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In this session, we explore how the Triage methodology can be used in an adaptive and bimodal software and SaaS acquisition process to add agility in the contracting process in a risk assessed and managed manner.
This session will cover overall trends, leverage points and issues associated with negotiations with the four major megavendors: IBM, Oracle, Microsoft and SAP. Major topics addressed will be negotiation, cost containment and contracting.
This workshop will walk participants through best practices for building an effective vendor performance scorecard. It will identify specific performance metrics to be developed and provide a draft scorecard model. Please note: Attendees should come prepared to contribute their experiences and ideas to the group. Available to end-users only, preregistration is required. Spaces are limited.
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. This 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?
There is no cross-industry regulation for IoT services. Clients need to understand the various ways to pay for the various hardware, software, application and services that formulate the IoT package delivery. This session will look at: *Calculating costs of feature-based may be risky unless you are in control of the "who" has access and "what" they are accessing. *Consumption-based brings the same level of risk — requiring notifications when the limits are nearing. *Subscription-based can be less risky but at what price? Cost control is only one area this session would focus on. T&Cs that limits liability and protect clients from dramatic price increases are topics to be addressed as well.
"IT asset data inaccuracies can delay decision making and undermine confidence in those decisions that are made. To accelerate and improve the process, this session will examine: • What are the key steps ITAM leaders must address to define data ownership? • How can ITAM leaders clearly establish data model scope and systems of record? • What IT change management gaps must be addressed to improve IT asset data quality?"
Sourcing and vendor management leaders who fail to adequately prepare for SaaS negotiations will miss opportunities to negotiate better pricing and terms, leading to increased cost and risk. This session will be a deep dive on five easy steps to follow that will lead to optimal business outcomes in your next SaaS procurement.
In this workshop, we'll explore techniques to minimize delays and cost overruns on phase-structured (nonagile) projects being executed by third-party systems integrators. We'll look at ways to set yourself up for success and avoid the typical budget overruns and missed milestones that are experienced by one-third of such projects.
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 I 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?
This session helps sourcing and procurement executives achieve deal success by building skills to understand key inputs, marketplace solutions and risk factors, select the best vendor, negotiate a fair and balanced contract and manage the relationship. Key issues: • What are the key factors to achieve deal success? • How do you incorporate them into your organization's processes? • How do you incorporate these items in your contract?
Software audits deemed “successful” often cost organizations time and money which cannot be utilized for progressing their missions forward. Therefore, organizations need to develop a repeatable software audit management process in order to deal with multiple audit requests annually. This session will take you through the audit process, demonstrate how to remain in control of the audit engagement and manage the audit effectively, both internally and externally, and describe how to mitigate the risk of noncompliance. Key Issues: • Why you need to plan for software audits? • How to respond when a software audit letter arrives on your desk? • How to manage the software audit to minimize business financial risk?"
Microsoft licensing is complex and ever-changing but there are resources we can use to get good answers to our licensing questions. This session examines: • How can you navigate key licensing documents, including the product terms and the online services terms? • How can you get more reliable answers to your licensing questions from your Microsoft and reseller account teams? • What are some of the key pieces of Microsoft licensing information within the “nitty-gritty”?
What happens when you miss the "12-months prior" guidance preached by Gartner for a megavendor renewal? It might not be best practice to renew under tight time constraints, but sometimes it is a necessity. This session will examine the following key issues: • How do you maintain a structured negotiation to ensure a favorable outcome? • What is your best alternative to a negotiated agreement (BATNA) and how might that allow a potential solution? • What critical communications are required to get these difficult renewals done on time?
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?
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?
Join other attendees for breakfast before the day's sessions
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.
Lou Holtz's message transcends athletics. It resonates—even to those who aren't sports-minded. The focus is on people and the values that make relationships (and organizations) excel. Once heard, you will have no doubt why Lou Holtz is considered a legendary team leader and speaker on achievement.
This interactive clinic explains how to effectively negotiate SaaS contracts. Participants will explore trends in SaaS contracting and discuss how to identify opportunities, risks and hidden costs within SaaS agreements.
In this interactive clinic, we will review the changes to Azure licensing that sourcing and vendor management leaders need to be aware of and how to leverage these new offerings to optimize spending. We will cover best practices to negotiate large Azure commitments, leveraging the most cost-effective licensing options, and using agile means to control Azure spending.
All IT organizations attempt to optimize cost. Few are effective and truly optimizing both supply and demand. The failure to leverage a proactive process to balance cost, value and risk across multiple opportunities is often process. Learn about best practices in cost optimization and how IT leaders are in a unique position to help drive an effective cost optimization program.
Many clients default to using long, costly and complex RFP processes when going to market for outsourcing, consulting, systems integration, agile and digital services in business transformation scenarios. The clinic covers contemporary options available to ensure you can identify providers and iteratively down select them more quickly along with using hybrid agile POCs to iteratively develop your solution requirements.
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?
Ask yourself if you can explain the sourcing strategy to your CEO or any business unit? If not, this high-level session provides a practical guide to develop and iteratively update and evolve your sourcing strategy. Key Issues: • Why does strategy matter and what is your role in coming up with one? • What are the steps to get to one? • How do I make it more than a paper event?
Lack of clarity regarding indirect access has been an ongoing compliance risk for SAP customers for many years with customers often first learning about the concept and its financial impact during the course of an audit. Attend this session to learn how to identify indirect access risk within your organization and how to negotiate a resolution from a position of strength.
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 do we identify stakeholders relevant to our respective discipline? • How do you develop a communications plan to drive business outcomes?
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?
This presentation will cover the current and anticipated future for cloud risks, cloud compliance and cloud security. In this session, we will address three core topics: • 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.
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.
Organizations are increasingly reliant on SaaS vendors to provide critical applications. Sourcing and vendor management leaders are left to try and improve these SaaS deals at renewal time, from what can seem a position of nonexistent leverage and lock-in. This session will cover: • What are the steps needed to achieve the best SaaS contract renewal deal?
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. 1. The main differences of GDPR to past legislation, what procurement needs to do to deal with the new legislation and the key terms and conditions to focus on.
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?"
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 to identify the keys which unlock a more cohesive relationship.
This session takes a look at the latest Magic Quadrant covering SAM tools, understanding significant changes and trends in the market space.
This session provides attendees with an overview of the data center Magic Quadrant in North America for 2018, the providers, their positions, and key facts gathered from both providers and their formal and informal references. This session will cover: - What are the major trends affecting the data center outsourcing market in North America? - Who are the relevant service providers? - What are the insights gathered from the Magic Quadrant reference survey process?
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! Key issue: • Will your existing software vendor need to charge so much if an alternative provider can meet your needs?
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
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
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?
This ask the analyst session will discuss the concept around digital workplace and how it affects the managed workplace services market. 1)What are digital workplace and managed workplace services? 2) How can digital workplace boost employee engagement and help the organization’s digital business? 3) How can you measure the success of a digital workplace program?
Sourcing and vendor management leaders are challenged to understand the complex and evolving licensing options for Microsoft’s Dynamics 365. The variance in options and price structures can substantially impact costs. In this session, we will discuss the licensing rules that need to be carefully understood and how to evaluate and negotiate the licensing, to achieve the best outcome for your Dynamics 365 contract.
Too often, sourcing, procurement, and vendor management leaders find themselves working to build trust based relationships with key stakeholders by touting savings delivered, risks avoided, etc. Leading organizations also focus on how they can impact higher value business decisions. This session will help participants in their efforts to develop and apply business influence skills.
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 clinic will offer best practices for network sourcing and contracting and enable discussion of how these might apply to the participants environments.
Digital businesses need fast performances in selecting providers for the complex transformation toward cloud migration, edge/IoT and hybrid infrastructures. Using the method and data provided in this workshop, sourcing and vendor management leaders can select in 90 minutes a fact-based shortlist of global infrastructure providers by leveraging geographical and functional fit, customer scores and critical performance factors.
Organizations can benefit from selecting a high-quality managed service provider when implementing and operating solutions on Amazon Web Services, Microsoft Azure and Google Cloud Platform. This session will present the results of Gartner's new Magic Quadrant covering managed service providers for public cloud infrastructure and will cover: • What benefits can a managed service provider bring to cloud management? • What are the key differentiators of the main players in this market? • How should you select the best provider for your needs?
Sourcing and procurement leaders have a reputation for being a delay in achieving critical business initiatives which are commonly dependent on technology suppliers. This session will cover: • How does a category plan enable better alignment and engagement with your stakeholders? • What are the critical components and sources of information to build a proactive category plan? • How often should we update our plan to embed it into our existing operating model?
This session illustrates three 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?
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.
Many organizations expect megascale IaaS public cloud to provide a rapid route to optimizing costs. However, many fail to achieve savings due to lack of planning and management or, worse, save IT costs at the expense of business value. In this session, we will discuss where you and your peers see the value of public cloud, the best practices for managing cost and how to collaborate with the business to optimize outcomes.
Too 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 the model for better strategic engagement throughout the life cycle of our 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 we incentivize our stakeholders and vendors to adapt to our vendor engagement model?
S&VM leaders must leverage contractual security articles to addres 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?
SAP continues to evolve its business model to facilitate its transition to the HANA Platform and S/4HANA ERP, and to support cloud services growth. This interactive clinic will help sourcing and vendor procurement leaders recognize and respond to changes in SAP's product offerings, pricing metrics and negotiating tactics to mitigate risk and maximize deal value.
This practical, interactive clinic explains how to effectively use Gartner's labor toolkit for application consulting services. Participants will explore and discuss how to use the toolkit to compare the rates provided by the different system providers, determine what level of discount can be achieved for long term engagement, understand how to manage landed resources costs, and review rate trends in the different countries.
The future is filled with disruption. Though, the pending disruptions are taking on new forms. The relationship between people and machines are changing forever and our expectations for how the world will evolve are changing too. This presentation explores Gartner's top predictions that herald the change we all see coming but few understood.
When engaging IaaS providers, contract structures, schedules and negotiation best practices are quite different as compared to traditional service deals. Use this interactive session to improve your IaaS deals by — optimizing key contract clauses in simpler agreements, building key best practice SOW, SLA and pricing schedules and optimizing negotiation strategies to avoid standard IaaS contractual constraints.
This clinic will illustrate Gartner’s four-step approach called "T4" (T1-Tactics; T2-Templates; T3-Terms & Conditions; T4-Timing) to educate attendees on the importance of and how to "vendor-ize" negotiations specific to IBM. Attendees will receive ready-to-use worksheets of IBM-specific negotiation tips, tactics and "tricks" along with customized checklists and templates to optimize IBM deals.
Staff augmentation, contingent, temp. labor is a heavily utilized method for meeting delivery needs. But, are you using this delivery method correctly? Learn hear the best practices for use of staff augmentation, how best to contract for staff aug. 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?
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.
Scorecards and dashboards are terms that are frequently confused, resulting in reports that are ineffective and aimed at the wrong audience. This ATA session will examine the differences between the two reports, introduce key metrics and discuss different ways to communicate to stakeholders.
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?
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 to prioritize cost optimization ideas by aligning them with value?
Sourcing managers are challenged to negotiate an increasing number of SaaS contracts. Yet SaaS providers often present their contracts as non-negotiable. Many SaaS providers will negotiate terms and conditions, and this session will provide you with a checklist of the top terms to negotiate, including: • Pricing related terms • Data and security risks and mitigations • How to future-proof your SaaS contract
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!
Many sourcing, procurement and vendor management leaders misunderstand collaboration and how to foster it; yielding limited return on efforts. Collaboration requires culture change and culture is not something that is imposed or implemented; it is a reflection of the actions, attitudes and approaches of the members of an organization. This Workshop will demonstrate through hands-on activities how to develop the culture for successful collaboration by taking the steps necessary to introduce new practices and encourage new ways of thinking.
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.
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
Service providers are in a race to deploy machine learning and artificial intelligence. Services for managing infrastructure and applications are one of the most promising areas. This session will review: Which IT managed services will benefit most from intelligent automation (IA)? How are service providers bringing IA-based services to market? What are the key factors when buying IA-based IT managed services?
Insourcing considerations are two pronged — bringing back outsourcing IT delivery in house and/or deciding what new IT work will be delivered internally versus externally. Learn here about key considerations when contemplating insourcing: 1. What is triggering clients to contemplate insourcing? 2. What delivery is being moved from outsourcing to insourcing? 3. What net new IT delivery needs are being insourced versus outsourced?
This is your opportunity to ask a Gartner Analyst questions that will help develop your Workday negotiation strategy, such as: Can you detail tactics that will help to effectively negotiate with Workday? What are Workday's key commercial and pricing differentiators? What are the key five terms that need to be negotiated in a Workday deal?
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, 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
Sourcing and Vendor Management leaders are responsible for navigating the partner ecosystem, IT supply chain and the cloud. This workshop will help you to navigate the key trends, issues and cost risks for Oracle so you can balance and manage the volume and velocity of change within your organization and optimize internal resources.
Cloud and digital initiatives delivered with bimodal solutions are creating pressures on sourcing portfolios making contracts and supplier relationships more complex. Sourcing executives must focus on processes, tools and management structures to drive successful relationship management. This clinic will provide clients with tools to evaluate their current deal status and improve their deals.
Software support and maintenance costs continue to rise, from 12% to 18% up to 21% to 25% for many providers. But are you getting any more value in return? This clinic will explore how to negotiate maintenance and support renwals to optimize costs, taking into consideration such factors as the degree to which you utilize the provider's support offerings, the likelihood of utilizing upgrades, and the ability to leverage alternative providers at a lower cost.
Gartner's five-step S-M-A-R-T methodology helps technology sourcing and procurement leaders to collaborate with stakeholders to identify risks and opportunities requisite to creating a procurement transformation plan. S-M-A-R-T exploits a community approach engaging stakeholders to create a community SWOT, and use those findings to create the transformation action plan to optimize skills, process, technology, organization/culture and relationships/engagements.
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.
Organizations can benefit from selecting a high-quality managed service provider when implementing and operating solutions on Amazon Web Services, Microsoft Azure and Google Cloud Platform. This session will present the results of Gartner's new Magic Quadrant covering managed service providers for public cloud infrastructure and will cover: - What benefits can a managed service provider bring to cloud management? - What are the key differentiators of the main players in this market? - How should you select the best provider for your needs?
This session provides attendees with an overview of the managed workplace services Magic Quadrant and Critical Capabilities (North America, 2018), the providers, their positions and key facts gathered from both providers and their formal and informal references. This session will examine: • The evolution and the adoption of new services such as intelligent automation, self-service, walk-in support services • Who are the relevant service providers and their position. • Customer satisfaction trends in the managed workplace services market.
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
The reseller landscape has matured and morphed into a sophisticated channel when accessing both application and service delivery models. Understanding the options and choosing WHO to partner with can be complex but proactive management can increase the value this relationship provides. This session will address: * The reseller landscape *Current programs to leverage and decrease costs *Best practices to increase the value and return on the relationship
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 six 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?
This session will leverage the analyst user roundtable format to host a peer-to-peer discuss about the issues that are stopping you from better IT financial management discipline and what can be done to address them.
Interest in blockchain technology has increased dramatically and I&O leaders are being asked to resource projects which investigate its potential and pitfalls. This session reviews the disruptive nature of blockchain across major industry sectors and examines sources of advice and proof of concept capabilities. • What is blockchain and what is its disruptive potential?
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.
This session will provide you with the opportunity to ask the analyst about how best to plan for negotiating network renewals with the service providers. Cost optimization tips and tactics will be offered to aid procurement managers for both new network contracts and renewal considerations.
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.
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.
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.
At first glance, a Software Asset Management tool seems like the answer to all your ITAM Program problems. The tools are amazing and their capabilities continue to expand. A real case can be made that optimized software asset management at your organization cannot be realized without a tool in place. However to get to that state of successful management is not nearly as easy as it looks or maybe as easy you are led to believe by the tool vendors. Many factors come into play when selecting and implementing a SAM tool successfully. Frustrations can abound on both the customer and vendor side of the fence. Is your program ready? This session will explore key areas that must be addressed for a successful implementation.
IT sourcing leaders' biggest challenges with outsourcing contracts are understanding what can and cannot be negotiated, entering and exiting cloud contracts, establishing formal/informal risk management processes, and successfully driving provider behavior. This clinic provides attendees with key take-aways on how to use contract structure and content to best negotiate and manage their outsourcing deals.
Technology procurement leaders are often challenged by negotiating effective Microsoft Enterprise Agreement contracts and renewals because of the complexity of Microsoft's licensing models and the number of options and use rights that have to be considered. This clinic will guide customers to understand these complexities and plan a negotiation strategy.
Asset management is a practice that most organizations recognize the need for (do we need "it"?) but many organization have hard time to start building an effective ITAM Program. This workshop is going to provide you with valuable insights that will help you establish your ITAM roadmap and executing an effective ITAM program.
Organizations need a framework that addresses the complexity of mobility, risk and visibility of hardware asset management. There are also a set of essential steps that begin with asset acquisition but must also address discovery, management and disposal during the entire life cycle of the hardware and software assets.
"This clinic will take you through specific steps, based on best practices, to optimize and reduce the cost of outsourced application services. The clinic will look at: • What key elements in your contract will drive cost optimization? • Which cost optimization efforts are easier and quicker to achieve? • How do you effectively sustain cost optimization over the life of a contract? "
Procurement leaders struggle when they only have one process for procurement, and are unable to respond when their business units have adopted agile methodologies to address their digital business challenges. In this workshop you will define an agile procurement process that: 1. Identifies stakeholders who need to be involved and when they need to be engaged. 2. Defines the due diligence requirements and to which acquisitions they apply.
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?
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 to leverage the six pillars of effective financial transparency?
For many IT and IT finance leader the question is how long can you make due with a spreadsheet? Gartner research shows that the majority of the market that does some form of IT financial management does it with a spreadsheet rather than a purpose built tool. This session will discuss: *How do you know it is time to make the investment? *What are the sign posts to watch for?
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?
Despite the tsunami of changes facing many organizations from Digital Business, Intelligent Automation, Blockchain and all sorts of shifts — almost all sourcing, procurement and vendor management teams are faced with the practical realities of cost optimization. The relentless focus on cost reduction has not gone away in many areas. It's been a focus of this role for last two decades and continues through today. Here we discuss options and approaches for understanding the practical realities of cost optimization.
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
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 we 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.
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?
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 will explore proven storytelling techniques and offer attendees the opportunity to craft stories, getting immediate feedback from their peers and the moderator.
Sourcing and vendor management leaders often fail to adequately plan software and SaaS procurements, resulting in missed opportunities to negotiate better pricing and contract terms. In this session, we will discuss identifying leverage factors and negotiation tips and tactics to avoid increased costs and risks.
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.
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
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?
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?
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 we 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.
Sourcing and vendor management leaders negotiating VMware enterprise license agreement (ELA) contracts need to understand how to request and analyze VMware pricing data and terms. In this session we cover how to employ Gartner's Five-Step VMware ELA Modeling Process Maximizes Leverage and Savings in a VMware ELA.
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 & Procurement teams adding the most value to their internal customers (business & IT teams)? * How do you continue to move forward in this dynamic arena?
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?
S&VM 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: • How do you keep an incumbent provider engaged? • How do you ensure a smooth and timely transition? • What do you need to incorporate into your contract – leaving as you are coming in?
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?
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)
This discussion will focus on the recent trends in Google G Suite's licensing model, give an overview of Google's channel partner landscape and explain why it is relevant to the negotiation process. The session will give you tips and best practices for licensing and overall contract negotiation of Google G Suite. Learn how to achieve attractive pricing in an effort to align with cost optimization objectives.
Software audits have rapidly become a high-risk and high-cost challenge for most organizations. In this session, we will provide you with: • Gartner 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
Salesforce has become a megavendor, with an ever increasing variety of products and industry-specific offerings. This interactive clinic will provide attendees with strategies and tactics to negotiate the best contractual deal with Salesforce.
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.
Maturing your vendor management program starts by understanding your current maturity and mapping out a plan for reaching your desired state. Gartner's ITScore model for IT vendor management provides the ability to quickly perform this assessment. This session will provide you with the tools to assess your IT vendor management maturity and build out your roadmap for advancing your organization's maturity.
SaaS vendors introduce complexity which requires new approaches to managing them. This session will examine how to discover who your SaaS vendors are while pinpointing the key considerations for post-contract performance management and financial governance. Key issues: • What are the key SLA’s and performance criteria to ensure application uptime and performance? • What approaches can effectively govern consumption and optimize costs? • What categories of third-party tools can be purposed to discover, optimize consumption, and measure the performance of SaaS vendors?
Sourcing of business processes is changing. Automation and cloud are impacting the available capabilities in the market. This session looks at the new benefits you can achieve, who the major players are and what areas are "hot." Key Issues: •Why use third parties to deliver business services? • What services are best to outsource? • Who can deliver the savings and improvements sought?
How have the dynamics of the software market and the cloud changed the role of software resellers? What attributes should you identify and how can you choose between providers? This ask the analyst session gives you an opportunity to get answers to these frequently asked questions, to ask your own questions and to learn from the questions asked to the analysts by your peers.
AI and RPA deals introduce complexities in negotiating software and SaaS contracts. The technologies are consistently evolving and most standard contract terms are based on pre-AI concepts, with a particular risk in intellectual property (IP) ownership. This session will cover: • Key differences between AI/RPA vs. traditional software and SaaS deals and why they matter. • Contract terms which must be negotiated to prevent loss of critical IP. • Other key contract terms to minimize risks.
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.
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?
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?
This dual session provides an overview of the changes that are happening in the domestic sourcing market, what clients are considering moving from offshore to onshore delivery and potential changes to the U.S H-1B visa program that could impact offshore resources that are in-country via H-1B visas. 1. What potential changes are anticipated for the U.S. H-1B visa program? 2. What is the health of the domestic/rural sourcing market? 3. How are clients benefiting from the onshore sourcing delivery model?
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.
IT asset managers are challenged to structure the financing of IT’s core infrastructure to optimize cost and flexibility. This session will answer many of your IT financing questions: Should I lease or buy? What effect will the new FASB and IASB accounting changes that eliminate off-balance sheet opex financing have on my financing decision … and on my opex/capex balance? This will be an invaluable opportunity to get your IT lease financing questions answered!
Contract negotiations can be rather complex, difficult and tricky. Preparation is rather important. In this session we are going: • Identify sources of internal procurement relevant data • Identify sources of external procurement relevant data • Design a foundational process of data consolidation and use
Intelligent automation, virtual agents, chatbots and IoT are reshaping the workplace services market and enabling client organizations to transform the corporate environment to attract and retain the necessary talent to succeed in digital business. This session will examine the latest digital workplace trends affecting the work environment and what should you do about it.
In his talk, Isaac explains the powerful insight that inspired him to achieve his most ambitious dreams despite losing his sight to a blinding disease: it isn’t external circumstances, but how we perceive and respond to them, that governs our reality. For example, fear can give us tunnel vision—we fill the void of the unknown with our worst imaginings and cling to the familiar. But when we face new challenges, it’s most important for us to recognize the complexity and uncertainty of the situation, and to avoid falling prey to our emotions. Isaac’s story is not about sight or blindness, it is about vision. Our perspectives are limited by our past experiences, biases, and emotions. Lidsky explains how to confront paralyzing fears; challenge our assumptions and faulty leaps of logic; silence our inner critic; correct our misconceptions about luck, success and weakness; understand and harness our strength; embrace change and live with open hearts and minds. In sharing his hard-won insights, Lidsky shows us how we too can confront life’s trials, personally and professionally, with initiative, grace and an innovative spirit—and move forward as leaders with an empowering, new vision.