Agenda / By Track

Wednesday, 26 September, 2018 08:15 AM|Wednesday, 26 September, 2018 09:00 AM
Welcome and Introduction to the Senior Leadership Circle

Join us for this introduction to the Senior Leadership Circle program. We'll give you an overview of what to expect over the next three days and give you a chance to meet your fellow senior leaders.

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

Wednesday, 26 September, 2018 03:45 PM|Wednesday, 26 September, 2018 05:15 PM
Senior Leadership Circle Workshop: Mastering the Art of Storytelling to Engage and Influence
Hank Barnes, VP Distinguished Analyst, Gartner

Leaders drive change. To get their ideas embraced requires building understanding, interest and support across the organization. But too often, the people that change impacts wonder why it is happening in the first place. Storytelling can help. Great stories establish context and communicate with emotion. This workshop explores proven storytelling techniques and offers attendees the opportunity to craft stories, getting immediate feedback from their peers and the moderator.

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

Thursday, 27 September, 2018 10:30 AM|Thursday, 27 September, 2018 12:00 PM
Senior Leadership Circle Workshop: Measuring the Value From Sourcing, Procurement and Vendor Management
Christopher Ambrose, Research VP, Gartner

The most common measure of value in sourcing, procurement, and vendor management (S&VM) unfortunately remains cost savings. While cost savings is a necessary component, it's far from the only measure. S&VM leaders that want to move their organizations to the next level of maturity should embrace a value model that expands far beyond cost-only metrics. This workshop will provide guidance for creating a new value metrics for S&VM.

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

Thursday, 27 September, 2018 12:45 PM|Thursday, 27 September, 2018 01:45 PM
Senior Leadership Circle Lunch

Join this informal lunch to network and share experiences with your senior level peers. This is a great opportunity to discuss the topics that have been presented in the Senior Leadership Circle over the past 2 days.

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

Thursday, 27 September, 2018 02:00 PM|Thursday, 27 September, 2018 03:30 PM
Senior Leadership Circle Workshop: Six Ways to More Memorable Communication
Rob Geraghty, Executive Coach, Expert in Influence and Presenting

We’re all bombarded with different forms of communication every day. So you need to do things differently if you want your message to get through. This workshop will share 6 tried and tested principles that will help you to get heard by stakeholders. You can use the techniques when talking to your boss, when writing emails and when attending meetings. If you’ve struggled in the past to get people to listen to your ideas, this workshop will help you massively.

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

Friday, 28 September, 2018 08:45 AM|Friday, 28 September, 2018 10:15 AM
Senior Leadership Circle Workshop: Effective Steps to Create a Procurement, Sourcing and Vendor Management COE
Yanni Karalis, Research Director, Gartner

Lack of resources or inadequate governance and organizational structures impact the ability to coordinate sourcing, procurement and vendor management activities. A Center of Excellence (COE) is the governance model for effective sourcing strategies, policy creation, and continuous improvement across these activities. This session will help you assess your current state and develop actions for creating an effective COE.

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

Friday, 28 September, 2018 01:30 PM|Friday, 28 September, 2018 02:30 PM
Senior Leadership Circle: The Gartner Sourcing and Vendor Management Research Agenda, 2019 and Beyond

Join this session to give Gartner your feedback on the sourcing, procurement and vendor management research you’d be most interested in seeing over the next year. Come prepared to describe your most pressing challenges and biggest opportunities and to give your thoughts on what topics Gartner Research should focus on. This is your chance to help shape our future agendas.

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

Wednesday, 26 September, 2018 09:15 AM|Wednesday, 26 September, 2018 10:15 AM
Gartner Analyst Opening Keynote: Embrace Velocity and Innovation to Influence and Impact Business Performance
Bill Ryan, Research Director, Gartner
Joanne Spencer, Research Director, Gartner

Traditional Sourcing, Procurement, Vendor, Finance and Asset management disciplines have become antiquated as market forces drive the transition to digital business at scale. Stop the bypass! As leaders, you must collaborate with each other. Evolve and mature the skills and competencies necessary to influence stakeholder adoption of key technologies and solutions that enable growth while protecting the bottom line.


Wednesday, 26 September, 2018 11:00 AM|Wednesday, 26 September, 2018 11:45 AM
Can You Explain Your Sourcing Strategy to Your CEO? - And Why It Matters
Katie Gove, Research Director, Gartner
Katie Gove, Research Director, Gartner

Can you explain your sourcing strategy in business terms to your CEO (or any business unit head)? If not, this high-level session provides a practical guide to developing and evolving your sourcing strategy so that it helps businesses to win. Key issues: • Why does it matter and how can you do it? • How can you use business value measurements in sourcing strategies? • How can you make sourcing strategies sustainable and not just a paper event?


Wednesday, 26 September, 2018 03:45 PM|Wednesday, 26 September, 2018 04:30 PM
Three Steps to a Successful Supplier Management Solution Selection and Implementation
Magnus Bergfors, Research Director, Gartner

The pressure on vendor managers to do more with less is increasing. But the solution market for supply base management tools is fragmented and immature. This session will look at: • What do you need to do before selecting a solution? • What does the market for supply base management (SBM) tools look like? • How to approach a SBM solution implementation.


Wednesday, 26 September, 2018 04:45 PM|Wednesday, 26 September, 2018 05:30 PM
The Cloud Strategy Cookbook
Gregor Petri, Research VP, Gartner

The top question in cloud computing is "How do we build a comprehensive cloud strategy?" CIOs and vendor management leaders struggle with prioritization and creating a strategy to ensure cloud success. This session takes a "cookbook approach" to: •Building a cloud strategy, one service at a time •How to structure a cloud strategy •Principles that will guide you to that goal


Thursday, 27 September, 2018 09:00 AM|Thursday, 27 September, 2018 09:45 AM
Keynote: The World Turned Upside-Down: Sourcing for Value in Digital Business
Andy Kyte, VP & Gartner Fellow, Gartner

Digital Business demands a shift from waterfall projects and large monolithic applications to bimodal delivery models centered around Agile software development and a digital platform. As software structures and providers' ecosystems are transformed, the demands placed on finance and sourcing professionals will change radically. How can you leverage the Digital Storm for business and personal success?


Thursday, 27 September, 2018 10:30 AM|Thursday, 27 September, 2018 11:15 AM
Sourcing Strategy and Fast Selection Process for Hybrid Infrastructure Managed Services
Claudio Da Rold, VP Distinguished Analyst, Gartner

Many organizations are striving to manage their hybrid infrastructure strategy with accelerated cloud and edge adoption, while infrastructure sourcing decisions require a much faster time to market. This presentation will cover: •What is the state of the data center and hybrid infrastructure managed service providers market? •Strategic decisions that are driving toward the hybrid infrastructure? •The steps and data required to fast selection of global providers.


Thursday, 27 September, 2018 12:15 PM|Thursday, 27 September, 2018 12:45 PM
How to Achieve Effective SLAs and KPIs With Your Service Delivery Partners
Alan Stanley, Research Director, Gartner

Service-level agreements are important for driving the right behaviors with delivery partners. This session will highlight best practices around defining, measuring and establishing key SLAs, linking SLAs to business performance and leveraging value by formulating the right performance measures. This session will focus on: • How to develop KPIs and SLAs and ensure that contracted metrics are being met.


Thursday, 27 September, 2018 12:15 PM|Thursday, 27 September, 2018 01:00 PM
Roundtable: Women in IT (Repeat)

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.

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

Thursday, 27 September, 2018 03:45 PM|Thursday, 27 September, 2018 04:30 PM
What's New in Business Process Services?
Katie Gove, Research Director, Gartner
Katie Gove, Research Director, Gartner

Sourcing of business processes is changing. Automation, cloud and analytics are impacting the available capabilities in the market. This session looks at technologies delivering (or promising) benefits, the growing impact of industry-specific solutions, and the substantial changes in organizational and delivery models due to increased automation. Key Issues: • Which technologies are game-changers for BPS? • How will industry-specific solutions change the landscape? • Where will automation and analytics take us?


Friday, 28 September, 2018 08:45 AM|Friday, 28 September, 2018 09:15 AM
Driving Business Outcomes Through Vendor Selection and Contracting
Neil Barton, Research VP, 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?


Friday, 28 September, 2018 08:45 AM|Friday, 28 September, 2018 09:15 AM
Bimodal Sourcing, Procurement and Vendor Management Checklist and Practical Implementation Guide
Claudio Da Rold, VP Distinguished Analyst, Gartner

Bimodal sourcing is required to deliver fast on both IT industrialization and business innovation. Digital business increases the scope to be sourced from the external ecosystem, making sourcing capabilities a critical link for digital transformation. This focused presentation will provide practical answers to: •How to evaluate the SVM readiness for digital transformation and what are the practical steps to implement bimodal sourcing?


Friday, 28 September, 2018 09:30 AM|Friday, 28 September, 2018 10:15 AM
How Your Enterprise's Personality Impacts Your Ability to Engage and Influence
Hank Barnes, VP Distinguished Analyst, Gartner

The interplay of team member personalities impacts every change initiative. But there is a higher level enterprise personality at play as well. This session will: *Introduce Gartner's Enterprise Personality Profiles to earn how to capture attitudes toward technology initiatives *Provide you insights to apply them to set a context for collaboration and deeper engagement *Increase influence across buying teams


Friday, 28 September, 2018 10:45 AM|Friday, 28 September, 2018 11:30 AM
Staff Augmentation — You Are Using Temporary Workers, Do It Right
Gilbert van der Heiden, VP Distinguished Analyst, Gartner

Staff augmentation, contingent, temp. labor is a heavily utilized method for meeting delivery needs. But, are you using this delivery method correctly? Learn to hear the best practices for use of staff augmentation, how best to contract for staff augmentation. and how to govern temporary resources effectively. 1. When is it best to use staff augmentation resources? 2. What are the advantages and disadvantages with this resourcing model? 3. How can you best govern temporary resources?


Friday, 28 September, 2018 11:45 AM|Friday, 28 September, 2018 12:30 PM
Reduce Security Risks by Mastering Cloud Contracts and Security Standards
Daniel Barros, Research VP, Gartner

Sourcing and Vendor Management leaders must leverage contractual security articles to address risks when sourcing public cloud. This session will provide best practices to protect your company's interests when negotiating cloud and data agreements. Key issues: • What security clauses should you address? • Is it possible to contractually mitigate all risks? • What should you do if you are unable to address security risks?


Friday, 28 September, 2018 01:45 PM|Friday, 28 September, 2018 02:30 PM
Buying Breakdowns: Addressing Dysfunction in Technology Buying
Hank Barnes, VP Distinguished Analyst, Gartner

Analysis of B2B buying patterns reveals consistent issues that cause buying cycles to lengthen or create uncertainity that leads to no decisions. This session will explore the issues, offering ideas on how leaders can help their organizations and vendors address them together.


Wednesday, 26 September, 2018 11:00 AM|Wednesday, 26 September, 2018 11:45 AM
Trends in Technology Procurement and Contracting
Christopher Dixon, Principal Research Analyst, Gartner

The evolution of technology and its impact on technology procurement and contracting continues to accelerate. This presentation will review: • How the people, process, culture and technology must change to drive procurement in a digital world and meet business demands • How digital business, AI, IoT, automation and other drivers will change the way procurement organizations have to operate • How technology solutions are procured in a digital world


Wednesday, 26 September, 2018 03:45 PM|Wednesday, 26 September, 2018 04:30 PM
Sourcing and Procuring Digital Business Services
Frances Karamouzis, VP Distinguished Analyst, Gartner

Over 70% of sourcing or procurement teams are involved in the enablement of digital business initiatives. A majority of these initiatives involve some type of business or IT services to deliver results. Business-outcome-driven sourcing and procurement teams are critical to help the organization respond to growth opportunities and enable results. This session will explore: • What are the major trends and challenges relating to digital business initiatives? • What are the different types of digital business services? • How can you deliver the highest value for digital business initiatives?


Wednesday, 26 September, 2018 04:45 PM|Wednesday, 26 September, 2018 05:30 PM
Procurement Transformation Framework: Creating a Mission and Charter, and Governance Process
Christopher Dixon, Principal Research Analyst, Gartner

Technology procurement leaders are faced with transforming their organization to support the demands of stakeholders in their digital business initiatives. In this session, attendees will discover: • The components of a mission and charter statement. • Why transformation starts with the development of the principles to guide alignment to business objectives. • A supporting governance process to enforce the mission and charter.


Thursday, 27 September, 2018 10:30 AM|Thursday, 27 September, 2018 11:15 AM
Procurement Analytics: Where Is the Data?
Yanni Karalis, Research Director, Gartner

Contract negotiations can be rather complex, difficult and tricky. Preparation is rather important. In this session, we are going to: • Identify sources of internal procurement relevant data • Identify sources of external procurement relevant data • Design a foundational process of data consolidation and use


Thursday, 27 September, 2018 12:15 PM|Thursday, 27 September, 2018 12:45 PM
Procurement Value Metrics
Yanni Karalis, Research Director, Gartner

Savings are an important metric that shows the results that a procurement professional and a procurement team has achieved. This session will examine: • A number of metrics/KPIs that can be used to demonstrate the value of procurement along with how they will be measured and where the data is.


Thursday, 27 September, 2018 03:45 PM|Thursday, 27 September, 2018 04:30 PM
Practical and Actionable Realities of Cost Optimization
William Maurer, Research VP, Gartner

Lots of new ideas come along, but the constant pressure to focus on cost optimization persists. This session provides actionable approaches to cost optimization for applications and infrastructure services. We will focus on viable options that the sourcing and vendor management team can do now to see results within the next 6 to 18 months. Key issues: • What key elements drive cost optimization? • Which cost optimization efforts are easier and quicker to achieve? • How do you sustain cost optimization over the life of a contract?


Friday, 28 September, 2018 08:45 AM|Friday, 28 September, 2018 09:15 AM
Evolve Technology Procurement Engagement Skills to Remain Relevant to the Business
Luke Ellery, Research Director, Gartner

Technology procurement teams are often behind the organization in adopting the latest management trends and approaches, attend this session to address this gap by: - Defining value statements that align procurement acquisitions with the sourcing strategy and business objectives - Investing in training to develop your technology procurement team's skills in exploratory approaches such as lean and agile, and - Adopting a transparent, collaborative approach to technology procurement processes and execution


Friday, 28 September, 2018 09:30 AM|Friday, 28 September, 2018 10:15 AM
Use Procurement Tools to Increase Sourcing and Procurement Agility
Magnus Bergfors, Research Director, Gartner

Digital business is requiring sourcing and vendor management leaders to be more innovative and agile. Sourcing and procurement solutions can be configured to support the increased speed and flexibility of sourcing initiatives. This session will explore: How to use strategic sourcing suite modules to create a database of suppliers that are quick to access. How to use CLM tools to reduce the contract creation and negotiation cycle. How to enable business end users to directly negotiate with suppliers while maintaining control and compliance.


Friday, 28 September, 2018 10:45 AM|Friday, 28 September, 2018 11:30 AM
How Procurement Can Influence Stakeholders With Four Innovative Approaches
Christopher Dixon, Principal Research Analyst, Gartner

Traditional procurement organizations are often perceived to be roadblocks rather than enablers of rapid growth. In order to transform procurement organizations to support and enable business growth, technology procurement leaders must adopt new approaches for engaging and influencing business stakeholders. Key issues: *Why do procurement leaders need to change? *What are these approaches? *How will they enable business growth?


Friday, 28 September, 2018 11:45 AM|Friday, 28 September, 2018 12:30 PM
GDPR and Procurement: Practical Advice to Negotiate and Contract in Light of the New Legislation
Yanni Karalis, Research Director, 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. This session examines: The main differences of GDPR to past legislation What procurement needs to do to deal with the new legislation The key terms and conditions to focus on


Friday, 28 September, 2018 01:45 PM|Friday, 28 September, 2018 02:30 PM
Sourcing Risk Management: Act Now or Face the Consequences
Gilbert van der Heiden, VP Distinguished Analyst, Gartner

Risk management continues to be an area of growing maturity and investment for most organizations, as the risk landscape becomes increasingly complex and interconnected. Failure to adequately address sourcing risk can lead to dire consequences or quite simply continued increased cost and resource depletion. This session shows why addressing sourcing risk is critical, how better to communicate it with stakeholders and how to establish important frameworks to ensure risk-adjusted sourcing.


Wednesday, 26 September, 2018 08:15 AM|Wednesday, 26 September, 2018 09:00 AM
Tutorial: Eight Steps to Strategize Software and SaaS Negotiations for Cost Optimization and Risk Mitigation
Jo Ann Rosenberger, VP Distinguished Analyst, Gartner

This session provides eight steps to use when planning any major software or SaaS negotiation, whether it is with a megavendor or new and emerging provider. The session examines: • How can you engage the right IT and business stakeholders to identify and prioritize requirements? • What questions should you ask to gather enough detail to properly analyze a proposal? • How can you work with stakeholders to negotiate an outcome that optimizes cost, value and risk?


Wednesday, 26 September, 2018 11:00 AM|Wednesday, 26 September, 2018 11:45 AM
Three Critical Elements of a Successful SAM Tool Implementation
Matt Corsi, Research Director, Gartner

The cost and effort of implementing SAM tools are often underestimated, resulting in prepurchase expectations that are not met. ITAM leaders must ensure they have accurate license entitlement data, sufficient resources, and objectives to support a successful outcome. This session examines: • How to ensure that you have software entitlement data to support your tool implementation • How to determine the scope of your effort • Key considerations to determine an effective staffing strategy


Wednesday, 26 September, 2018 01:45 PM|Wednesday, 26 September, 2018 02:30 PM
Building an ITAM Foundation — The Why and How of Basic ITAM
Rob Schafer, Research Director, Gartner

Robust IT asset management (ITAM) is a core enabler of high value and reduced costs for digital business. To achieve ITAM maturity, you must develop a solid ITAM foundation to enable proactive business decisions and continuous improvement. This session will answer the following three key issues: • What is ITAM … and why should you care? • How do you build a solid foundation for maturing your ITAM process? • How can you deliver robust ITAM throughout the five phases of the IT asset life cycle?


Wednesday, 26 September, 2018 04:45 PM|Wednesday, 26 September, 2018 05:30 PM
Nine Steps to Survive Your Next Software Audit
Matt Corsi, Research Director, Gartner

Software audits have rapidly become a high-risk and high-cost challenge for most organizations. In this session, we will provide you with: • Gartner's 12-step audit process for better audit results • The checklist items that go with each step • An effective communication plan to deal with an audit as one organization, one voice.


Thursday, 27 September, 2018 10:30 AM|Thursday, 27 September, 2018 11:15 AM
Evaluating the Software Asset Management Managed Services Option
Stephen White, Research Director, Gartner

Is a third-party software asset management service right for your organization? How this can be done effectively? In this session, we will look at: • Reasons why you should use a third-party • Who are the potential suppliers • What you may choose to include in scope of the service, as well as what the retained organization will look like and how to go about selecting a SAM service provider


Thursday, 27 September, 2018 12:15 PM|Thursday, 27 September, 2018 12:45 PM
Magic Quadrant: Software Asset Management Tools
Matt Corsi, Research Director, Gartner

This session takes a look at the latest Magic Quadrant covering SAM tools, understanding significant changes and trends in the market space.


Thursday, 27 September, 2018 03:45 PM|Thursday, 27 September, 2018 04:30 PM
How to Develop a Strategy for IT Hardware Asset Management Tooling
Ryan Stefani, Principal Research Analyst, Gartner
Ryan Stefani, Principal Research Analyst, Gartner

Sourcing and vendor management leaders responsible for managing IT hardware assets should attend this session to learn how to develop a tool acquisition strategy. • What are the key challenges regarding tooling for IT hardware asset management? • How can IT asset leaders develop an effective strategy for IT hardware asset management tooling? • Which vendors and tools can best help with IT hardware asset management?


Friday, 28 September, 2018 11:45 AM|Friday, 28 September, 2018 12:30 PM
The Fundamentals of Software Asset Management
Matt Corsi, Research Director, Gartner

This session will provide an overview of SAM, the key components of a successful discipline including people, process and tools: • What SAM is and (why) to do it. • What you need to do to establish SAM. • Tools and resources needed for effective SAM.


Friday, 28 September, 2018 01:45 PM|Friday, 28 September, 2018 02:30 PM
Discovery, Security, Management and Disposal: The Lifecycle of Hardware Assets in the Enterprise
Rob Schafer, Research Director, Gartner

Laptops, smartphones, IoT devices and vertical market productivity are just a subset of enterprise assets that must be tracked in the enterprise but it is not that easy. This presentation looks at: *The issues associated initial discovery, security, ongoing management *Eventual disposal of each differing category of hardware assets *Provides best practices to improve internal processes and policies


Wednesday, 26 September, 2018 11:00 AM|Wednesday, 26 September, 2018 11:45 AM
Top Ten IT Cost Optimization Ideas
Sanil Solanki, Research Director, Gartner

This session contains foundational ideas, which if executed well, have proven to reduce costs over time. Before embarking on a radical cost transformation project, finance leaders should use the top 10 as a checklist to ensure they have fully exploited these more traditional — and consistently successful — techniques. This session examines: • How IT cost optimization is evolving. • What factors ensure long-term sustainable cost optimization. • Top 10 most popular ideas to reduce IT costs.


Wednesday, 26 September, 2018 01:45 PM|Wednesday, 26 September, 2018 02:30 PM
How to Tell the IT Value Story and Build Metrics to Communicate to Business Leadership
Gilbert van der Heiden, VP Distinguished Analyst, Gartner

This session will present a business-focused structure for building an IT value story that will resonate with your executive leadership. We will discuss the challenges of communicating the contributions of IT to business leaders, and identify specific things you can and should do to change the narrative and deliver a more impactful message. This session will offer: • An opportunity to rethink the challenges of communicating IT value with your peers • A framework for building a better business value story • Building block metrics to catalyze the creation of your own value-focused communications


Wednesday, 26 September, 2018 04:45 PM|Wednesday, 26 September, 2018 05:30 PM
How to Improve IT Financial Transparency to Drive More Value
Jim McGittigan, Research VP, Gartner

The need to demonstrate IT's value contribution to the enterprise requires effectively communicating financials in terms that business stakeholders can relate to. Learn how effective IT financial transparency can enable a value-oriented discussion of IT cost. This session will cover: • Is enterprise technology spending being optimized or just the IT budget? • Why is "running IT as a business" and effective financial transparency so critical? • How can you leverage the six pillars of effective financial transparency?


Thursday, 27 September, 2018 10:30 AM|Thursday, 27 September, 2018 11:15 AM
Create a Three-Year Roadmap to Cost Optimization Maturity
Sanil Solanki, Research Director, Gartner

IT organizations are often under continuing pressure to cut costs 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 the enterprise's IT cost optimization initiatives. This session examines: • How to gain IT cost optimization stakeholder buy-in? • What are the key activities to ensure a path toward IT cost optimization? • How to create a roadmap framework for communicating a vision?


Thursday, 27 September, 2018 12:15 PM|Thursday, 27 September, 2018 12:45 PM
Managing the Shift From Opex to Capex
Jim McGittigan, Research VP, Gartner

IT organizations are often under continuing pressure to cut costs 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 the enterprise's IT cost optimization initiatives. This session examines: • How to gain IT cost optimization stakeholder buy-in. • Key activities that ensure a path towards IT cost optimization. • How to create a roadmap framework for communicating a vision.


Thursday, 27 September, 2018 03:45 PM|Thursday, 27 September, 2018 04:30 PM
Communicating a Vision: Three-Year Roadmap to IT Financial Management Maturity
Sanil Solanki, Research Director, Gartner

Finance leaders often struggle to create and build momentum in IT financial management due to unclear mandates and a lack of stakeholder buy-in or sustained resource commitment. The key to success is articulating a vision, a time frame and tangible activities for the delivery of ITFM concepts. Key Issues: • How to gain ITFM stakeholder buy-in. • What key activities ensure a path towards ITFM maturity. • How to create a roadmap framework for communicating a vision.


Friday, 28 September, 2018 09:30 AM|Friday, 28 September, 2018 10:15 AM
IT Infrastructure Financing: Deliver Business Flexibility at Minimum Cost and Risk
Rob Schafer, Research Director, Gartner

IT asset managers are challenged to structure the financing of IT’s underlying core infrastructure to optimize both cost and flexibility. This session will answer many of your core IT financing questions: Should you lease or buy? What effect will the new FASB & IASB accounting changes that will eliminate off-balance sheet operating lease financing have on your financing decision … and on your opex/capex balance? How will they affect IT asset management and corporate finance and real estate? This will be an invaluable opportunity to get any and all IT lease financing questions answered!


Friday, 28 September, 2018 11:45 AM|Friday, 28 September, 2018 12:30 PM
Agile Financial Governance: What Changes, What Doesn't
Jim McGittigan, Research VP, Gartner

IT financial management has historically focused on two portfolios, projects and services. Agile development practices have the potential to change governance, and plan, build and run are done differently. Regardless of delivery method, the need to balance cost, value and risk across all IT spend remains. This session explores what changes and what does not across: • IT operating model (projects vs. products) • Investment planning (governance, funding, budgeting and business cases) • Value and cost tracking (including labor capitalization)


Wednesday, 26 September, 2018 08:15 AM|Wednesday, 26 September, 2018 09:00 AM
Tutorial: The Comprehensive Framework for Effective Vendor Management
Edward Weinstein, Research Director, Gartner

Reliance on IT vendors is increasing, but limited resources, processes and technologies are applied to managing them. This session outlines Gartner's vendor management framework to drive value, reduce risk and define responsibilities for vendor management activities. The session will discuss the following key issues: • How can vendor management improve vendor performance? • What are the key disciplines that constitute an effective vendor management program? • What roles and responsibilities are necessary for vendor management?


Wednesday, 26 September, 2018 11:00 AM|Wednesday, 26 September, 2018 11:45 AM
Collaborate Across Sourcing, ITAM and Vendor Management to Drive Business Transformation
Luke Ellery, Research Director, Gartner

This session will provide guidance on how to drive business outcomes and manage risks through collaboration and cooperation. • What are the responsibilities and accountabilities of the teams responsible for vendors, finance and technology assets? • How can you identify stakeholders relevant to your respective discipline? • How do you develop a communications plan to drive business outcomes?


Wednesday, 26 September, 2018 03:45 PM|Wednesday, 26 September, 2018 04:30 PM
The Four Keys to Successful Service Provider Transitions
Daniel Barros, Research VP, Gartner

Sourcing and vendor management leaders must be prepared to change service providers to avoid service complacency and maintain value. This session will focus on the main areas you need to address in supplier transitions. Key issues: Why are transitions more critical now that ever? What are the key components to an effective transition plan? How do you put your plan in motion and motivate providers on both sides?


Wednesday, 26 September, 2018 04:45 PM|Wednesday, 26 September, 2018 05:30 PM
Creating and Communicating an Effective Vendor Engagement Model
Christopher Ambrose, Research VP, Gartner

Often we contract with vendors and physically transition them into our operating environments without having an engagement model. An engagement model includes the set of behavioral expectations, principles, and guidelines necessary to ensure that both parties achieve success. This session will provide a model for better strategic engagement throughout the life cycle of vendor relationships. • What is a vendor engagement model? • How can the model be used to improve costs, risks, performance, and drive "win-win" relationships? • How can you incentivize stakeholders and vendors to adapt to your vendor engagement model?


Thursday, 27 September, 2018 10:30 AM|Thursday, 27 September, 2018 11:15 AM
Delivering Peak Performance Through an End-to-End Vendor Performance Management Program
Joanne Spencer, Research Director, Gartner

Vendor performance management is more than just developing SLAs. Organizations should develop a formal approach that drives continuous vendor improvements and even innovation. This session identifies the key elements of a vendor performance management program. - What activities does a vendor performance management program include? - What techniques are most effective in monitoring vendor performance? - How can you get your vendors to continuously improve overall performance?


Thursday, 27 September, 2018 12:15 PM|Thursday, 27 September, 2018 12:45 PM
Measuring What Matters: Developing a Balanced Vendor Management Scorecard
Edward Weinstein, Research Director, Gartner

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


Thursday, 27 September, 2018 03:45 PM|Thursday, 27 September, 2018 04:30 PM
Establishing and Operating a Vendor Risk Management Program
Christopher Ambrose, Research VP, Gartner

Vendors and third parties can create significant risks to business operations and performance. This session will provide an overview of the methods to reduce residual vendor risks. What are the current best practices for assessing, monitoring, remediating or mitigating vendor risks? What role should vendor management play in managing vendor risks? What emerging practices are improving the value of vendor risk management programs?


Friday, 28 September, 2018 08:45 AM|Friday, 28 September, 2018 09:15 AM
Understanding and Doing Business With Microsoft
Stephen White, Research Director, Gartner

For many organizations Microsoft is their largest IT vendor. To extract the most from this working relationship it is useful to understand Microsoft's motives and evolved structure. In this session we will explore: • The paradigm of Microsoft's messaging, priorities and behaviors • What are the keys to unlocking a more cohesive relationship with Microsoft?


Friday, 28 September, 2018 09:30 AM|Friday, 28 September, 2018 10:15 AM
The Vendor Management Office: Centralized or Center-Led?
Christopher Ambrose, Research VP, Gartner

The Vendor Management Office (VMO) is becoming a common organizing structure for managing IT and technology vendors. Gartner sees a range of organizational models to support this office ranging from highly centralized to highly decentralized. This session will discuss the best practices for structuring a VMO. What is the role of a VMO? How are VMOs organized for effectiveness? How can a VMO operate in a highly autonomous business environment?


Friday, 28 September, 2018 11:45 AM|Friday, 28 September, 2018 12:30 PM
Transforming Vendor Management for Speed and Agility
Edward Weinstein, Research Director, Gartner

Bimodal IT affords IT Leaders greater speed and flexibility, but requires a revisitation of traditional approaches and measures of success. This session presents strategies, approaches and recommendations on how to apply these bimodal practices to your technology vendor management discipline. Key issues that this session will address are: • What is bimodal IT? • How can bimodal approaches speed up vendor management processes? • How do you implement bimodal vendor management for greater speed and flexibility?


Friday, 28 September, 2018 01:45 PM|Friday, 28 September, 2018 02:30 PM
Develop Contingency Plans to Address Sourcing and Vendor Risks
Christopher Ambrose, Research VP, Gartner

The vendors you engage are often critical to the success of your strategic initiatives. To achieve your strategic objectives you must develop contingency plans with these vendors to ensure business continuity as well as successful delivery of programs and projects. This session provides a framework and best practices for putting in place actionable vendor contingency plans. • Why is vendor contingency planning so critical today? • What are the key activities and roles to be included in a contingency plan? • How can you evaluate the effectiveness of your contingency plans?


Friday, 28 September, 2018 01:45 PM|Friday, 28 September, 2018 02:30 PM
The Retained Organization Is Critical to Ensuring Vendor Performance
Fabio Di Capua, Research Director, Gartner

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


Wednesday, 26 September, 2018 01:45 PM|Wednesday, 26 September, 2018 02:30 PM
Negotiating With the Software Megavendors — IBM, Microsoft, Oracle, SAP
Roberto Sacco, Research Director, Gartner

IT procurement leaders and negotiators struggle to negotiate effective software and SaaS deals with the software megavendors: IBM, Microsoft, Oracle and SAP. This session will provide you with best practices, strategies, tips and tactics related to negotiating: • Appropriate licensing • Optimized Pricing • Robust contract terms to minimize risks


Wednesday, 26 September, 2018 03:45 PM|Wednesday, 26 September, 2018 04:30 PM
How to Use Financial Models During Negotiations for Cost Optimization and Cost Transparency
Jo Ann Rosenberger, VP Distinguished Analyst, Gartner

This session illustrates four financial models that negotiators should use as part of their negotiation planning process for cost transparency and negotiation leverage. Key topics addressed will include: • How do you use TCA to reveal hidden and missing costs? • How do you create your BAU forecast to analyze bundled multi-year vendor proposals? • How do you ensure financial equivalency when comparing vendor on-premises to cloud migration options


Wednesday, 26 September, 2018 04:45 PM|Wednesday, 26 September, 2018 05:30 PM
Software Maintenance, Support Options and Alternatives to Turn Escalating Costs Into Savings
Rob Wilkes, Research Director, Gartner

Over the years, software support and maintenance costs have been creeping up from 12% to 18% up to 21% to 25%, but are you getting any more value from your software? Perhaps if an alternative provider can meet your needs then your existing software vendor won't need to charge you quite so much. This session examines: • Will your existing software vendor need to charge so much if an alternative provider can meet your needs?


Thursday, 27 September, 2018 02:00 PM|Thursday, 27 September, 2018 02:45 PM
Engage CIOs And Stakeholders With This Top 10 SaaS Contract Terms Checklist
Jo Liversidge, Research Director, Gartner

Sourcing and vendor management leaders are often under pressure to negotiate SaaS contracts quickly, resulting in insufficient attention given to negotiating key terms. This session will provide you with the top 10 SaaS terms checklist to alert stakeholders to the top terms that need considering and negotiating to reduce costs and risks. This session will include: • Pricing related terms • Data and security risks and mitigations • How to future-proof your SaaS contract


Friday, 28 September, 2018 08:45 AM|Friday, 28 September, 2018 09:15 AM
Understand Key Megavendor BYOL Differences to Reduce Risk and Cost When Moving Licenses to the Cloud
Dolores Ianni, Research Director, 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. This session highlights these key differences to enable SVM leaders to understand the nuances of each provider's policies and reduce the risk of compliance issues and potentially the large unbudgeted fees.


Friday, 28 September, 2018 09:30 AM|Friday, 28 September, 2018 10:15 AM
Contracting and Executing Successful Robotic Process Automation Deals
Frances Karamouzis, VP Distinguished Analyst, Gartner

RPA adoption has a triple digit growth rate which is projected to continue well into 2019. Successful RPA deals are based on applying the RPA tool across many use cases in a myriad of functional areas. Sourcing and procurement leaders must get ahead of the risks in pricing, contracting and security to enable the business outcomes. This session discusses: • How do you separate the hype from the reality of RPA? • What are the most important elements for contracting for RPA deals? • What are the most important elements for execution?


Wednesday, 26 September, 2018 01:45 PM|Wednesday, 26 September, 2018 02:30 PM
Key Outsourcing Deal Negotiating Techniques and How to Use Them
William Maurer, Research VP, Gartner

Outsourcing deals rarely achieve “expected” success, leaving both organizations and their providers dissatisfied with the results. Learn how to prepare for and successfully negotiate a fair and balanced contract that is agile, drives provider behavior, and encourages innovation – all while minimizing risk. • What are the foundational elements of a good contract? • What are the key contract articles and attachment that drive provider behavior? • What are the key attributes of those articles and attachment?


Wednesday, 26 September, 2018 03:45 PM|Wednesday, 26 September, 2018 04:30 PM
Price Optimization: What Is the Current Market Price for Outsourced Infrastructure Services?
Mark Ray, Research Director, Gartner

IT infrastructure is often the largest chunk of corporate IT spending. Determining the right price model, as well as the price for IT infrastructure services is key to continuous cost optimization. This session examines: • What are the right price models for different infrastructure services? • What are today's price ranges for infrastructure services? • How can you prioritize cost optimization ideas by aligning them with value?


Wednesday, 26 September, 2018 03:45 PM|Wednesday, 26 September, 2018 04:30 PM
The Four Keys to Successful Service Provider Transitions
Daniel Barros, Research VP, Gartner

Sourcing and vendor management leaders must be prepared to change service providers to avoid service complacency and maintain value. This session will focus on the main areas you need to address in supplier transitions. Key issues: Why are transitions more critical now that ever? What are the key components to an effective transition plan? How do you put your plan in motion and motivate providers on both sides?


Thursday, 27 September, 2018 02:00 PM|Thursday, 27 September, 2018 02:45 PM
Strategic Changes in Infrastructure Services and How to Source Effectively for Them
David Groombridge, Research Director, Gartner

The infrastructure services market is undergoing radical change, with traditional outsourcing approaches challenged by new models that bring improved cost and quality. I&O leaders must realign sourcing strategies, to deliver digital change and reap the benefits. This session will cover: 1. What are the strategic trends in outsourced service delivery? 2. How should organizations select winning services strategies? 3. What is the optimum route to implementation of new services offerings?


Friday, 28 September, 2018 08:45 AM|Friday, 28 September, 2018 09:15 AM
Magic Quadrant for Managed Workplace Services: Toward Digital Productivity
David Groombridge, Research Director, Gartner

The managed workplace services marketplace is rapidly evolving due to the need to serve the millennial workforce with a consumer-grade and configurable digital workplace environment. Gartner's 2018 update of this major Magic Quadrant for Europe reveals many changes, showing which providers are challenged by the complexity of the digital workplace transformation and who are those performing well in specific critical capabilities.


Friday, 28 September, 2018 09:30 AM|Friday, 28 September, 2018 10:15 AM
How Your Enterprise's Personality Impacts Your Ability to Engage and Influence
Hank Barnes, VP Distinguished Analyst, Gartner

The interplay of team member personalities impacts every change initiative. But there is a higher level enterprise personality at play as well. This session will: *Introduce Gartner's Enterprise Personality Profiles to earn how to capture attitudes toward technology initiatives *Provide you insights to apply them to set a context for collaboration and deeper engagement *Increase influence across buying teams


Friday, 28 September, 2018 01:45 PM|Friday, 28 September, 2018 02:30 PM
What You Need to Know: Intelligent Automation From RPA to AI
Frances Karamouzis, VP Distinguished Analyst, Gartner

Intelligent Automation (from Robotic Process Automation (RPA) to Artificial Intelligence (AI) continues to be an area of experimentation, investment and sometimes confusion. Here we explore two key aspects of Intelligent Automation should be used by Sourcing & Procurement teams in their own business operations and where they need to help guide their internal customers (business & IT teams). This session will discuss: *Where are Sourcing, Procurement and Vendor Management teams using Intelligent Automation? * Where are Sourcing and Procurement teams adding the most value to their internal customers (business & IT teams)? * How do you continue to move forward in this dynamic arena?


Friday, 28 September, 2018 01:45 PM|Friday, 28 September, 2018 02:30 PM
How to Source an Agile Development Project With Effective Contracts, Metrics and Integration
Gilbert van der Heiden, VP Distinguished Analyst, Gartner
Neil Barton, Research VP, 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 metrics should you include?


Wednesday, 26 September, 2018 01:45 PM|Wednesday, 26 September, 2018 02:30 PM
Magic Quadrant for Cloud Infrastructure as a Service (IaaS)
Gregor Petri, Research VP, Gartner

This Magic Quadrant is one of the most widely read document across Gartner, and highlights the rapidly shifting landscape of IaaS providers such Amazon, Microsoft and Google. Key topics addressed in this session are: • How the global market for cloud IaaS is rapidly consolidating around a small number of hyperscale cloud service providers. • How serverless and high control PaaS capabilities are blurring the lines between traditional cloud service models. • Why sourcing and vendor management leaders should adopt IaaS strategically, but consider scenario-specific providers as well.


Wednesday, 26 September, 2018 01:45 PM|Wednesday, 26 September, 2018 02:30 PM
Best Practice in Negotiating Cloud-Based Infrastructure Contracts
Mark Ray, Research Director, Gartner

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


Wednesday, 26 September, 2018 03:45 PM|Wednesday, 26 September, 2018 04:30 PM
Negotiating Network Services Contracts for Price, Quality and Flexibility
Katja Ruud, Research Director, 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 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?


Thursday, 27 September, 2018 02:00 PM|Thursday, 27 September, 2018 02:45 PM
How to Leverage Third-Party Hardware Maintenance Providers for Cost Optimization
Christine Tenneson, Research Director, Gartner

Third-party maintenance (TPM) is offered by independent support providers with no relationship with the OEM. This alternative to OEM maintenance is becoming increasingly common, with a thriving ecosystem of independent support providers for server, storage and networking equipment. This session will separate the fact from fiction and cover: - What types of companies are using TPM, on what equipment and where? - How can the risks of using a TPM be managed? - How can customers save money by going to TPMs?


Friday, 28 September, 2018 09:30 AM|Friday, 28 September, 2018 10:15 AM
Cloud Computing: Understanding and Managing Cloud Disruptions
Gregor Petri, Research VP, Gartner

In its first decade, cloud was disruptive primarily to IT itself — changing expectations and capabilities and redefining what was possible. In its second decade, cloud is a vehicle for enabling the next big disruptions including digital business, AI and IoT. This session explores the ongoing development of cloud and covers: - The state of cloud today - The evolving role of cloud in disruption - How to effectively leverage cloud for digital initiatives


Friday, 28 September, 2018 10:45 AM|Friday, 28 September, 2018 11:30 AM
The State of Cloud Security
Mark Ray, Research Director, Gartner

This presentation will discuss the current and anticipated future for cloud risks, cloud compliance and cloud security. Three core topics will be addressed: • Assessing and managing the risks of using a multitenant public cloud service. • Processes and technologies for the security of virtual environments in private clouds and IaaS. • Controlling the use of SaaS and protecting the data within SaaS applications.


Friday, 28 September, 2018 11:45 AM|Friday, 28 September, 2018 12:30 PM
Market Guide for Data Center and Network Third-Party Hardware Maintenance
Christine Tenneson, Research Director, Gartner

Third-party maintenance (TPM) from independent support providers is a growing option for businesses faced with increasing hardware maintenance costs, as TPM contracts can offer customers an average of 60% savings off OEM support list prices. This session will explore how to get the best from this market: - How can use of TPM reduce OEM support costs? - Who are the main providers of TPM and what are their key capabilities? - How should the most effective TPM provider be selected?


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