their business stakeholders deliver against their critical business initiatives. This session will help leaders develop effective category plans. How does a category plan enable better alignment and engagement with your stakeholders? What are the critical components and sources of information to build a proactive category plan? How often should we update our plan to embed it into our existing operating model?


Monday, 16 September, 2019 02:00 PM|Monday, 16 September, 2019 02:45 PM
Ask the Expert: Procurement and Vendor Management Leaders: Key Questions on How to Communicate Your Value and Market Your Program to Stakeholders
Yanni Karalis, Sr Director Analyst, Gartner

Procurement and vendor management leaders are often challenged to get their business stakeholders to view them as a strategic resource. This highly interactive session will help procurement and vendor management leaders to think strategically about how they communicate in order to expand their influence. Join this sessions to ask questions about new ways of thinking in terms of prioritizing communication efforts, how to build compelling messages and how to build a robust communication plan

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Monday, 16 September, 2019 02:00 PM|Monday, 16 September, 2019 02:45 PM
Understanding Cloud Office Licensing O365 vs. G Suite
Pamela Wheelwright, Sr Director Analyst, Gartner

This session will review the two primary cloud office vendors, Microsoft and Google’s offerings to illustrate their respective licensing methodologies. How should you review and evaluate the various cloud office bundles and the various licensing options? What should you consider when licensing? How do you license for maximum savings and flexible terms, while avoiding common mistakes made when comparing pricing options?


Monday, 16 September, 2019 02:00 PM|Monday, 16 September, 2019 02:45 PM
Organizing Vendor Management to Deliver Optimum Vendor Performance
Christopher Ambrose, VP Analyst, Gartner

How we organize for vendor management can significantly impact how we enable optimal vendor performance. This session will identify best practices and methods to rightsize a vendor management office or organization.
What are the critical roles and responsibilities in vendor management?
What are the most effective organization models to optimize resources and facilitate effective governance?
How do we decide which organization model is best for us?


Monday, 16 September, 2019 02:00 PM|Monday, 16 September, 2019 02:45 PM
Applying Intelligent Automation to Sourcing, Procurement and Vendor Management
Stephanie Stoudt-Hansen, Sr Director Analyst, Gartner

Sourcing, procurement and vendor management leaders are discovering how to successfully adopt and integrate intelligent automation services (IAS) capabilities. This session will provide you with the tools for assessing your organization’s maturity.
How can you perform an IAS maturity level review?
What are examples of use cases from successful organizations?
How can you effectively perform a proof of concept (POC) and determine use cases for your organization?


Monday, 16 September, 2019 02:00 PM|Monday, 16 September, 2019 03:30 PM
Workshop: Presenting Your Business Case with Impact
Diane Wilkinson, Senior Partner, The Wow Factor

You’ve finally got time with senior management and need to request money and resources from them. This is the crucial business case presentation. But how do you really deliver with impact so that they sign-off and give you approval? This session will help you to deliver a better presentation and show you how to ensure that they are on-board with your proposals.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Monday, 16 September, 2019 03:00 PM|Monday, 16 September, 2019 03:30 PM
Solution Provider Sessions


Monday, 16 September, 2019 03:30 PM|Monday, 16 September, 2019 04:00 PM
Refreshment Break

Join us for refreshments in a brief break between sessions.


Monday, 16 September, 2019 03:45 PM|Monday, 16 September, 2019 04:45 PM
Contract Negotiation Clinic: Software as a Service
Roberto Sacco, Sr Director Analyst, Gartner
Eugene Quillen, Sr Director Analyst, Gartner

This practical interactive clinic explains how to effectively negotiate SaaS contracts. Attend this session to learn the trends in SaaS contracting, how to identify and control hidden costs and what opportunities/risks lurk within SaaS agreements.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Monday, 16 September, 2019 03:45 PM|Monday, 16 September, 2019 05:15 PM
Contract Negotiation Clinic: Optimizing IaaS Negotiations for Microsoft Azure, Google and Amazon Web Services
Dolores Ianni, Sr Director Analyst, Gartner
Pamela Wheelwright, Sr Director Analyst, Gartner

Negotiations on large IaaS agreements often involve substantial commitments and risk. Each cloud vendor has their own set of standards and exceptions that implicate the pricing outcome. In this interactive clinic, we will review the critical differences and similarities to be aware of when negotiating with these competing cloud providers to assist in achieving the most optimal contract.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Monday, 16 September, 2019 04:00 PM|Monday, 16 September, 2019 04:45 PM
A Sourcing Path for SAP HANA: The Critical Questions and How to Answer Them
David Groombridge, VP Analyst, Gartner

Moving to SAP HANA requires a multitude of interlinked decisions by sourcing teams. These cover the solution,hosting options and implementation strategies. This session discusses the most common and critical questions to be addressed in your sourcing strategy. What are the most critical sourcing strategy and execution decisions to make early in your sourcing stage?


Monday, 16 September, 2019 04:00 PM|Monday, 16 September, 2019 04:45 PM
How to Build a Sourcing Business Case for Data Center and Cloud-Based Solutions
William Maurer, VP Analyst, Gartner

Many enterprises fail to meet cost control expectations when outsourcing because they didn’t consider all costs in their business case. This session will provide attendees the tools to better identify and analyze costs when outsourcing. How do you use Gartner’s Total Cost of Sourcing model to identify all the outsourcing and services costs? What are the risks associated with this type of outsourcing? How do you make the pragmatic choices on which providers are best for your needs?


Monday, 16 September, 2019 04:00 PM|Monday, 16 September, 2019 04:45 PM
Prepare for the Impact on SaaS Pricing From Intelligent Automation and IoT
Bill Ryan, VP Analyst, Gartner

Artificial intelligence and robotic process automation are disrupting user-based software and SaaS pricing. In this session attendees will learn new ways to measure and pay for SaaS usage.
- How can you best contract for cloud products while preserving investments?
- How can you optimize costs by capitalizing on provider pricing metric changes?
- What are the best practices for analyzing and comparing different vendors pricing metrics and models?


Monday, 16 September, 2019 04:00 PM|Monday, 16 September, 2019 04:45 PM
Ask the Expert: What Are the Best Practices for Assessing Vendor Risks?
Christopher Ambrose, VP Analyst, Gartner

There are many tools and methods for assessing vendor risks. These range from assessment questionnaires to onsite audits, the collection of risk attestations, and certifications. This session will address the methods and practices that enterprises are taking to improve what is often the most problematic and inefficient process in vendor risk management.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Monday, 16 September, 2019 04:00 PM|Monday, 16 September, 2019 04:45 PM
Fresh Approaches to Select Digital Business Consulting Service Providers
Katie Gove, Sr Director Analyst, Gartner

This session will explore the notion that organization’s traditional sourcing and procurement practices are not well aligned to successfully evaluate and select digital business consulting service providers.
How you can adjust your traditional approach so that you enable your organization to identify nontraditional service providers that have critical capabilities for digital initiatives?


Monday, 16 September, 2019 04:00 PM|Monday, 16 September, 2019 04:45 PM
Basic 101 Licensing of G Suite and Google Cloud Platform
Pamela Wheelwright, Sr Director Analyst, Gartner

Many procurement professionals are not familiar with Google’s approach to licensing and how to acquire the technology. This session will provide the foundation for procurement leaders to better understand Google’s licensing methods. How do you plan for the disruptive technologies in Google’s stack of digital solutions?
How can you decipher Google’s GCP, AI and IoT licensing options? How do you align Google’s services to deliver against your digital objectives?


Monday, 16 September, 2019 04:00 PM|Monday, 16 September, 2019 04:45 PM
SaaS Is Like a Puppy Dog: Are Your Lines of Business Ready for the Responsibility of a Pet?
Jay Heiser, VP Analyst, Gartner

Should you allow SaaS to take care of itself? Data shares open to the Internet, regulatory noncompliance, overspend, and collaboration sprawl negatively impacts the majority of Gartner clients. More and more sourcing, procurement and vendor management leaders are learning that the care and feeding of SaaS is a vitally important domain that requires a strategic approach, a dedicated cross-domain team, and specialized orchestration tools.


Monday, 16 September, 2019 04:00 PM|Monday, 16 September, 2019 05:30 PM
Workshop: Influencing Your Stakeholders
Diane Wilkinson, Senior Partner, The Wow Factor

As a sourcing, procurement, IT finance, asset or vendor management leader, you need a broad skill set. And you’re working with a diverse range of stakeholders within your organization. How do you influence these stakeholders effectively? Your ability to persuade these people is crucial to ensure that security doesn’t become ignored. What makes people tick? How do people make decisions? In this workshop, you’ll learn exactly this and understand the psychology behind how people make choices. Armed with these tools, you’ll become far more influential with your stakeholders and ensure that you are viewed as a trusted partner.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Monday, 16 September, 2019 05:00 PM|Monday, 16 September, 2019 05:45 PM
Follow These Top Ten Tips,Tactics and Tricks for Negotiation Success
Stephen White, Sr Director Analyst, Gartner
Ben Jepson, Sr Principal Analyst, Gartner

This session will illustrate and guide sourcing, procurement and vendor management leaders involved in the negotiation planning process in how to incorporate ten “must know” tips, tactics and “tricks” into the negotiation plan. How can you optimize pricing? How can you negotiate the best terms and conditions? How can you manage risk to safeguard our organization?


Monday, 16 September, 2019 05:00 PM|Monday, 16 September, 2019 05:45 PM
How to Quickly Choose the Right Service Provider for Your Project
Gilbert van der Heiden, Distinguished VP Analyst, Gartner

The RFP process can be six months long but what if you need to start the project in 6 weeks? This session will look at the traditional provider engagement process and provide an evaluation framework that will significantly speed up the identification and selection process. The session will address the following:
How do you decide which providers to include in your shortlist?
How do you build a reusable framework for comparing and selecting providers?
What can you do to contract more quickly but still manage risk adequately?


Monday, 16 September, 2019 05:00 PM|Monday, 16 September, 2019 05:45 PM
Use Gartner’s "C9" Process for Robust Software Audit Management Best Practices
Rob Schafer, Sr Director Analyst, Gartner

Software audits have become a high-risk and high-cost challenge for most organizations. Each year, Gartner takes hundreds of inquiries on this important topic, and has developed a powerful, highly effective 9-step Audit Readiness Process known as C9: How can I develop a robust, effective Audit Readiness kit? How can I improve my procurement and change management processes to minimize my ongoing financial risk of noncompliance? How can I apply the C9 steps to reduce risk when faced with an audit from vendors like IBM, Microsoft, Oracle or SAP?


Monday, 16 September, 2019 05:00 PM|Monday, 16 September, 2019 05:45 PM
Ask the Expert: What Are the Financial Management Implications of Becoming Agile?
Jim McGittigan, VP Analyst, Gartner

Many organizations are moving to agile development and from a project- to product-centric delivery models to support digital business. Most are not adequately changing their financial governance processes. Typical questions that may be asked in this session include: How can I identify pitfalls and resolve pitfalls in the product model? How do I fund in a product model? How can I track cost and value so that a product model delivers on its promises?

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Monday, 16 September, 2019 05:00 PM|Monday, 16 September, 2019 05:45 PM
Procurement Value Metrics: Reporting Beyond Savings
Yanni Karalis, Sr Director Analyst, Gartner

Savings are an important metric that show the results that a procurement professional and a procurement team has achieved. But procurement can provide value beyond just cost savings and this session will provide examples of how to showcase this value. What are the best metrics for proving procurement’s value to the business that go beyond cost savings?


Monday, 16 September, 2019 05:00 PM|Monday, 16 September, 2019 05:45 PM
Implement a Vendor Performance Management Program to Optimize Vendor Performance
Edward Weinstein, Sr Director Analyst, Gartner

Vendor performance management is more than just developing SLAs. To continuously improve vendors performance, a standardized and consistent program approach should be adopted. This session will provide an overview of the key components of a successful vendor performance management program. What critical activities must be included in a comprehensive vendor performance management program?


Monday, 16 September, 2019 05:00 PM|Monday, 16 September, 2019 05:45 PM
Contracting for RPA in an Evolving Market
Stephanie Stoudt-Hansen, Sr Director Analyst, Gartner

RPA adoption is growing rapidly and Gartner predicts future disruptions and obsolescence. This session will discuss how to prepare for these changes by understanding the evolution in pricing, developing governance and where to apply RPA.
How do you identify the right licensing model for RPA?
How do you track the trends in the market and contract to address those trends?
How do you govern the providers of this rapidly moving technology?


Monday, 16 September, 2019 05:00 PM|Monday, 16 September, 2019 06:00 PM
Contract Negotiation Clinic: Oracle
Melanie Alexander, Director Analyst, Gartner
Rob Wilkes, Sr Director Analyst, Gartner

Negotiating with Oracle can pose specific challenges. This clinic will help you to navigate the key trends, protect against risk and manage costs by addressing how to negotiate the best possible Oracle contract, how to uncover hidden costs and audit risks, and how to maximize leverage during your Oracle negotiations.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Monday, 16 September, 2019 05:00 PM|Monday, 16 September, 2019 06:00 PM
Contract Negotiation Clinic: Network Sourcing and Contracting Best Practices
Katja Ruud, Sr Director Analyst, Gartner

Enterprises spend between 5% and 15% of their IT budget on their networks. However, the continual evolution of enterprise demands, combined with rapidly changing market offerings and pricing options, mean that enterprises need to continually review their network sourcing and contracting to ensure they are getting the optimum balance of price, quality and flexibility. This clinic will offer best practices for network sourcing and contracting and enable discussion of how these might apply to the participants environments.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Monday, 16 September, 2019 05:45 PM|Monday, 16 September, 2019 07:15 PM
Networking Reception

Attendees are invited to join us for the evening's networking reception; come join us on the showfloor to relax and unwind after the day's sessions. Refreshments will be served.


Tuesday, 17 September, 2019 08:00 AM|Tuesday, 17 September, 2019 06:45 PM
Registration and Information

Registration and information hours for the day. Registration will be located at the Hospitality Desk, Ground Floor from 11am onwards.


Tuesday, 17 September, 2019 09:00 AM|Tuesday, 17 September, 2019 09:45 AM
Gartner Keynote: Winning in a World of Digital Dragons
Dave Aron, Distinguished VP Analyst, Gartner

Digital disruption is coming to every industry, geography and role. Digital dragons like Alibaba, Amazon and others are playing evolving roles, related not only to technology, but also to customer experience, payment, data and insight. They have deep pockets, great talent and attractive brands and they are a different type of partner, pervading many aspects of your enterprise’s ecosystem. Learn how to develop a strategic posture toward each dragon, how to ensure a joined up management of interactions with them, and how they’ve already disrupted other industries.


Tuesday, 17 September, 2019 09:45 AM|Tuesday, 17 September, 2019 10:30 AM
Guest Keynote: Notes on a Nervous Planet
Matt Haig, Bestselling Author,

The world is messing with our minds. Rates of stress and anxiety are rising. A fast, nervous planet is creating fast and nervous lives. We are more connected, yet feel more alone. We are encouraged to worry about everything from world politics to our body mass index.
Bestselling author Matt Haig tackles questions that are on so many of our minds; How can we stay sane on a planet that makes us mad? How do we stay human in a technological world? A positive, honest and insightful discussion about the modern world and how best to navigate it.


Tuesday, 17 September, 2019 10:30 AM|Tuesday, 17 September, 2019 11:15 AM
Refreshment Break

Join us for refreshments in a brief break between sessions.


Tuesday, 17 September, 2019 11:00 AM|Tuesday, 17 September, 2019 12:00 PM
Contract Negotiation Clinic: Negotiating With Microsoft
Roberto Sacco, Sr Director Analyst, Gartner

IT procurement leaders are often challenged by negotiating effective Microsoft Enterprise Agreements and renewals because of the complexity of Microsoft’s licensing models and the number of options and use rights that have to be considered. This clinic will guide customers to understand these complexities and plan an effective negotiation strategy.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Tuesday, 17 September, 2019 11:00 AM|Tuesday, 17 September, 2019 12:00 PM
Clinic: Optimize IBM Negotiations Using Gartner’s T4 Framework
Jo Ann Rosenberger, Distinguished VP Analyst, Gartner

This clinic will illustrate Gartner’s four-step approach called "T4" (T1-Tactics; T2-Templates; T3-Terms & Conditions; T4-Timing) to educate attendees on the importance of and how to "vendor-ize" negotiations specific to IBM. Attendees will receive ready-to-use worksheets of IBM-specific negotiation tips, tactics and "tricks" along with customized checklists and templates to optimize IBM deals.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Tuesday, 17 September, 2019 11:15 AM|Tuesday, 17 September, 2019 12:00 PM
How to Minimize IT Infrastructure Financing Cost and Risk to the Business
Rob Schafer, Sr Director Analyst, Gartner

IT finance executives are challenged to structure the financing of IT’s core infrastructure to optimize cost and business agility. This session will answer many of your most critical IT financing questions. How do you minimize the risks and costs of financing IT assets while maintaining the flexibility and agility that IT and the business demand? Should you lease or purchase our IT infrastructure? What effect will the new FASB and IASB accounting changes have on your financing decision and the opex/capex balance?


Tuesday, 17 September, 2019 11:15 AM|Tuesday, 17 September, 2019 12:00 PM
Benchmark Your Readiness for Dynamic Sourcing to Gain a Business Competitive Factor
Claudio Da Rold, Distinguished VP Analyst, Gartner

Digital business requirements are sourced from the external ecosystem, making sourcing capabilities a critical link for digital transformation. Evaluate your organizational readiness for the faster, cheaper and high-quality sourcing decisions required to rapidly deliver stable IT industrialization and rapid business innovation. this session examines: How to evaluate your sourcing organization readiness for digital transformation? What are the practical steps to implement bimodal,dynamic sourcing? What are practical cases of success with dynamic sourcing?


Tuesday, 17 September, 2019 11:15 AM|Tuesday, 17 September, 2019 12:00 PM
Ask the Expert: Winning in a World of Digital Dragons
Dave Aron, Distinguished VP Analyst, Gartner

Digital dragons like Alibaba Group, Amazon and others are playing disruptive roles in the digital ecosystem. Come to discuss how to make sure your business/government agency is considering the dragons appropriately in their strategic planning.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Tuesday, 17 September, 2019 11:15 AM|Tuesday, 17 September, 2019 12:00 PM
Establishing a Retained Organization Is Critical to Ensure Vendor Performance
Fabio Di Capua, Sr Director Analyst, Gartner

When organizations outsource their services they often do not spend the time to define the retained organization and the new roles and responsibilities and competencies needed. This presentation will discuss:
What roles should be retained to govern demand and supply?
What competencies are needed in the retained organization to successfully manage provider performance?
How do you transition to an effective delivery model including sourced services and retained staff?


Tuesday, 17 September, 2019 11:15 AM|Tuesday, 17 September, 2019 12:45 PM
Workshop: Adopt Agile Methodologies for IT Procurement Processes
Luke Ellery, Sr Director Analyst, Gartner

Procurement leaders struggle when they only have one process for procurement, and are unable to respond when their business units have adopted agile methodologies to address their digital business challenges. In this workshop, you will define an agile procurement process that:
Identifies stakeholders who need to be involved and when they need to be engaged.
Defines the due diligence requirements and to which acquisitions they apply.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Tuesday, 17 September, 2019 12:15 PM|Tuesday, 17 September, 2019 12:45 PM
Solution Provider Sessions


Tuesday, 17 September, 2019 12:45 PM|Tuesday, 17 September, 2019 01:45 PM
Women in IT Lunch
Dolores Ianni, Sr Director Analyst, Gartner

Join us for this women in IT session where you can connect with your peers over hot, current topics for women. You will have the opportunity to meet and exchange with your peers and participate in guided brainstorming around your challenges, key solutions and best practices. The goal is to share your perspectives and experiences, develop relationships that support ongoing discussions and collaboration, and explore how to embrace diversity, foster culture and instill the mindset traits required by high-performing teams.


Tuesday, 17 September, 2019 12:45 PM|Tuesday, 17 September, 2019 02:15 PM
Networking Lunch

Join other attendees for lunch and take advantage of the opportunity to network and catch up on the day's activities so far.


Tuesday, 17 September, 2019 02:00 PM|Tuesday, 17 September, 2019 03:00 PM
Contract Negotiation Clinic: Salesforce (Repeat)
Christiaan Murphy, Sr Director Analyst, Gartner

Salesforce has become one of the largest vendors in the application ecosystem,with increasing product offerings and a broad array of subscription options. This clinic will provide attendees with strategies and tactics to negotiate the best contractual deal and mitigate risk when dealing with Salesforce.
This is a repeat session.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Tuesday, 17 September, 2019 02:00 PM|Tuesday, 17 September, 2019 03:00 PM
Contract Negotiation Clinic: Negotiating With the Megavendors: IBM, Microsoft,Oracle and SAP (Repeat)
Melanie Alexander, Director Analyst, Gartner

Negotiating effective software and SaaS deals with the megavendors takes more than good negotiating skills: It takes depth of knowledge of the specific vendors’ tactics and techniques. Learn how to tailor negotiations using specific tips and tactics for each megavendor: IBM,Microsoft,Oracle and SAP. This includes for each megavendor: Tailoring processes, building leverage with each negotiation and minimizing contractual risks.
This is a repeat session.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Tuesday, 17 September, 2019 02:15 PM|Tuesday, 17 September, 2019 03:00 PM
Create Sustainable Outsourcing Measures Using Technology and Business Outcomes
William Maurer, VP Analyst, Gartner

Organizations that are outsourcing IT services should require solution measurement plans that support their business goals. This session will help attendees create the right measures of success.
- What are the sustainable measures needed for successful outsourcing results?
- What are the processes that should be in place?
- How do how you use measures to achieve successful outsourcing deals?


Tuesday, 17 September, 2019 02:15 PM|Tuesday, 17 September, 2019 03:00 PM
Trends in Sourcing and Procurement Technology Solutions
Magnus Bergfors, Sr Director Analyst, Gartner

IT procurement teams can use general sourcing and procurement applications to execute sourcing events, negotiate contract terms and manage vendor relationships. IT Sourcing, Procurement and Vendor Management leaders need to understand the applications and vendors in the market to engage them effectively.
What applications make up the sourcing and procurement market?
Who are the key vendors in this market?
How can IT procurement leaders leverage these tools?


Tuesday, 17 September, 2019 02:15 PM|Tuesday, 17 September, 2019 03:00 PM
Ask the Expert: Facilitate Business Growth With Effective Collaboration Between Procurement and ITAM
Ryan Stefani, Sr Principal Analyst, Gartner
Rob Schafer, Sr Director Analyst, Gartner

The onslaught of challenging and disruptive technologies (i.e., digital business, IoT, IA, robotics), deployment methods, consumption models, and vendors are challenging how organizations acquire and manage technology. Close, effective collaboration between Procurement and ITAM is a key success prerequisite to managing these challenges — and turning them to your advantage.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Tuesday, 17 September, 2019 02:15 PM|Tuesday, 17 September, 2019 03:00 PM
Case Study: Bertelsmann SE & Co. KGaA – Driving Sourcing’s Value Contribution with an IT Sourcing Hub
Dirk Kunz, Vice President, Head of Corporate IT-Sourcing, Bertelsmann SE & Co. KGaA
Sebastian Michel-Wildner, Senior Director, Category Manager Communication, IT-Sourcing, Bertelsmann SE & Co. KGaA

This case study shows how Bertelsmann's Corporate IT Sourcing has developed a holistic tool-based approach to streamline, standardize and accelerate its processes of developing category strategies, while also involving category teams staffed by colleagues from different business units. Key topics will include:

● Blueprint for digital transformation of strategic category management

● Using AI to observe and manage markets and Increased efficiency

● Continuous collaboration with stakeholders and partners


Tuesday, 17 September, 2019 02:15 PM|Tuesday, 17 September, 2019 03:00 PM
Measuring What Matters: Developing a Balanced Vendor Management Scorecard
Edward Weinstein, Sr Director Analyst, Gartner

This session will present the best practices for building an effective vendor performance scorecard. It will detail approaches to create business-based metrics and a balanced approach for presenting vendor performance.
How can you develop vendor performance indicators that align to your business requirements?
What performance metrics will best represent these indicators?
How do you build a vendor scorecard to present these metrics?


Tuesday, 17 September, 2019 02:15 PM|Tuesday, 17 September, 2019 03:00 PM
Change Your Financial Models to Support Your Cloud Strategy
Luke Ellery, Sr Director Analyst, Gartner

IT and finance organizations struggle to accurately evaluate the financial impact of on-premises to cloud migration. This session will help you accurately quantify the costs and benefits of a cloud migration strategy. What are the hidden costs of cloud that you need to include in your financial models? How can you support your cloud strategy by accurately comparing on-premises to cloud financials? How do you ensure you have complete visibility and clarity of all cloud switching and exit costs?


Tuesday, 17 September, 2019 02:15 PM|Tuesday, 17 September, 2019 03:45 PM
Hack Your Culture to Overcome Organizational Culture Hurdles in Communicating About Sourcing
Katie Gove, Sr Director Analyst, Gartner

Join us for a hands on workshop to develop contextually specific messaging about the value of your sourcing, procurement and vendor management work. A critical capability for any SPVM organization is to be able to identify, measure, and communicate the value of its work. This can be hard to do unless we are very good at communicating about business outcomes, strategic value, vendor risk management, and continuous collaboration. Complicating this further is that often, our organizational culture prioritizes other messages over value-oriented ones. Our workshop will give us a chance to apply several key tools and techniques for hacking this problem and overcoming significant hurdles in communicating about sourcing.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Tuesday, 17 September, 2019 03:15 PM|Tuesday, 17 September, 2019 03:45 PM
Solution Provider Sessions


Tuesday, 17 September, 2019 03:45 PM|Tuesday, 17 September, 2019 04:15 PM
Refreshment Break

Join us for refreshments in a brief break between sessions.


Tuesday, 17 September, 2019 04:00 PM|Tuesday, 17 September, 2019 05:00 PM
Contract Negotiation Clinic: Negotiating With SAP (Repeat)
Bill Ryan, VP Analyst, Gartner

SAP continues to evolve its business model to facilitate its transition to the HANA Platform and S/4HANA ERP,and to support cloud services’ growth. This interactive clinic will help sourcing and vendor procurement leaders to recognize and respond to changes in SAP’s product offerings and pricing metrics and explore negotiating tactics in order to mitigate risk and maximize deal value.
This is a repeat session.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Tuesday, 17 September, 2019 04:00 PM|Tuesday, 17 September, 2019 05:00 PM
Contract Negotiation Clinic: Optimizing IaaS Negotiations for Microsoft Azure,Google and Amazon Web Services (Repeat)
Dolores Ianni, Sr Director Analyst, Gartner
Pamela Wheelwright, Sr Director Analyst, Gartner

Negotiations on large IaaS agreements often involve substantial commitments and risk. Each cloud vendor has their own set of standards and exceptions that implicate the pricing outcome. In this interactive clinic, we will review the critical differences and similarities to be aware of when negotiating with these competing cloud providers to assist in achieving the most optimal contract.
This is a repeat session.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Tuesday, 17 September, 2019 04:15 PM|Tuesday, 17 September, 2019 05:00 PM
Driving Business Outcomes Through Vendor Selection and Contracting
Fabio Di Capua, Sr Director Analyst, Gartner
Gilbert van der Heiden, Distinguished VP Analyst, Gartner

IT service providers are hired to solve business problems, yet many contracts are written so that the customer carries all the risk and the supplier none. This presentation explains how to contract for business outcomes.
● How do you know when a contract is suitable for business outcomes?
● How should you define measurable business outcomes?
● How can you negotiate outcome contracts with business outcomes?


Tuesday, 17 September, 2019 04:15 PM|Tuesday, 17 September, 2019 05:00 PM
Vendor Risk Management Is Now a Must-Have Discipline
Christopher Ambrose, VP Analyst, Gartner

Vendor risk management isn’t just required in highly regulated industries, it’s good practice in all industries. But today’s approaches are mired in lengthy and complex assessment surveys that span a variety of threats and risks. This session will discuss how to improve and enhance your model for managing vendor risks. Why is vendor risk management important now? What are the current best practices in a vendor risk management life cycle? How can you improve the efficiency and value of your vendor risk management programs?


Tuesday, 17 September, 2019 04:15 PM|Tuesday, 17 September, 2019 05:00 PM
Best Practice in Negotiating Cloud-Based Infrastructure Contracts
Mark Ray, Sr Director Analyst, Gartner

Cloud-based solutions such as Infrastructure as a Service (IaaS) have unique attributes and requirements with frequent changes as the market matures. This session will provide sourcing and procurement managers with key attributes and contract examples to help organizations understand issue spotting and how to negotiate deals. Key issues:
- What are the differences between traditional and emerging cloud based contracts?
- What opportunities do you have when negotiating these contracts?
- What do you do to limit risk via the contracts?


Tuesday, 17 September, 2019 04:15 PM|Tuesday, 17 September, 2019 05:00 PM
How to Build a Three-Year Roadmap for Cost Optimization
James Anderson, Sr Director Analyst, Gartner

IT leaders are under continuous pressure to cut costs and/or deliver more with fewer resources. Use the concept of this roadmap as a communication device to socialize and gain buy-in from enterprise partners for evolving your enterprise’s IT cost optimization initiatives. How can you gain IT cost optimization stakeholder buy-in? What are the key activities to ensure a path toward IT cost optimization? How can you create a roadmap framework for communicating a vision?


Tuesday, 17 September, 2019 04:15 PM|Tuesday, 17 September, 2019 05:00 PM
Ask the Expert: Are They Secure? Assessing Clouds, Partners and Suppliers
Jay Heiser, VP Analyst, Gartner

The digital business must trust a growing set of external entities,including cloud services,professional services,suppliers and other intimately connected organizations. Typical questions that may be asked in this session include: Will they infect you with malware? Will they safely protect your information? How do other organizations scale themselves to assess the security risk represented by hundreds,or thousands,of external parties?

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Tuesday, 17 September, 2019 04:15 PM|Tuesday, 17 September, 2019 05:00 PM
Making the Move From On-Premises Software to Software as a Service: Executing an Effective Sourcing Strategy With Your Incumbent Vendors
Matt Corsi, Sr Director Analyst, Gartner

The majority of legacy software vendors are retiring their on-premise licensing models in favor of subscription-based services, which drive increased revenues and dependency. In this session,we will cover:

● How to determine the end of life dates for your on-premise licenses?

● When do you need to engage to have leverage with an incumbent vendor?

●How to create and execute an effective sourcing strategy that identifies viable alternatives and drives down costs with your incumbent vendor?


Tuesday, 17 September, 2019 04:15 PM|Tuesday, 17 September, 2019 05:00 PM
Managing Software Assets in a Cloudy World
Ryan Stefani, Sr Principal Analyst, Gartner

With the continued adoption of "as a service" software delivery models,IT Asset Managers must shift their focus to managing software assets in cloud computing environments. In this session,you will learn how cloud computing is impacting SAM strategies and be prepared to address the impacts within your organization. What impact is cloud computing having on SAM? What’s SAM’s role in managing cloud assets? How can SAM adapt to meet the demand to manage cloud assets?


Tuesday, 17 September, 2019 04:15 PM|Tuesday, 17 September, 2019 05:45 PM
Workshop: ITScore for IT Vendor Management
Joanne Spencer, Sr Director Analyst, Gartner

Maturing your vendor management program starts by understanding your current maturity and mapping out a plan for reaching your desired state. Gartner's new ITScore model for IT vendor management provides the ability to quickly perform this assessment. This session will provide you with the tools to assess your IT vendor management maturity and build out your roadmap for advancing your organization's maturity.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Tuesday, 17 September, 2019 05:15 PM|Tuesday, 17 September, 2019 05:45 PM
How Augmented Reality and New Workplace Technologies Will Change the Way We Work
Daniel Barros, VP Analyst, Gartner

Augmented reality, intelligent automation, advanced analytics, virtual agents, IoT are reshaping the way employees interact in their workplace environment. This session will examine how these emerging technologies can be used to enhance collaboration and performance, and how organizations can leverage its sourcing network to initiate the adoption of these technologies. What are the emerging workplace technologies? What are some examples of how they are being applied today? How can I start the adoption of these technologies in my organization?


Tuesday, 17 September, 2019 05:15 PM|Tuesday, 17 September, 2019 05:45 PM
Calculating and Communicating the Benefits of Vendor Management
Yanni Karalis, Sr Director Analyst, Gartner

Vendor management leaders are challenged to prove their value to the business. In this session,we’ll provide examples of how to calculate and communicate hard metrics like financial value and less objective and tangible measures.
- How do you calculate financial value of the vendor management organization?
- What intangible benefits does vendor management offer?
- What are the best methods to communicate financial and nonfinancial benefits?


Tuesday, 17 September, 2019 05:15 PM|Tuesday, 17 September, 2019 05:45 PM
Use Total Cost of Ownership to Optimize Costs and Uncover Savings Opportunities
Miguel Cossio, Sr Principal Analyst, Gartner

Reducing costs is top of mind for IT sourcing and procurement leaders,yet a narrow unit price focus can drive higher costs. This session provides an actionable framework used by leading procurement organizations to ensure cost savings consistently reach the bottom line.
How do you drive TCO adoption into foundational sourcing and procurement processes,and then identify and harvest the ripest opportunities for TCO-based cost savings?


Tuesday, 17 September, 2019 05:15 PM|Tuesday, 17 September, 2019 05:45 PM
Use Procurement and Sourcing Analytics to Be More Data Driven
Magnus Bergfors, Sr Director Analyst, Gartner

Analytics capabilities within the procurement and sourcing solutions market are evolving. This session will discuss the specific types of analytics solutions and their use cases. How and where can procurement and sourcing professionals use analytics to become more data driven?


Tuesday, 17 September, 2019 05:15 PM|Tuesday, 17 September, 2019 05:45 PM
Magic Quadrant for Software Asset Management Tools
Roger Williams, Sr Director Analyst, Gartner

This session will focus on the Magic Quadrant for Software Asset Management Tools. It will highlight the latest trends in the SAM tools market, review the vendors having the most impact on the market, and highlight other Gartner resources that can help guide your SAM tool investments.


Tuesday, 17 September, 2019 05:15 PM|Tuesday, 17 September, 2019 05:45 PM
Magic Quadrant for Hybrid Infrastructure Managed Services
Mark Ray, Sr Director Analyst, Gartner
Claudio Da Rold, Distinguished VP Analyst, Gartner

This session provides an overview of the 2019 European data center outsourcing and Hybrid Infrastructure Managed Services Magic Quadrant and Critical Capabilities. This session will examine the providers of legacy systems management,private and public cloud,and edge compute for IoT.


Tuesday, 17 September, 2019 05:15 PM|Tuesday, 17 September, 2019 06:00 PM
Ask the Expert: Create Sustainable Outsourcing Measures Using Technology and Business Outcomes
William Maurer, VP Analyst, Gartner

Organizations outsourcing IT services should require solution measurement plans that support business goals. Sourcing, procurement and vendor management leaders should use this research to create sustainable measures and processes that focus on technology and business outcomes. This interactive ask the expert session will help clients understand how to use measures and achieve successful outsourcing deals.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Wednesday, 18 September, 2019 08:00 AM|Wednesday, 18 September, 2019 03:45 PM
Registration and Information

Registration and information hours for the day.


Wednesday, 18 September, 2019 08:30 AM|Wednesday, 18 September, 2019 10:00 AM
Workshop: Building an Effective ITAM Roadmap
Ryan Stefani, Sr Principal Analyst, Gartner

IT asset management is a practice that most organizations recognize the need for,but have a hard time when starting to build an effective ITAM program. This workshop will provide you with valuable insights that will help you establish your ITAM roadmap and execute an effective ITAM program.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Wednesday, 18 September, 2019 08:45 AM|Wednesday, 18 September, 2019 09:15 AM
Negotiating SaaS Contract ABCs: APIs, Bots and Consumption
Christiaan Murphy, Sr Director Analyst, Gartner

New metrics (APIs, Bots, etc.) are showing up in today’s SaaS contracts. This session will show how to negotiate SaaS contracts in a world of newer metrics and growing requirements for consumption-based pricing. How do you better meet the needs of digital business by negotiating SaaS terms and aligning costs with value?


Wednesday, 18 September, 2019 08:45 AM|Wednesday, 18 September, 2019 09:15 AM
How IT Finance and IT Procurement Can Collaborate With the CFO to Optimize Cost
Jim McGittigan, VP Analyst, Gartner

To successfully fund innovation and digital business initiatives,procurement and IT must partner with IT Finance to optimize both enterprise IT and business costs. This requires procurement leaders to collaborate with IT to first demonstrate capabilities in how to effectively manage IT costs,and then to partner with IT Finance to leverage technology to optimize cost across the enterprise. What are the best practices to get procurement,IT and IT Finance to partner and collaborate to optimize IT and enterprise spend?


Wednesday, 18 September, 2019 08:45 AM|Wednesday, 18 September, 2019 09:15 AM
Midsize Enterprise Procurement: The Good, the Bad and the Ugly
Fabio Di Capua, Sr Director Analyst, Gartner

Midsize enterprises face different challenges than their larger, and global peers when sourcing. This session will analyze the challenges MSEs face in choosing solutions and service providers and provide best practices based on case studies for how to speed up the sourcing process and improve time to value.


Wednesday, 18 September, 2019 08:45 AM|Wednesday, 18 September, 2019 09:15 AM
The Art of Managing Your Most Strategic IT Vendor Relationships
Joanne Spencer, Sr Director Analyst, Gartner

You rely on your strategic IT vendors to do more than "keep the lights on," you need them to help your business succeed. Keeping them from managing you though can be a challenge. This session will help you maneuver through these most complex relationships to drive real-business value. What actions can we take to establish a strategic vendor management program? How can you create shared objectives with these vendors? How can relationship management maintain alignment of both parties objectives?


Wednesday, 18 September, 2019 08:45 AM|Wednesday, 18 September, 2019 09:15 AM
GeoPolitics — Buying IT Services in a World of Deglobalization and Brexit
David Groombridge, VP Analyst, Gartner

For many years IT services have become increasingly globalized, delivered from offshore and nearshore locations. This model is threatened by recent geopolitical trends. This session will describe:

● What geopolitical events threaten the global delivery model?

● What is the potential impact of these events?

● How should organizations mitigate the risk of such impact?


Wednesday, 18 September, 2019 08:45 AM|Wednesday, 18 September, 2019 09:15 AM
Select the Right SAM Tool to Reduce Risk, Optimize Cost and Improve Decisions
Roger Williams, Sr Director Analyst, Gartner

Software asset management tools have become popular; however, their diverse data requirements make the selection process challenging. By ensuring their SAM tool delivers four primary capabilities, infrastructure and operations leaders will choose the right SAM tool to support their enterprise goals. How can you ensure that SAM tool investments will deliver on their promises?


Wednesday, 18 September, 2019 08:45 AM|Wednesday, 18 September, 2019 09:30 AM
Ask the Expert: How to Drive a Hard Bargain When Negotiating Network Services
Katja Ruud, Sr Director Analyst, Gartner

This session will provide you with the opportunity to ask the expert about how to best plan for negotiating network renewals with the service providers. Cost optimization tips and tactics will be offered to aid procurement managers for both new network contracts and renewal considerations.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Wednesday, 18 September, 2019 09:30 AM|Wednesday, 18 September, 2019 10:00 AM
Developing a Framework for Segmenting Your IT Vendors
Christopher Ambrose, VP Analyst, Gartner

Vendor management leaders must develop a governance model based on a segmentation of their IT vendors. Segmentation should differentiate vendors based on their criticality and value to the business. What methods and criteria should be used when segmenting your IT vendors?


Wednesday, 18 September, 2019 09:30 AM|Wednesday, 18 September, 2019 10:15 AM
Developing the Vision, Strategy and Plan to Execute Digital Infrastructure
Claudio Da Rold, Distinguished VP Analyst, Gartner

Your next infrastructure-managed service contracts must be cloud-first and support IoT and digital business beyond 2020. Learn how to dramatically improve your performances:
How can you address unknown business priorities and transformation requirements in your SOW?
How can you develop a compelling sourcing strategy for digital infrastructure in weeks?
How do you select managed service providers in 90 minutes and negotiate contracts in three months?


Wednesday, 18 September, 2019 09:30 AM|Wednesday, 18 September, 2019 10:15 AM
Ask the Expert: How Can You Introduce Agility into Public Sector Procurement?
Yanni Karalis, Sr Director Analyst, Gartner

Public sector Procurement leaders are constrained with regulation that restricts them from accelerating certain procurement projects even if they want to. In this session we will investigate a number of approaches that can be taken to potentially create speed without operating outside the legal framework of the given public entity.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Wednesday, 18 September, 2019 09:30 AM|Wednesday, 18 September, 2019 10:15 AM
Best Practice in Negotiating Cloud-Based Infrastructure Contracts (Repeat)
Stephanie Stoudt-Hansen, Sr Director Analyst, Gartner

Cloud-based solutions such as Infrastructure as a Service (IaaS) have unique attributes and requirements with frequent changes as the market matures. This session will provide sourcing and procurement managers with key attributes and contract examples to help organizations understand issue spotting and how to negotiate deals. Key issues:
- What are the differences between traditional and emerging cloud based contracts?
- What opportunities do you have when negotiating these contracts?
- What do you do to limit risk via the contracts?
(Repeat)


Wednesday, 18 September, 2019 09:30 AM|Wednesday, 18 September, 2019 10:15 AM
How to Create a Sourcing Strategy (Repeat)
Luke Ellery, Sr Director Analyst, Gartner

The foundation for successful sourcing is a business and IT aligned strategy. However, most sourcing strategies are stale, focusing on outdated IT categories. This session will cover the steps involved in developing, socializing and supporting a compelling IT and business aligned sourcing strategy:
Which stakeholders should be included in defining your sourcing strategy?
What are the steps involved in building a business and IT aligned sourcing strategy?
How do you socialize the strategy and gain awareness and acceptance? (Repeat)


Wednesday, 18 September, 2019 09:30 AM|Wednesday, 18 September, 2019 10:30 AM
Contract Negotiation Clinic: Oracle (Repeat)
Melanie Alexander, Director Analyst, Gartner
Rob Wilkes, Sr Director Analyst, Gartner

Negotiating with Oracle can pose specific challenges. This clinic will help you to navigate the key trends, protect against risk and manage costs by addressing how to negotiate the best possible Oracle contract, how to uncover hidden costs and audit risks, and how to maximize leverage during your Oracle negotiations.
This is a repeat session.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Wednesday, 18 September, 2019 10:15 AM|Wednesday, 18 September, 2019 10:45 AM
Refreshment Break

Join us for refreshments in a brief break between sessions.


Wednesday, 18 September, 2019 10:45 AM|Wednesday, 18 September, 2019 11:30 AM
Plan for Megavendor Bring Your Own Licence Policies When Moving to the Cloud
Roberto Sacco, Sr Director Analyst, Gartner

IBM, Microsoft, Oracle and SAP allow you to move software licenses to the cloud under their own rules and policies about which licenses can be hosted where and how to calculate the requirement. How can we identify the nuances of each provider’s policies and reduce risks of noncompliance and potentially large unbudgeted fees.


Wednesday, 18 September, 2019 10:45 AM|Wednesday, 18 September, 2019 11:30 AM
Ask the Expert: How to Make Metrics and KPIs That Work
James Anderson, Sr Director Analyst, Gartner

Many IT leaders are challenged to overcome the perception from stakeholders that they don’t truly understand “the Business.” Join this interactive session to ask questions such as: How can I create KPIs and Metrics to help evolve the perception of IT as a Business Partner? How can I make KPIs and metrics that influence business decision making?

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Wednesday, 18 September, 2019 10:45 AM|Wednesday, 18 September, 2019 11:30 AM
Responding to the Increasing Demand for Nearshore IT and Business Services
Katie Gove, Sr Director Analyst, Gartner

Political, geographic, digital and technology drivers are establishing a need for proximity as a critical factor in any modern sourcing capability that needs to be able to draw talent, resources, technology, and services from the best source. What are the trends, drivers,models and locations in the EMEA nearshore supply market for services,resources and captive and outsourced centers?


Wednesday, 18 September, 2019 10:45 AM|Wednesday, 18 September, 2019 11:30 AM
Unpacking Blockchain Myths From the Reality
David Groombridge, VP Analyst, Gartner

Blockchain has transcended its bitcoin-related origins to reveal itself as a disruptive collection of technologies that can have an enormous impact on business and society. In this session, we discuss how you can cut through the hype and apply blockchain for maximum benefit. What is the current state of the blockchain market? What we can expect from blockchain in the near future? How should enterprises proceed with blockchain initiatives?


Wednesday, 18 September, 2019 10:45 AM|Wednesday, 18 September, 2019 11:30 AM
How Redefining IT Asset Management Will Enable Business Transformation for the Digital Age
Pamela Wheelwright, Sr Director Analyst, Gartner

Digital technology continues to disrupt enterprises with new solutions, terminology, and asset classes. This session will cover the impacts that require leaders responsible for ITAM to evolve their program and recommendations to incorporate changes and meet increased demand from digital business initiatives.


Wednesday, 18 September, 2019 10:45 AM|Wednesday, 18 September, 2019 11:30 AM
Managing the Performance and Risk of SaaS Vendors
Eugene Quillen, Sr Director Analyst, Gartner

The use SaaS can increase risks that are different from managing traditonal software and services. This session will provide guidance on how to best manage risk, performance, and cost. What are the key SLAs and performance criteria to ensure application uptime and performance? What questions should I ask to determine the dependency and risk of a SaaS application, and how can I mitigate these risks? What tools can be purposed to discover, optimize consumption, and measure the performance of SaaS applications?


Wednesday, 18 September, 2019 10:45 AM|Wednesday, 18 September, 2019 11:30 AM
IT Outsourcing Contracts — From Structure and Content to Proper Uses
William Maurer, VP Analyst, Gartner

Dedicated sourcing, procurement and relationship managers all too often achieve suboptimal results when working with outsourcing vendors . The biggest challenge is achieving a fair contract, including what can/can’t be negotiated, exiting cloud contracts, establishing risk-management processes, and driving provider behavior. This session provides attendees key take-aways on how to best negotiate their outsourcing deals.


Wednesday, 18 September, 2019 10:45 AM|Wednesday, 18 September, 2019 11:45 AM
Contract Negotiation Clinic: Network Sourcing and Contracting Best Practices (Repeat)
Katja Ruud, Sr Director Analyst, Gartner

(Repeat Session) Enterprises spend between 5% and 15% of their IT budget on their networks. However, the continual evolution of enterprise demands, combined with rapidly changing market offerings and pricing options, mean that enterprises need to continually review their network sourcing and contracting to ensure they are getting the optimum balance of price, quality and flexibility. This clinic will offer best practices for network sourcing and contracting and enable discussion of how these might apply to the participants environments.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Wednesday, 18 September, 2019 10:45 AM|Wednesday, 18 September, 2019 11:45 AM
Contract Negotiation Clinic: Negotiating With Microsoft (Repeat)
Roberto Sacco, Sr Director Analyst, Gartner

IT procurement leaders are often challenged by negotiating effective Microsoft Enterprise Agreements and renewals because of the complexity of Microsoft’s licensing models and the number of options and use rights that have to be considered. This clinic will guide customers to understand these complexities and plan an effective negotiation strategy. This is a repeat session.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Wednesday, 18 September, 2019 10:45 AM|Wednesday, 18 September, 2019 12:15 PM
Workshop: Managing the Shift From On-Premises Capex to Cloud Opex
Jim McGittigan, VP Analyst, Gartner

Cloud-based services are being adopted at an ever-increasing rate due to the need for agility to deliver value in a digital world. Often this comes with a significant shift from capex to opex. This workshop gives you actionable techniques to effectively manage that transition.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Wednesday, 18 September, 2019 11:45 AM|Wednesday, 18 September, 2019 12:30 PM
Reduce Security Risks by Mastering Cloud Contracts and Security Standards
Stephanie Stoudt-Hansen, Sr Director Analyst, Gartner

Sourcing leaders must leverage contractual security articles to address business risks when sourcing public cloud services. This session will provide best practices to protect your organization’s interests when negotiating cloud and data agreements,including a "Cloud Placemat". What security clauses should you address in cloud contracts? How do you address all known and unknown cloud risks? What options exist if you are unable to address security risks in the contract?


Wednesday, 18 September, 2019 11:45 AM|Wednesday, 18 September, 2019 12:30 PM
Sourcing Agile Development With Effective Contracts, Metrics and Integration
Fabio Di Capua, Sr Director Analyst, Gartner

Agile development will deliver change to the business faster. Sourcing managers must effectively contract for agile development services with DevOps elements to integrate operations and optimize the maintainability of whatever the agile project delivers. The goal is a successful agile project though implementing an effective contract, metrics and maintenance integration. This session examines:
What are the prerequisites for successful agile projects?
What contract model should you apply?
What performance metrics should you include?


Wednesday, 18 September, 2019 11:45 AM|Wednesday, 18 September, 2019 12:30 PM
Use Gartner’s S-A-V-E Methodology to Collaborate for Cost Optimization
Jo Ann Rosenberger, Distinguished VP Analyst, Gartner

IT financial leaders are challenged to continuously maintain cost optimization results. Gartner’s S-A-V-E methodology is based on four actionable steps to create collaborative cross-team savings communities to identify,validate and report innovative cost optimization ideas. How can you harness the expertise of key IT leaders and staff to identify savings opportunities? What is the best framework for analyzing IT spend categories to identify savings opportunities? How can you analyze & validate savings opportunities,and report actualized savings?


Wednesday, 18 September, 2019 11:45 AM|Wednesday, 18 September, 2019 12:30 PM
Outlook for Cloud Security 2019
Jay Heiser, VP Analyst, Gartner

Cloud security remains a top priority. This presentation summarizes the problems, recommended processes, and new product types to address three key issues:
What are the unique risks associated with public cloud service providers, and how can they be controlled?
What are the unique security challenges of IaaS and how can they be mitigated?
What are the unique control challenges of SaaS, and how can they be addressed?


Wednesday, 18 September, 2019 11:45 AM|Wednesday, 18 September, 2019 12:30 PM
Ask the Expert: Building the Business Case that Demonstrates the Value of ITAM
Ryan Stefani, Sr Principal Analyst, Gartner

In this session, we will discuss how to develop an effective ITAM business case to obtain the support and investments needed to mature ITAM. Typical questions that maybe asked include: What business relevant objectives does an investment in IT Asset Management support? Where do IT asset managers find data to support their business case? How do you clearly articulate what is needed to mature ITAM within the organization?

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Wednesday, 18 September, 2019 11:45 AM|Wednesday, 18 September, 2019 12:30 PM
Three Critical Elements of a Successful SAM Tool Implementation
Matt Corsi, Sr Director Analyst, Gartner

The cost and effort of implementing SAM tools are often underestimated,resulting in pre-purchase expectations that are not met. IT asset management leaders must ensure they have accurate license entitlement data,sufficient resources and objectives to support a successful outcome. How do you ensure that you have software entitlement data and consumption data to support your tool implementation? How do you determine the scope of your SAM tool implementation? What are the key considerations when resourcing a SAM tool implementation?


Wednesday, 18 September, 2019 11:45 AM|Wednesday, 18 September, 2019 12:30 PM
Reduce Risks and Costs in Artificial Intelligence and RPA Software and SaaS Deals 
Melanie Alexander, Director Analyst, Gartner

AI and RPA software deals introduce complexities in negotiating software and SaaS contracts. The technologies are consistently evolving, yet vendors are low on the contractual maturity scale.
- What are the key differences between AI/RPA vs. traditional software and SaaS deals and why do they matter?
- What contract terms which must be negotiated to prevent loss of critical IP?
- What are the other key contract terms needed to minimize risks?


Wednesday, 18 September, 2019 12:00 PM|Wednesday, 18 September, 2019 12:45 PM
Ask the Expert: GDPR and IT Procurement — What to Be Aware of and Steps to Take Toward Compliance
Yanni Karalis, Sr Director Analyst, Gartner

The GDPR impacts the contracting phase of a technology product or services acquisition, as compliance is a necessity even when outsourcing personal data processing activities. Technology sourcing and vendor management leaders must include privacy requirements at the earliest possible stage to maintain a compliant operation. Typical questions that may be asked here include: What are those requirements? How can I work towards mitigating GDPR related risks?

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Wednesday, 18 September, 2019 12:30 PM|Wednesday, 18 September, 2019 01:30 PM
Networking Lunch

Join other attendees for lunch and take advantage of the opportunity to network and catch up on the day's activities so far.


Wednesday, 18 September, 2019 01:00 PM|Wednesday, 18 September, 2019 02:30 PM
Workshop: ITScore for IT Vendor Management
Joanne Spencer, Sr Director Analyst, Gartner

Maturing your vendor management program starts by understanding your current maturity and mapping out a plan for reaching your desired state. Gartner's new ITScore model for IT vendor management provides the ability to quickly perform this assessment. This session will provide you with the tools to assess your IT vendor management maturity and build out your roadmap for advancing your organization's maturity.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Wednesday, 18 September, 2019 01:15 PM|Wednesday, 18 September, 2019 02:15 PM
Contract Negotiating Clinic: Negotiating Software Maintenance Renewals for Cost Optimization (
Rob Wilkes, Sr Director Analyst, Gartner

Software support and maintenance costs continue to rise, from 12% to 18% up to 21% to 25% for many providers. But are you getting any more value in return? This clinic will explore how to negotiate maintenance and support renwals to optimize costs, taking into consideration such factors as the degree to which you utilize the provider's support offerings, the likelihood of utilizing upgrades, and the ability to leverage alternative providers at a lower cost.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Wednesday, 18 September, 2019 01:30 PM|Wednesday, 18 September, 2019 02:15 PM
Options to Turn Escalating Software Maintenance Support Costs Into Savings
Rob Wilkes, Sr Director Analyst, Gartner

Software support and maintenance costs have been rising steadily but the value often decreases. This session examines a variety of options you have to reduce your support costs and in some cases cancel them completely. How do you reduce the already high but increasing support costs? How do you evaluate what benefit, if any you receive? How do you evaluate the risk of moving away from vendor support?


Wednesday, 18 September, 2019 01:30 PM|Wednesday, 18 September, 2019 02:15 PM
Ask the Expert: Identifying and Resolving SAP Indirect and Digital Access Risk
Bill Ryan, VP Analyst, Gartner

SAP customers can now use transaction-based licensing to address indirect and digital access. But, it requires careful financial modeling, guardrails to contain costs, and SAP’s agreement that the negotiated outcome is comprehensive. Attend this session to ask questions about how to identify indirect and digital access risk within your organization and how to negotiate a resolution from a position of strength.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Wednesday, 18 September, 2019 01:30 PM|Wednesday, 18 September, 2019 02:15 PM
How Procurement Can Better Align With Sourcing and Vendor Management
Matt Corsi, Sr Director Analyst, Gartner

IT procurement can provide significant business value when it is aligned with its internal partners. This session will address how IT procurement can reduce costs and risks when working closely with sourcing and vendor management. What are the core activities in IT procurement? How can these activities be aligned with sourcing and vendor management’s role? What organizational models best enable this alignment?


Wednesday, 18 September, 2019 01:30 PM|Wednesday, 18 September, 2019 02:15 PM
Negotiating Network Services Contracts for Price, Quality and Flexibility
Katja Ruud, Sr Director Analyst, Gartner

Enterprises spend between 5% and 15% of their IT budget on their networks. The continual evolution of enterprise demands, combined with rapidly changing market offerings and pricing options, mean that enterprises need to continually review network sourcing and contracting to ensure optimum balance of price, quality and flexibility. This session will explore: What is the current state of the network market? Which network sourcing and contracting practices deliver best service results? How can network contracts be optimized for cost?


Wednesday, 18 September, 2019 01:30 PM|Wednesday, 18 September, 2019 02:15 PM
Ask the Expert: Microsoft Dynamics 365 Licensing and Negotiation
Ben Jepson, Sr Principal Analyst, Gartner

Sourcing leaders are challenged to understand the complex licensing options for Microsoft’s Dynamics 365. The variance in options and price structures can substantially impact costs. In this session, delegates will have an opportunity to ask questions about licensing and how to achieve the optimal Dynamics 365 contract.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Wednesday, 18 September, 2019 01:30 PM|Wednesday, 18 September, 2019 02:15 PM
Everything You Wanted to Know About Cloud,but Were Afraid to Ask
David Groombridge, VP Analyst, Gartner

Sourcing is increasingly engaged to negotiate and understand cloud as its popularity increases. The options and the ability to negotiate vary greatly with the types of cloud implementation. This session explores:
- What are the reasons for moving to the cloud (cost,agility,digital transformation)?
- What are the risks associated with cloud and should you move mission-critical workloads (SAP,Oracle mainframe)?
- What are the differences in negotiation with main public cloud providers,MSPs and cloud brokerages?


Wednesday, 18 September, 2019 01:30 PM|Wednesday, 18 September, 2019 02:15 PM
ITAM’s High-Risk Endgame: Getting IT Asset Disposition (ITAD) Right
Rob Schafer, Sr Director Analyst, Gartner

ITAD is the critical final phase of the ITAM life cycle. This session will review the practical, best practice approaches to minimize ITAD’s dual material risks of data security and E-waste recycling: What are ITAD’s best-practice characteristics and services, and which ones are critical to your organization? How do you best navigate the current jumble of regional and local ITAD regulation – and minimize noncompliance risk? What criteria should you use to select a reliable, cost-effective ITAD vendor that can credibly minimize your global ITAD risk?


Wednesday, 18 September, 2019 01:30 PM|Wednesday, 18 September, 2019 02:15 PM
Use the MSI-SIAM Model to Optimize Multivendor Ecosystem Performance Management (Advanced)
Gilbert van der Heiden, Distinguished VP Analyst, Gartner

Managing end-to-end performance of multiple vendors is becoming increasingly difficult with cloud,communications and IoT providers entering you in your ecosystem. We examine how the MSI-SIAM model can optimize multivendor performance. Key issues include: What is the purpose of the MSI-SIAM role? How to evaluate and select providers that can provide SIAM support? How you can optimally govern this environment?


Wednesday, 18 September, 2019 02:15 PM|Wednesday, 18 September, 2019 02:45 PM
Refreshment Break

Join us for refreshments in a brief break between sessions.


Wednesday, 18 September, 2019 02:45 PM|Wednesday, 18 September, 2019 03:30 PM
Closing Guest Keynote: Speed...
Michael Johnson, Four Time Olympic Gold Medalist,

Michael Johnson’s name is synonymous with speed. The best 200/400 metre sprinter in the history of the sport of athletics, he dominated the international scene, winning gold in four Olympics and nine World Championships. Michael will readily admit that he was born with natural ability, but becoming the fastest in the world is only achieved through deliberate strategy and dedication. In this keynote session, Michael will speak about the importance of setting and committing to goals, the need to confront and overcome weaknesses rather than trying to go around obstacles, how he performed in the face of intense pressure and the importance of adapting to new technologies and competitive environments to attain speeds that haven’t previously been thought possible.


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