Speaker Bio

Jo Ann Rosenberger

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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Monday, March 20, 2023 / 02:30 PM - 03:30 PM CDT
Contract Negotiation Clinic: Follow Gartner's Top 10 Tips, Tactics and Tricks for Negotiation Success

This session will demonstrate and guide IT and IAM 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.

Tuesday, March 21, 2023 / 10:30 AM - 12:00 PM CDT
Workshop: How to Use 3 Powerful Financial Models for Negotiation Leverage and Bargaining Power

IT and IAM leaders will see how to use three financial models for leverage and bargaining power as this workshop demonstrates these financial models through three technology and cloud negotiation scenarios. Attendees will participate in two hands-on activities where they will receive ready-to-use templates and checklists to be used during the workshop to enhance their negotiation playbooks.

Tuesday, March 21, 2023 / 03:45 PM - 04:15 PM CDT
How to Combat Inflation During Vendor Negotiations Using Gartner's Four-Step Approach

Inflationary times create added complexity when negotiating with vendors. Gartner's four-step approach to proactively plan for new and renewal deals can help assess the fairness of increases as well as use data points from economic indicators such as CPI and ECI to customize "should cost" models to use during vendor negotiations. This session will demonstrate these steps by walking through two case study scenarios.

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