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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Tuesday, December 06, 2022 / 02:30 PM - 03:30 PM PST
Clinic: Gartner's Top 10 Tips, Tactics and Tricks to Enhance Your Technology Negotiation Playbook

This clinic will walk through how to use 10 powerful negotiation tips, tactics, and tricks (the “TTTs”) as an integral part of the negotiation planning process. These 10 TTTs can serve as your negotiation playbook for all major technology negotiations across all IT spend categories for cost optimization and risk mitigation.

Wednesday, December 07, 2022 / 12:30 PM - 01:00 PM PST
How IT Leaders Should Strategize Vendor Negotiations to Combat Inflation

Inflationary times create added complexity when negotiating with vendors. Cost modeling leverage data points from economic indices is critical to effectively analyze the fairness of increases. IT Leaders and their teams should include these models in their negotiation strategy and playbook to optimize deals.

Wednesday, December 07, 2022 / 02:30 PM - 04:00 PM PST
Workshop: How to Combat Inflation During Vendor Negotiations

Inflationary times create added complexity when negotiating with vendors. Cost modeling leverages data points from economic indices and is critical to effectively analyzing the fairness of increases. This workshop will provide hands-on activities using vendor proposal scenarios to demonstrate how IT leaders and their teams should include cost modeling models in their negotiation strategy and playbook to combat inflation and optimize deals.

Thursday, December 08, 2022 / 12:30 PM - 01:15 PM PST
Ask the Expert: Use Gartner's 4 Step S-A-V-E Methodology to Identify and Report Infrastructure Cost Optimization Opportunities

This session illustrates Gartner’s four-step methodology that is based on a cross-team approach to identify infrastructure cost savings opportunities. The methodology includes steps for the opportunities to be identified, analyzed, validated and approved for executing the plan. Attendees will receive checklists of the top 10 savings ideas for hardware, software, outsourcing, telecom, and maintenance and support.

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