Jo Ann Rosenberger

Jo Ann Rosenberger

Distinguished VP Analyst
JoAnn Rosenberger is a Distinguished VP Analyst with Gartner Research. Ms. Rosenberger provides expertise in all areas of IT procurement and negotiations as well as helps clients understand how to create and customize financial models for cost transparency to understand the short- and long-term P&L and budget impact of vendor proposals. The primary vendor she covers is IBM with an extensive background and emphasis on planning and negotiating IBM Enterprise License Agreements (ELAs). Ms. Rosenberger also provides expertise on planning major negotiations by helping clients understand how to treat negotiation planning like a project using her eight-step negotiation playbook. She also has many tips, tactics, and tricks to use with vendors to gain leverage and bargaining power. She also has an extensive background in IT financial management and works with clients on customizing financial models for both cost transparency and for use as powerful leverage tools during negotiations. Her background and 20 years experience as a procurement director and IT finance director has given her both IT negotiation and financial budgeting, forecasting and analysis skills and expertise. She has developed cost savings and cost optimization programs and now shares a methodology and framework called S-A-V-E that helps clients launch and sustain IT cost optimization programs.
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Monday, 02 March, 2020 / 09:30 AM - 10:30 AM GST
Gartner Opening Keynote: Winning in the Turns — Leadership in a Digital Society

It’s been 50 years since the first message was sent over the ARPANET, the forerunner to today’s internet. Technology-enabled connectedness has put IT leaders in a unique position to help design the next 50 years. Gartner will show how CIOs can leverage today’s technology accelerators, ContinuousNext agility, and connected people to turn dilemmas into opportunities. We will present a bold vision for the changing role of the CIO and IT in a digital society with practical advice and inspiration from across the globe.

Monday, 02 March, 2020 / 01:00 PM - 02:00 PM GST
Contract Negotiation Clinic: Use Gartner’s T4 Process to Optimize Megavendor Negotiations — IBM, Microsoft, Oracle and SAP

This clinic will demonstrate the importance of understanding that one negotiation process doesn’t fit all vendors. The content, action items, and activities will provide participants with a set of four steps that must be followed and tailored for each megavendor to effectively plan for and negotiate the optimal deal. These steps focus on the "tailoring" element for each of the big four megavendors using Gartner’s “T4” approach; T1-Tactics; T2-Templates; T3-Ts&Cs; T4-Timing.

Tuesday, 03 March, 2020 / 10:30 AM - 11:30 AM GST
Clinic: Top 10 Tips, Tactics and Tricks for Negotiation Success

This session will illustrate and guide procurement, vendor managers, and IT leaders involved in the negotiation planning process how to incorporate ten “must know” tips, tactics and “tricks” into the negotiation plan to optimize pricing, discounts and contract terms. Attendees will receive ready-to-use checklists, templates, and worksheets for optimizing future negotiations with existing, new, and emerging vendors.

Wednesday, 04 March, 2020 / 01:15 PM - 02:45 PM GST
Workshop: Use Gartner’s S-A-V-E Methodology to Launch and Sustain Your Cost-Optimization Program

This session illustrates Gartner’s four-step methodology that is based on a cross-team approach to identify cost savings opportunities. The methodology includes steps for the opportunities to be identified, analyzed,validated and approved for executing the plan to measure and report cost savings,cost reduction,and cost avoidance. The workshop activities will use infrastructure and services costs as the spend categories to work as teams to brainstorm ideas and see how to use Gartner templates to validate and report these savings to show the P&L and budget impact.

Hear it first at Symposium/ITxpo