This workshop will demonstrate through hands-on activities the importance of understanding that one negotiation process doesn't fit all vendors. The content, action items, and activities will provide workshop 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 focusing on T1-Tactics; T2-Templates; T3-Ts&Cs; T4-Timing. Attendees will receive ready to use checklists, templates, toolkits and tips, tactics and tricks to plan for and negotiate these megavendor deals for cost optimization and risk mitigation.
Speaker bio
Jo Ann Rosenberger
Distinguished VP, Advisory
JoAnn Rosenberger is a Distinguished VP Analyst with Gartner Research. Ms. Rosenberger provides expertise in all areas of IT procurement and negotiations as well as helps clients understand how to create and customize financial models for cost transparency to understand the short- and long-term P&L and budget impact of vendor proposals. The primary vendor she covers is IBM with an extensive background and emphasis on planning and negotiating IBM Enterprise License Agreements (ELAs). Ms. Rosenberger also provides expertise on planning major negotiations by helping clients understand how to treat negotiation planning like a project using her eight-step negotiation playbook. She also has many tips, tactics, and tricks to use with vendors to gain leverage and bargaining power. She also has an extensive background in IT financial management and works with clients on customizing financial models for both cost transparency and for use as powerful leverage tools during negotiations. Her background and 20 years experience as a procurement director and IT finance director has given her both IT negotiation and financial budgeting, forecasting and analysis skills and expertise. She has developed cost savings and cost optimization programs and now shares a methodology and framework called S-A-V-E that helps clients launch and sustain IT cost optimization programs.
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Tuesday, 14 April, 2020 / 01:15 PM - 02:45 PM BRT
Workshop: Use Gartner's “T4” Framework to Optimize Megavendor Negotiations: IBM, Microsoft, Oracle, SAP
Wednesday, 15 April, 2020 / 09:30 AM - 10:15 AM BRT
Gartner's Top Ten Tips, Tactics, and Tricks for Negotiation Success
This session will illustrate and guide IT leaders involved in the negotiation planning process with tips and tactics to use for leverage and bargaining power to optimize negotiations with existing and new and emerging on-premises and cloud vendors. Attendees will learn the importance of including ten “must know” tips, tactics and “tricks” into the negotiation plan to improve pricing and discounts and reduce risk to their organizations.
Wednesday, 15 April, 2020 / 04:00 PM - 05:00 PM BRT
Clinic: How to Use Four Powerful Financial Models for Cost Transparency and Negotiation Leverage
This clinic will walk you through and illustrate four financial models that negotiators should use as part of a collaborative negotiation planning process. This session will illustrate and walk you through typical negotiation scenarios and show attendees how these models are requisite for cost transparency and also to use as negotiation leverage. The analysis models will include TCA/TCO, NPV, Capex vs. Opex, and Cash Flow vs. P&L Impact.