Agenda / By topic

Thursday, September 06, 2018 02:15 PM|Thursday, September 06, 2018 03:00 PM
Ask the Analyst: What Is Stopping You From Better IT Financial Management Discipline?
Robert Naegle, Research VP, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Friday, September 07, 2018 08:30 AM|Friday, September 07, 2018 09:15 AM
How to Improve IT Financial Transparency to Drive More Value
Jim McGittigan, Research VP, Gartner

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?


Friday, September 07, 2018 08:30 AM|Friday, September 07, 2018 09:15 AM
When Do You Need an ITFM Tool? What Does It Take to Understand Your True Cost of IT Services?
Robert Naegle, Research VP, Gartner

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?


Tuesday, September 04, 2018 02:15 PM|Tuesday, September 04, 2018 03:00 PM
Tutorial: Eight Steps to Strategize Software and SaaS Negotiations for Cost Optimization and Risk Mitigation
Jo Ann Rosenberger, VP Distinguished Analyst, Gartner

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?


Tuesday, September 04, 2018 03:15 PM|Tuesday, September 04, 2018 04:45 PM
Workshop: Reducing Your Third-Party Application Costs to Avoid Budget Overruns and Implementation Delays
Allan Wilkins, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Wednesday, September 05, 2018 10:30 AM|Wednesday, September 05, 2018 11:30 AM
Clinic: Software as a Service
Jo Liversidge, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Wednesday, September 05, 2018 10:30 AM|Wednesday, September 05, 2018 12:00 PM
Workshop: How IT Leaders Can Help Drive Cost Optimization
Jim McGittigan, Research VP, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Wednesday, September 05, 2018 10:45 AM|Wednesday, September 05, 2018 11:30 AM
Strategic Changes in Infrastructure Services and How to Source Effectively for Them
David Groombridge, Research Director, Gartner

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?


Wednesday, September 05, 2018 10:45 AM|Wednesday, September 05, 2018 11:30 AM
Top 10 IT Cost Optimization Ideas 2018
James Michael Anderson, Research Director, Gartner

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.


Wednesday, September 05, 2018 11:45 AM|Wednesday, September 05, 2018 12:15 PM
Understanding and Doing Business with Microsoft
Stephen White, Research Director, Gartner

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.


Wednesday, September 05, 2018 11:45 AM|Wednesday, September 05, 2018 12:15 PM
Magic Quadrant: Software Asset Management Tools
Roger Williams, Research Director, Gartner

This session takes a look at the latest Magic Quadrant covering SAM tools, understanding significant changes and trends in the market space.


Wednesday, September 05, 2018 03:15 PM|Wednesday, September 05, 2018 04:00 PM
Software Maintenance, Support Options and Alternatives to Turn Escalating Costs Into Savings
Rob Wilkes, Research Director, Gartner

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?


Wednesday, September 05, 2018 03:15 PM|Wednesday, September 05, 2018 04:15 PM
Clinic: Network Sourcing and Contracting Best Practices
Danellie Young, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Wednesday, September 05, 2018 05:15 PM|Wednesday, September 05, 2018 06:00 PM
Negotiating Network Contracts for Price, Quality and Flexibility
Danellie Young, Research Director, Gartner

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?


Wednesday, September 05, 2018 05:15 PM|Wednesday, September 05, 2018 06:00 PM
Create a Category Plan for Closer Business Alignment and Engagement
Matt Corsi, Research Director, Gartner

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?


Wednesday, September 05, 2018 05:15 PM|Wednesday, September 05, 2018 06:00 PM
How to Use Financial Models During Negotiations for Cost Optimization and Cost Transparency
Jo Ann Rosenberger, VP Distinguished Analyst, Gartner

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?


Wednesday, September 05, 2018 05:15 PM|Wednesday, September 05, 2018 06:00 PM
Ask the Analyst: Using Infrastructure as a Service to Optimize Costs
David Groombridge, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Wednesday, September 05, 2018 05:15 PM|Wednesday, September 05, 2018 06:15 PM
Clinic: Negotiating With SAP
Bill Ryan, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Wednesday, September 05, 2018 05:15 PM|Wednesday, September 05, 2018 06:15 PM
Clinic: How to Use Gartner's Labor Toolkit for Application Consulting Services
Allan Wilkins, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Thursday, September 06, 2018 09:15 AM|Thursday, September 06, 2018 10:15 AM
Contract Negotiation Clinic: Optimize Your IBM Negotiations Using Gartner's "T4" Framework (Tactics, Templates, Ts&Cs, Timing)
Jo Ann Rosenberger, VP Distinguished Analyst, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Thursday, September 06, 2018 09:30 AM|Thursday, September 06, 2018 10:15 AM
Price Optimization: What Is the Current Market Price for Outsourced Infrastructure Services?
Mark D. Ray, Research Director, Gartner

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?


Thursday, September 06, 2018 09:30 AM|Thursday, September 06, 2018 10:15 AM
Negotiate the Top 10 SaaS Contract Terms
Jo Liversidge, Research Director, Gartner

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


Thursday, September 06, 2018 11:30 AM|Thursday, September 06, 2018 12:15 PM
The Fundamentals of Software Asset Management
Matt Corsi, Research Director, Gartner

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.


Thursday, September 06, 2018 02:15 PM|Thursday, September 06, 2018 03:00 PM
Negotiating With the Software Megavendors — Microsoft, Oracle, SAP and IBM
Rob Schafer, Research Director, Gartner

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


Thursday, September 06, 2018 02:15 PM|Thursday, September 06, 2018 03:00 PM
Practical and Actionable Realities of Cost Optimization
William Maurer, Research VP, Gartner

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?


Thursday, September 06, 2018 02:15 PM|Thursday, September 06, 2018 03:00 PM
Ask the Analyst: What Is Stopping You From Better IT Financial Management Discipline?
Robert Naegle, Research VP, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Thursday, September 06, 2018 04:00 PM|Thursday, September 06, 2018 04:30 PM
Ask the Analyst: What to Know to Plan Your Network Negotiation and Renewal
Danellie Young, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Thursday, September 06, 2018 04:00 PM|Thursday, September 06, 2018 05:00 PM
Clinic: Microsoft
Marie Sienkowski, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Friday, September 07, 2018 08:00 AM|Friday, September 07, 2018 09:00 AM
Clinic: Effective Strategies for Cost Optimization in Application Services
Kris Doering, Research VP, Gartner
Fabio Di Capua, Research Director, Gartner

"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? "

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Friday, September 07, 2018 08:30 AM|Friday, September 07, 2018 09:15 AM
How to Improve IT Financial Transparency to Drive More Value
Jim McGittigan, Research VP, Gartner

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?


Friday, September 07, 2018 08:30 AM|Friday, September 07, 2018 09:15 AM
When Do You Need an ITFM Tool? What Does It Take to Understand Your True Cost of IT Services?
Robert Naegle, Research VP, Gartner

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?


Friday, September 07, 2018 08:30 AM|Friday, September 07, 2018 09:15 AM
Three Critical Elements of a Successful SAM Tool Implementation
Matt Corsi, Research Director, Gartner

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.


Friday, September 07, 2018 08:30 AM|Friday, September 07, 2018 09:15 AM
Ask the Analyst: Understanding the Practical Realities of Cost Optimization
Frances Karamouzis, VP Distinguished Analyst, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Friday, September 07, 2018 09:30 AM|Friday, September 07, 2018 10:15 AM
Ask the Analyst: Negotiation Tips and Tactics When Negotiating Software and SaaS Deals
Melanie Alexander, Principal Research Analyst, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Friday, September 07, 2018 09:30 AM|Friday, September 07, 2018 10:15 AM
Create a Three-Year Roadmap to Cost Optimization Maturity
James Michael Anderson, Research Director, Gartner

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?


Friday, September 07, 2018 09:30 AM|Friday, September 07, 2018 10:15 AM
Evaluating the Software Asset Management Managed Services Option
Stephen White, Research Director, Gartner

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.


Friday, September 07, 2018 09:30 AM|Friday, September 07, 2018 10:30 AM
Clinic: Effectively Negotiating Your Best VMware Enterprise License Agreement
Eugene Quillen, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Friday, September 07, 2018 10:30 AM|Friday, September 07, 2018 11:30 AM
Clinic: Salesforce
Jo Liversidge, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Friday, September 07, 2018 11:30 AM|Friday, September 07, 2018 12:15 PM
Ask the Analyst: What to Look for When Selecting Your Software Reseller
Stephen White, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Friday, September 07, 2018 11:30 AM|Friday, September 07, 2018 12:15 PM
Reduce Risks and Costs in Artificial Intelligence and RPA Software and SaaS Deals
Melanie Alexander, Principal Research Analyst, Gartner

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.


Friday, September 07, 2018 11:30 AM|Friday, September 07, 2018 12:15 PM
Communicating a Vision: Three-Year Roadmap to IT Financial Management Maturity
James Michael Anderson, Research Director, Gartner

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.


Friday, September 07, 2018 01:15 PM|Friday, September 07, 2018 01:45 PM
Understand Key Megavendor BYOL Differences to Reduce Risk and Cost When Moving Licenses to the Cloud
Dolores Ianni, Research Director, Gartner

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.


Friday, September 07, 2018 01:15 PM|Friday, September 07, 2018 01:45 PM
Procurement Analytics — Where Is the Data?
Yanni Karalis, Research Director, Gartner

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


Tuesday, September 04, 2018 01:15 PM|Tuesday, September 04, 2018 02:45 PM
Workshop: Creating a Vendor Scorecard With Effective Vendor Performance Metrics
Edward Weinstein, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Tuesday, September 04, 2018 04:30 PM|Tuesday, September 04, 2018 05:15 PM
Tutorial: Comprehensive Framework for Effective Vendor Management
Edward Weinstein, Research Director, Gartner

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?


Wednesday, September 05, 2018 03:15 PM|Wednesday, September 05, 2018 04:00 PM
Transforming Vendor Management for Speed and Agility
Edward Weinstein, Research Director, Gartner

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?


Thursday, September 06, 2018 09:30 AM|Thursday, September 06, 2018 11:00 AM
Workshop: Techniques for Improving Collaboration Across Sourcing, Procurement, ITAM and Vendor Management
Eugene Quillen, Research Director, Gartner
James Smith, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Thursday, September 06, 2018 02:00 PM|Thursday, September 06, 2018 03:30 PM
Workshop: Senior Leadership Circle: Effective Steps to Create a Procurement, Sourcing and Vendor Management COE
Yanni Karalis, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Friday, September 07, 2018 09:30 AM|Friday, September 07, 2018 10:15 AM
Measuring What Matters: Developing a Balanced Vendor Management Scorecard
Edward Weinstein, Research Director, Gartner

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?


Tuesday, September 04, 2018 01:15 PM|Tuesday, September 04, 2018 02:45 PM
Workshop: Employing the Gartner Triage Methodology in Bimodal Procurement
Eugene Quillen, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Tuesday, September 04, 2018 04:30 PM|Tuesday, September 04, 2018 05:15 PM
Tutorial: The ABC's of Renewing Your Megavendor Agreement in Less Than a Quarter
James Smith, Research Director, Gartner

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?


Wednesday, September 05, 2018 10:30 AM|Wednesday, September 05, 2018 12:00 PM
Workshop: Optimizing RFP Processes for Going to Market for Bimodal Services
Kris Doering, Research VP, Gartner
Fabio Di Capua, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Wednesday, September 05, 2018 10:45 AM|Wednesday, September 05, 2018 11:30 AM
Trends in Technology Procurement and Contracting
Christopher Dixon, Principal Research Analyst, Gartner

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?


Wednesday, September 05, 2018 11:45 AM|Wednesday, September 05, 2018 12:15 PM
GDPR and Procurement — Practical Advice to Negotiate and Contract in Light of the New Legislation
Yanni Karalis, Research Director, Gartner

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.


Wednesday, September 05, 2018 05:15 PM|Wednesday, September 05, 2018 06:00 PM
Create a Category Plan for Closer Business Alignment and Engagement
Matt Corsi, Research Director, Gartner

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?


Thursday, September 06, 2018 09:30 AM|Thursday, September 06, 2018 11:00 AM
Workshop: Techniques for Improving Collaboration Across Sourcing, Procurement, ITAM and Vendor Management
Eugene Quillen, Research Director, Gartner
James Smith, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Thursday, September 06, 2018 11:30 AM|Thursday, September 06, 2018 12:15 PM
Evolve Technology Procurement Engagement Skills to Remain Relevant to the Business
Luke Ellery, Research Director, Gartner

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


Thursday, September 06, 2018 02:00 PM|Thursday, September 06, 2018 03:30 PM
Workshop: Use Gartner's Five-Step S-M-A-R-T Methodology to Create a Sourcing and Procurement Roadmap and Action Plan
Jo Ann Rosenberger, VP Distinguished Analyst, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Thursday, September 06, 2018 04:00 PM|Thursday, September 06, 2018 04:30 PM
Procurement Value Metrics
Yanni Karalis, Research Director, Gartner

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.


Friday, September 07, 2018 08:15 AM|Friday, September 07, 2018 09:45 AM
Workshop: Adapt Agile Development Methodologies to Technology Procurement Processes to Enable Digital Business
Luke Ellery, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Friday, September 07, 2018 11:30 AM|Friday, September 07, 2018 12:15 PM
How Procurement Can Influence Stakeholders With Four Innovative Approaches
Christopher Dixon, Principal Research Analyst, Gartner

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?


Friday, September 07, 2018 01:15 PM|Friday, September 07, 2018 01:45 PM
Procurement Analytics — Where Is the Data?
Yanni Karalis, Research Director, Gartner

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


Tuesday, September 04, 2018 02:15 PM|Tuesday, September 04, 2018 03:00 PM
Tutorial: Take Four Steps to Improve IT Asset Data Quality
Roger Williams, Research Director, Gartner

"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?"


Tuesday, September 04, 2018 03:30 PM|Tuesday, September 04, 2018 04:15 PM
Tutorial: How to Thrive During a Software Audit
Christopher Dixon, Principal Research Analyst, Gartner

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?"


Wednesday, September 05, 2018 11:45 AM|Wednesday, September 05, 2018 12:15 PM
Magic Quadrant: Software Asset Management Tools
Roger Williams, Research Director, Gartner

This session takes a look at the latest Magic Quadrant covering SAM tools, understanding significant changes and trends in the market space.


Thursday, September 06, 2018 11:30 AM|Thursday, September 06, 2018 12:15 PM
The Fundamentals of Software Asset Management
Matt Corsi, Research Director, Gartner

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.


Thursday, September 06, 2018 04:00 PM|Thursday, September 06, 2018 05:30 PM
Workshop: Building an Effective ITAM Roadmap
Tim Zimmerman, Research VP, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Thursday, September 06, 2018 04:45 PM|Thursday, September 06, 2018 05:15 PM
Ask the Analyst: How to Improve Your ITAM Discipline Through Effectively Tracking and Managing Assets
Tim Zimmerman, Research VP, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Friday, September 07, 2018 08:30 AM|Friday, September 07, 2018 09:15 AM
Three Critical Elements of a Successful SAM Tool Implementation
Matt Corsi, Research Director, Gartner

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.


Friday, September 07, 2018 09:30 AM|Friday, September 07, 2018 10:15 AM
Discovery, Security, Management and Disposal: The Lifecycle of Hardware Assets in the Enterprise
Tim Zimmerman, Research VP, Gartner

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


Friday, September 07, 2018 09:30 AM|Friday, September 07, 2018 10:15 AM
Evaluating the Software Asset Management Managed Services Option
Stephen White, Research Director, Gartner

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.


Friday, September 07, 2018 11:30 AM|Friday, September 07, 2018 12:15 PM
How to Develop a Strategy for IT Hardware Asset Management Tooling
Roger Williams, Research Director, Gartner

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?


Tuesday, September 04, 2018 01:15 PM|Tuesday, September 04, 2018 02:45 PM
Workshop: Creating a Vendor Scorecard With Effective Vendor Performance Metrics
Edward Weinstein, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Tuesday, September 04, 2018 02:15 PM|Tuesday, September 04, 2018 03:00 PM
Tutorial: Take Four Steps to Improve IT Asset Data Quality
Roger Williams, Research Director, Gartner

"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?"


Thursday, September 06, 2018 11:30 AM|Thursday, September 06, 2018 12:15 PM
How to Tell the IT Value Story and Build Metrics to Communicate to Business Leadership
Robert Naegle, Research VP, Gartner

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


Thursday, September 06, 2018 02:15 PM|Thursday, September 06, 2018 03:00 PM
Ask the Analyst: What Is Stopping You From Better IT Financial Management Discipline?
Robert Naegle, Research VP, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Thursday, September 06, 2018 04:00 PM|Thursday, September 06, 2018 04:30 PM
How to Achieve Effective SLAs and KPIs With Your Service Delivery Partners
Allan Wilkins, Research Director, Gartner

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.


Thursday, September 06, 2018 04:00 PM|Thursday, September 06, 2018 04:30 PM
Procurement Value Metrics
Yanni Karalis, Research Director, Gartner

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.


Friday, September 07, 2018 08:30 AM|Friday, September 07, 2018 09:15 AM
When Do You Need an ITFM Tool? What Does It Take to Understand Your True Cost of IT Services?
Robert Naegle, Research VP, Gartner

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?


Friday, September 07, 2018 09:30 AM|Friday, September 07, 2018 10:15 AM
Measuring What Matters: Developing a Balanced Vendor Management Scorecard
Edward Weinstein, Research Director, Gartner

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?


Friday, September 07, 2018 11:30 AM|Friday, September 07, 2018 12:15 PM
Communicating a Vision: Three-Year Roadmap to IT Financial Management Maturity
James Michael Anderson, Research Director, Gartner

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.


Tuesday, September 04, 2018 04:30 PM|Tuesday, September 04, 2018 05:15 PM
Tutorial: The ABC's of Renewing Your Megavendor Agreement in Less Than a Quarter
James Smith, Research Director, Gartner

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?


Wednesday, September 05, 2018 10:30 AM|Wednesday, September 05, 2018 12:00 PM
Workshop: Optimizing RFP Processes for Going to Market for Bimodal Services
Kris Doering, Research VP, Gartner
Fabio Di Capua, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Wednesday, September 05, 2018 10:45 AM|Wednesday, September 05, 2018 11:30 AM
Practical Guide to Developing, Updating and Evolving a Sourcing Strategy
Katie Gove, Research Director, Gartner

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?


Wednesday, September 05, 2018 10:45 AM|Wednesday, September 05, 2018 11:30 AM
The State of Cloud Security
Stephanie Stoudt-Hansen, Research Director, Gartner

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.


Wednesday, September 05, 2018 11:45 AM|Wednesday, September 05, 2018 12:15 PM
GDPR and Procurement — Practical Advice to Negotiate and Contract in Light of the New Legislation
Yanni Karalis, Research Director, Gartner

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.


Wednesday, September 05, 2018 03:15 PM|Wednesday, September 05, 2018 03:45 PM
Magic Quadrant: Data Center Outsourcing North America 2018
William Maurer, Research VP, Gartner
Mark D. Ray, Research Director, Gartner

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?


Wednesday, September 05, 2018 03:15 PM|Wednesday, September 05, 2018 04:15 PM
Clinic: Network Sourcing and Contracting Best Practices
Danellie Young, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Wednesday, September 05, 2018 05:15 PM|Wednesday, September 05, 2018 06:00 PM
Negotiating Network Contracts for Price, Quality and Flexibility
Danellie Young, Research Director, Gartner

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?


Wednesday, September 05, 2018 05:15 PM|Wednesday, September 05, 2018 06:00 PM
Create a Category Plan for Closer Business Alignment and Engagement
Matt Corsi, Research Director, Gartner

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?


Wednesday, September 05, 2018 05:15 PM|Wednesday, September 05, 2018 06:00 PM
Ask the Analyst: Using Infrastructure as a Service to Optimize Costs
David Groombridge, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Thursday, September 06, 2018 11:30 AM|Thursday, September 06, 2018 12:15 PM
Evolve Technology Procurement Engagement Skills to Remain Relevant to the Business
Luke Ellery, Research Director, Gartner

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


Thursday, September 06, 2018 02:00 PM|Thursday, September 06, 2018 03:30 PM
Workshop: Use Gartner's Five-Step S-M-A-R-T Methodology to Create a Sourcing and Procurement Roadmap and Action Plan
Jo Ann Rosenberger, VP Distinguished Analyst, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Thursday, September 06, 2018 04:00 PM|Thursday, September 06, 2018 04:30 PM
Ask the Analyst: What to Know to Plan Your Network Negotiation and Renewal
Danellie Young, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Friday, September 07, 2018 10:30 AM|Friday, September 07, 2018 11:15 AM
What You Need to Know: Intelligent Automation from RPA to AI
Frances Karamouzis, VP Distinguished Analyst, Gartner

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?


Friday, September 07, 2018 01:15 PM|Friday, September 07, 2018 01:45 PM
Procurement Analytics — Where Is the Data?
Yanni Karalis, Research Director, Gartner

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


Tuesday, September 04, 2018 02:15 PM|Tuesday, September 04, 2018 03:00 PM
Tutorial: Understanding Licensing Models and Mitigating Risks When Negotiating an IoT Contract
Pamela Wheelwright, Research Director, Gartner

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.


Wednesday, September 05, 2018 03:15 PM|Wednesday, September 05, 2018 04:00 PM
The Cloud Strategy Cookbook
David Mitchell Smith, VP & Gartner Fellow, Gartner

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


Wednesday, September 05, 2018 03:15 PM|Wednesday, September 05, 2018 04:00 PM
Ask the Analyst: Digital Workplace and Managed Workplace Services
Daniel Barros, Research VP, Gartner

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?

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Thursday, September 06, 2018 11:30 AM|Thursday, September 06, 2018 12:15 PM
The Impact of Intelligent Automation on the IT Managed Services Market
Neil Barton, Research VP, Gartner

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?


Thursday, September 06, 2018 04:00 PM|Thursday, September 06, 2018 04:30 PM
Handling the Challenges of Blockchain
David Groombridge, Research Director, Gartner

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?


Friday, September 07, 2018 10:30 AM|Friday, September 07, 2018 11:15 AM
What You Need to Know: Intelligent Automation from RPA to AI
Frances Karamouzis, VP Distinguished Analyst, Gartner

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?


Friday, September 07, 2018 11:30 AM|Friday, September 07, 2018 12:15 PM
What's New in Business Process Outsourcing (BPO)
Katie Gove, Research Director, Gartner

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?


Friday, September 07, 2018 11:30 AM|Friday, September 07, 2018 12:15 PM
How to Develop a Strategy for IT Hardware Asset Management Tooling
Roger Williams, Research Director, Gartner

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?


Friday, September 07, 2018 01:15 PM|Friday, September 07, 2018 01:45 PM
Latest Workplace Trends and Why You Should Care
Daniel Barros, Research VP, Gartner

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.


Friday, September 07, 2018 09:30 AM|Friday, September 07, 2018 10:15 AM
Discovery, Security, Management and Disposal: The Lifecycle of Hardware Assets in the Enterprise
Tim Zimmerman, Research VP, Gartner

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


Wednesday, September 05, 2018 10:30 AM|Wednesday, September 05, 2018 12:00 PM
Workshop: How IT Leaders Can Help Drive Cost Optimization
Jim McGittigan, Research VP, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Wednesday, September 05, 2018 05:15 PM|Wednesday, September 05, 2018 06:00 PM
How to Use Financial Models During Negotiations for Cost Optimization and Cost Transparency
Jo Ann Rosenberger, VP Distinguished Analyst, Gartner

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?


Wednesday, September 05, 2018 05:15 PM|Wednesday, September 05, 2018 06:15 PM
Clinic: How to Use Gartner's Labor Toolkit for Application Consulting Services
Allan Wilkins, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Thursday, September 06, 2018 02:15 PM|Thursday, September 06, 2018 03:00 PM
Ask the Analyst: What Is Stopping You From Better IT Financial Management Discipline?
Robert Naegle, Research VP, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Thursday, September 06, 2018 04:00 PM|Thursday, September 06, 2018 04:30 PM
Managing the Shift From Opex to Capex
Jim McGittigan, Research VP, Gartner

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.


Friday, September 07, 2018 08:30 AM|Friday, September 07, 2018 09:15 AM
How to Improve IT Financial Transparency to Drive More Value
Jim McGittigan, Research VP, Gartner

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?


Friday, September 07, 2018 08:30 AM|Friday, September 07, 2018 09:15 AM
When Do You Need an ITFM Tool? What Does It Take to Understand Your True Cost of IT Services?
Robert Naegle, Research VP, Gartner

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?


Friday, September 07, 2018 09:30 AM|Friday, September 07, 2018 10:15 AM
Create a Three-Year Roadmap to Cost Optimization Maturity
James Michael Anderson, Research Director, Gartner

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?


Friday, September 07, 2018 09:30 AM|Friday, September 07, 2018 10:30 AM
Clinic: Effectively Negotiating Your Best VMware Enterprise License Agreement
Eugene Quillen, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Friday, September 07, 2018 10:30 AM|Friday, September 07, 2018 11:15 AM
Agile Financial Governance: What Changes, What Doesn't
Jim McGittigan, Research VP, Gartner

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)


Friday, September 07, 2018 11:30 AM|Friday, September 07, 2018 12:15 PM
Communicating a Vision: Three-Year Roadmap to IT Financial Management Maturity
James Michael Anderson, Research Director, Gartner

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.


Tuesday, September 04, 2018 02:15 PM|Tuesday, September 04, 2018 03:00 PM
Tutorial: Take Four Steps to Improve IT Asset Data Quality
Roger Williams, Research Director, Gartner

"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?"


Tuesday, September 04, 2018 04:30 PM|Tuesday, September 04, 2018 05:15 PM
Tutorial: Comprehensive Framework for Effective Vendor Management
Edward Weinstein, Research Director, Gartner

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?


Wednesday, September 05, 2018 10:45 AM|Wednesday, September 05, 2018 11:30 AM
Practical Guide to Developing, Updating and Evolving a Sourcing Strategy
Katie Gove, Research Director, Gartner

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?


Wednesday, September 05, 2018 10:45 AM|Wednesday, September 05, 2018 11:30 AM
Collaborate Across Sourcing, ITAM and Vendor Management to Drive Business Transformation
Luke Ellery, Research Director, Gartner

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?


Wednesday, September 05, 2018 03:15 PM|Wednesday, September 05, 2018 04:00 PM
How Your Enterprise's Personality Impacts Your Ability to Engage and Influence
Hank Barnes, VP Distinguished Analyst, Gartner

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


Thursday, September 06, 2018 09:30 AM|Thursday, September 06, 2018 11:00 AM
Workshop: Techniques for Improving Collaboration Across Sourcing, Procurement, ITAM and Vendor Management
Eugene Quillen, Research Director, Gartner
James Smith, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Thursday, September 06, 2018 02:00 PM|Thursday, September 06, 2018 03:30 PM
Workshop: Senior Leadership Circle: Effective Steps to Create a Procurement, Sourcing and Vendor Management COE
Yanni Karalis, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Thursday, September 06, 2018 04:00 PM|Thursday, September 06, 2018 04:30 PM
Buying Breakdowns : Addressing Dysfunction in Technology Buying
Hank Barnes, VP Distinguished Analyst, Gartner

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.


Thursday, September 06, 2018 04:00 PM|Thursday, September 06, 2018 04:30 PM
Procurement Value Metrics
Yanni Karalis, Research Director, Gartner

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.


Friday, September 07, 2018 08:30 AM|Friday, September 07, 2018 10:00 AM
Workshop: Senior Leadership Story: Mastering the Art of Storytelling to Engage and Influence
Hank Barnes, VP Distinguished Analyst, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Friday, September 07, 2018 09:30 AM|Friday, September 07, 2018 10:15 AM
Create a Three-Year Roadmap to Cost Optimization Maturity
James Michael Anderson, Research Director, Gartner

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?


Friday, September 07, 2018 11:30 AM|Friday, September 07, 2018 12:15 PM
Communicating a Vision: Three-Year Roadmap to IT Financial Management Maturity
James Michael Anderson, Research Director, Gartner

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.


Friday, September 07, 2018 11:30 AM|Friday, September 07, 2018 12:15 PM
How Procurement Can Influence Stakeholders With Four Innovative Approaches
Christopher Dixon, Principal Research Analyst, Gartner

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?


Tuesday, September 04, 2018 01:15 PM|Tuesday, September 04, 2018 02:45 PM
Workshop: Employing the Gartner Triage Methodology in Bimodal Procurement
Eugene Quillen, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Wednesday, September 05, 2018 10:45 AM|Wednesday, September 05, 2018 11:30 AM
The State of Cloud Security
Stephanie Stoudt-Hansen, Research Director, Gartner

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.


Wednesday, September 05, 2018 11:45 AM|Wednesday, September 05, 2018 12:15 PM
Understanding and Doing Business with Microsoft
Stephen White, Research Director, Gartner

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.


Wednesday, September 05, 2018 03:15 PM|Wednesday, September 05, 2018 04:00 PM
The Cloud Strategy Cookbook
David Mitchell Smith, VP & Gartner Fellow, Gartner

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


Wednesday, September 05, 2018 05:15 PM|Wednesday, September 05, 2018 06:00 PM
Reduce Security Risks by Mastering Cloud Contracts and Security Standards
Stephanie Stoudt-Hansen, Research Director, Gartner

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?


Thursday, September 06, 2018 11:30 AM|Thursday, September 06, 2018 12:15 PM
The Fundamentals of Software Asset Management
Matt Corsi, Research Director, Gartner

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.


Friday, September 07, 2018 08:30 AM|Friday, September 07, 2018 09:15 AM
Cloud Computing: Understanding and Managing Cloud Disruptions
David Mitchell Smith, VP & Gartner Fellow, Gartner

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


Friday, September 07, 2018 10:30 AM|Friday, September 07, 2018 11:15 AM
Ask the Analyst: How to Negotiate With Google
Pamela Wheelwright, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Friday, September 07, 2018 11:30 AM|Friday, September 07, 2018 12:15 PM
Effective Management of SaaS Vendors
Eugene Quillen, Research Director, Gartner
Matt Corsi, Research Director, Gartner

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?


Tuesday, September 04, 2018 03:30 PM|Tuesday, September 04, 2018 04:15 PM
Tutorial: How to Thrive During a Software Audit
Christopher Dixon, Principal Research Analyst, Gartner

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?"


Wednesday, September 05, 2018 10:45 AM|Wednesday, September 05, 2018 11:30 AM
Ask the Analyst: How to Identify, Quantify and Resolve SAP Indirect Access Risk
Bill Ryan, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Wednesday, September 05, 2018 11:45 AM|Wednesday, September 05, 2018 12:15 PM
Magic Quadrant: Software Asset Management Tools
Roger Williams, Research Director, Gartner

This session takes a look at the latest Magic Quadrant covering SAM tools, understanding significant changes and trends in the market space.


Thursday, September 06, 2018 09:15 AM|Thursday, September 06, 2018 10:15 AM
Contract Negotiation Clinic: Optimize Your IBM Negotiations Using Gartner's "T4" Framework (Tactics, Templates, Ts&Cs, Timing)
Jo Ann Rosenberger, VP Distinguished Analyst, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Thursday, September 06, 2018 11:30 AM|Thursday, September 06, 2018 12:15 PM
The Fundamentals of Software Asset Management
Matt Corsi, Research Director, Gartner

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.


Friday, September 07, 2018 08:30 AM|Friday, September 07, 2018 09:15 AM
Three Critical Elements of a Successful SAM Tool Implementation
Matt Corsi, Research Director, Gartner

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.


Tuesday, September 04, 2018 01:15 PM|Tuesday, September 04, 2018 02:45 PM
Workshop: Creating a Vendor Scorecard With Effective Vendor Performance Metrics
Edward Weinstein, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Tuesday, September 04, 2018 03:15 PM|Tuesday, September 04, 2018 04:45 PM
Workshop: Reducing Your Third-Party Application Costs to Avoid Budget Overruns and Implementation Delays
Allan Wilkins, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Tuesday, September 04, 2018 03:30 PM|Tuesday, September 04, 2018 04:15 PM
Tutorial: Use These Six Key Factors to Achieve Data Center and Cloud Outsourcing Deal Success
William Maurer, Research VP, Gartner

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?


Wednesday, September 05, 2018 03:15 PM|Wednesday, September 05, 2018 04:00 PM
Transforming Vendor Management for Speed and Agility
Edward Weinstein, Research Director, Gartner

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?


Thursday, September 06, 2018 11:30 AM|Thursday, September 06, 2018 12:30 PM
Clinic: Succeed With Outsourcing Relationship Mgmt. in a Digitally Driven Sourcing World
William Maurer, Research VP, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Thursday, September 06, 2018 02:15 PM|Thursday, September 06, 2018 03:00 PM
Getting the Most Value From Your Reseller
Pamela Wheelwright, Research Director, Gartner

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


Thursday, September 06, 2018 04:00 PM|Thursday, September 06, 2018 04:30 PM
How to Achieve Effective SLAs and KPIs With Your Service Delivery Partners
Allan Wilkins, Research Director, Gartner

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.


Friday, September 07, 2018 08:00 AM|Friday, September 07, 2018 09:00 AM
Clinic: Effective Strategies for Cost Optimization in Application Services
Kris Doering, Research VP, Gartner
Fabio Di Capua, Research Director, Gartner

"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? "

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Friday, September 07, 2018 08:30 AM|Friday, September 07, 2018 09:15 AM
Ask the Analyst: Understanding the Practical Realities of Cost Optimization
Frances Karamouzis, VP Distinguished Analyst, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Friday, September 07, 2018 09:30 AM|Friday, September 07, 2018 10:15 AM
Measuring What Matters: Developing a Balanced Vendor Management Scorecard
Edward Weinstein, Research Director, Gartner

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?


Friday, September 07, 2018 11:30 AM|Friday, September 07, 2018 12:15 PM
Effective Management of SaaS Vendors
Eugene Quillen, Research Director, Gartner
Matt Corsi, Research Director, Gartner

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?


Friday, September 07, 2018 11:30 AM|Friday, September 07, 2018 12:15 PM
Ask the Analyst: What to Look for When Selecting Your Software Reseller
Stephen White, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Tuesday, September 04, 2018 01:15 PM|Tuesday, September 04, 2018 02:45 PM
Workshop: How to Negotiate With the Megavendors (IBM, Microsoft, Oracle, SAP) to Optimize Costs and Mitigate Risk
James Smith, Research Director, Gartner
Marie Sienkowski, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Tuesday, September 04, 2018 01:15 PM|Tuesday, September 04, 2018 02:45 PM
Workshop: Employing the Gartner Triage Methodology in Bimodal Procurement
Eugene Quillen, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Tuesday, September 04, 2018 02:15 PM|Tuesday, September 04, 2018 03:00 PM
Tutorial: Eight Steps to Strategize Software and SaaS Negotiations for Cost Optimization and Risk Mitigation
Jo Ann Rosenberger, VP Distinguished Analyst, Gartner

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?


Tuesday, September 04, 2018 04:30 PM|Tuesday, September 04, 2018 05:15 PM
Tutorial: Microsoft Use Rights Demystified: How to Determine Your Software and Cloud Service Entitlements
Marie Sienkowski, Research Director, Gartner

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”?


Wednesday, September 05, 2018 10:30 AM|Wednesday, September 05, 2018 11:30 AM
Clinic: Software as a Service
Jo Liversidge, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Wednesday, September 05, 2018 10:45 AM|Wednesday, September 05, 2018 11:30 AM
The State of Cloud Security
Stephanie Stoudt-Hansen, Research Director, Gartner

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.


Wednesday, September 05, 2018 11:45 AM|Wednesday, September 05, 2018 12:15 PM
GDPR and Procurement — Practical Advice to Negotiate and Contract in Light of the New Legislation
Yanni Karalis, Research Director, Gartner

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.


Wednesday, September 05, 2018 05:15 PM|Wednesday, September 05, 2018 06:00 PM
Reduce Security Risks by Mastering Cloud Contracts and Security Standards
Stephanie Stoudt-Hansen, Research Director, Gartner

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?


Wednesday, September 05, 2018 05:15 PM|Wednesday, September 05, 2018 06:15 PM
Clinic: Negotiating With SAP
Bill Ryan, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Thursday, September 06, 2018 09:15 AM|Thursday, September 06, 2018 10:15 AM
Clinic: Infrastructure Outsourcing and Cloud IaaS
David Groombridge, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Thursday, September 06, 2018 09:30 AM|Thursday, September 06, 2018 10:15 AM
Negotiate the Top 10 SaaS Contract Terms
Jo Liversidge, Research Director, Gartner

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


Thursday, September 06, 2018 02:15 PM|Thursday, September 06, 2018 03:00 PM
Negotiating With the Software Megavendors — Microsoft, Oracle, SAP and IBM
Rob Schafer, Research Director, Gartner

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


Thursday, September 06, 2018 04:00 PM|Thursday, September 06, 2018 05:00 PM
Clinic: IT Outsourcing Contracts — From Structure and Content to Proper Uses For MSE's
William Maurer, Research VP, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Thursday, September 06, 2018 04:00 PM|Thursday, September 06, 2018 05:00 PM
Clinic: Microsoft
Marie Sienkowski, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Friday, September 07, 2018 09:30 AM|Friday, September 07, 2018 10:15 AM
Ask the Analyst: Negotiation Tips and Tactics When Negotiating Software and SaaS Deals
Melanie Alexander, Principal Research Analyst, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Friday, September 07, 2018 10:30 AM|Friday, September 07, 2018 11:15 AM
Ask the Analyst: How to Negotiate With Google
Pamela Wheelwright, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Friday, September 07, 2018 10:30 AM|Friday, September 07, 2018 11:30 AM
Clinic: Salesforce
Jo Liversidge, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Friday, September 07, 2018 11:30 AM|Friday, September 07, 2018 12:15 PM
Effective Management of SaaS Vendors
Eugene Quillen, Research Director, Gartner
Matt Corsi, Research Director, Gartner

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?


Friday, September 07, 2018 11:30 AM|Friday, September 07, 2018 12:15 PM
Ask the Analyst: What to Look for When Selecting Your Software Reseller
Stephen White, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Friday, September 07, 2018 11:30 AM|Friday, September 07, 2018 12:15 PM
Reduce Risks and Costs in Artificial Intelligence and RPA Software and SaaS Deals
Melanie Alexander, Principal Research Analyst, Gartner

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.


Friday, September 07, 2018 01:15 PM|Friday, September 07, 2018 01:45 PM
Understand Key Megavendor BYOL Differences to Reduce Risk and Cost When Moving Licenses to the Cloud
Dolores Ianni, Research Director, Gartner

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.


Wednesday, September 05, 2018 11:45 AM|Wednesday, September 05, 2018 12:15 PM
GDPR and Procurement — Practical Advice to Negotiate and Contract in Light of the New Legislation
Yanni Karalis, Research Director, Gartner

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.


Wednesday, September 05, 2018 03:15 PM|Wednesday, September 05, 2018 04:15 PM
Clinic: Network Sourcing and Contracting Best Practices
Danellie Young, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Wednesday, September 05, 2018 05:15 PM|Wednesday, September 05, 2018 06:00 PM
Negotiating Network Contracts for Price, Quality and Flexibility
Danellie Young, Research Director, Gartner

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?


Thursday, September 06, 2018 04:00 PM|Thursday, September 06, 2018 04:30 PM
Ask the Analyst: What to Know to Plan Your Network Negotiation and Renewal
Danellie Young, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Tuesday, September 04, 2018 03:15 PM|Tuesday, September 04, 2018 04:45 PM
Workshop: Reducing Your Third-Party Application Costs to Avoid Budget Overruns and Implementation Delays
Allan Wilkins, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Tuesday, September 04, 2018 03:30 PM|Tuesday, September 04, 2018 04:15 PM
Tutorial: Use These Six Key Factors to Achieve Data Center and Cloud Outsourcing Deal Success
William Maurer, Research VP, Gartner

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?


Wednesday, September 05, 2018 11:45 AM|Wednesday, September 05, 2018 12:15 PM
GDPR and Procurement — Practical Advice to Negotiate and Contract in Light of the New Legislation
Yanni Karalis, Research Director, Gartner

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.


Wednesday, September 05, 2018 05:15 PM|Wednesday, September 05, 2018 06:15 PM
Clinic: How to Use Gartner's Labor Toolkit for Application Consulting Services
Allan Wilkins, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Thursday, September 06, 2018 09:15 AM|Thursday, September 06, 2018 10:15 AM
Clinic: Infrastructure Outsourcing and Cloud IaaS
David Groombridge, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Thursday, September 06, 2018 04:00 PM|Thursday, September 06, 2018 04:30 PM
How to Achieve Effective SLAs and KPIs With Your Service Delivery Partners
Allan Wilkins, Research Director, Gartner

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.


Thursday, September 06, 2018 04:00 PM|Thursday, September 06, 2018 05:00 PM
Clinic: IT Outsourcing Contracts — From Structure and Content to Proper Uses For MSE's
William Maurer, Research VP, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Friday, September 07, 2018 08:30 AM|Friday, September 07, 2018 09:15 AM
Driving Business Outcomes Through Vendor Selection and Contracting
Neil Barton, Research VP, Gartner

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?


Friday, September 07, 2018 11:30 AM|Friday, September 07, 2018 12:15 PM
Effective Management of SaaS Vendors
Eugene Quillen, Research Director, Gartner
Matt Corsi, Research Director, Gartner

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?


Tuesday, September 04, 2018 01:15 PM|Tuesday, September 04, 2018 02:45 PM
Workshop: How to Negotiate With the Megavendors (IBM, Microsoft, Oracle, SAP) to Optimize Costs and Mitigate Risk
James Smith, Research Director, Gartner
Marie Sienkowski, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Tuesday, September 04, 2018 01:15 PM|Tuesday, September 04, 2018 02:45 PM
Workshop: Employing the Gartner Triage Methodology in Bimodal Procurement
Eugene Quillen, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Tuesday, September 04, 2018 02:15 PM|Tuesday, September 04, 2018 03:00 PM
Tutorial: Eight Steps to Strategize Software and SaaS Negotiations for Cost Optimization and Risk Mitigation
Jo Ann Rosenberger, VP Distinguished Analyst, Gartner

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?


Tuesday, September 04, 2018 04:30 PM|Tuesday, September 04, 2018 05:15 PM
Tutorial: Microsoft Use Rights Demystified: How to Determine Your Software and Cloud Service Entitlements
Marie Sienkowski, Research Director, Gartner

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”?


Tuesday, September 04, 2018 04:30 PM|Tuesday, September 04, 2018 05:15 PM
Tutorial: The ABC's of Renewing Your Megavendor Agreement in Less Than a Quarter
James Smith, Research Director, Gartner

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?


Wednesday, September 05, 2018 10:30 AM|Wednesday, September 05, 2018 11:30 AM
Clinic: Software as a Service
Jo Liversidge, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Wednesday, September 05, 2018 10:45 AM|Wednesday, September 05, 2018 11:30 AM
Ask the Analyst: How to Identify, Quantify and Resolve SAP Indirect Access Risk
Bill Ryan, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Wednesday, September 05, 2018 11:45 AM|Wednesday, September 05, 2018 12:15 PM
GDPR and Procurement — Practical Advice to Negotiate and Contract in Light of the New Legislation
Yanni Karalis, Research Director, Gartner

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.


Wednesday, September 05, 2018 11:45 AM|Wednesday, September 05, 2018 12:15 PM
Understanding and Doing Business with Microsoft
Stephen White, Research Director, Gartner

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.


Wednesday, September 05, 2018 03:15 PM|Wednesday, September 05, 2018 04:00 PM
Software Maintenance, Support Options and Alternatives to Turn Escalating Costs Into Savings
Rob Wilkes, Research Director, Gartner

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?


Wednesday, September 05, 2018 05:15 PM|Wednesday, September 05, 2018 06:00 PM
How to Use Financial Models During Negotiations for Cost Optimization and Cost Transparency
Jo Ann Rosenberger, VP Distinguished Analyst, Gartner

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?


Wednesday, September 05, 2018 05:15 PM|Wednesday, September 05, 2018 06:15 PM
Clinic: Negotiating With SAP
Bill Ryan, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Thursday, September 06, 2018 09:15 AM|Thursday, September 06, 2018 10:15 AM
Contract Negotiation Clinic: Optimize Your IBM Negotiations Using Gartner's "T4" Framework (Tactics, Templates, Ts&Cs, Timing)
Jo Ann Rosenberger, VP Distinguished Analyst, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Thursday, September 06, 2018 09:30 AM|Thursday, September 06, 2018 10:15 AM
Negotiate the Top 10 SaaS Contract Terms
Jo Liversidge, Research Director, Gartner

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


Thursday, September 06, 2018 02:15 PM|Thursday, September 06, 2018 03:00 PM
Negotiating With the Software Megavendors — Microsoft, Oracle, SAP and IBM
Rob Schafer, Research Director, Gartner

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


Thursday, September 06, 2018 04:00 PM|Thursday, September 06, 2018 05:00 PM
Clinic: Microsoft
Marie Sienkowski, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Friday, September 07, 2018 09:30 AM|Friday, September 07, 2018 10:30 AM
Clinic: Effectively Negotiating Your Best VMware Enterprise License Agreement
Eugene Quillen, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Friday, September 07, 2018 10:30 AM|Friday, September 07, 2018 11:30 AM
Clinic: Salesforce
Jo Liversidge, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Friday, September 07, 2018 11:30 AM|Friday, September 07, 2018 12:15 PM
Ask the Analyst: What to Look for When Selecting Your Software Reseller
Stephen White, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Friday, September 07, 2018 11:30 AM|Friday, September 07, 2018 12:15 PM
Reduce Risks and Costs in Artificial Intelligence and RPA Software and SaaS Deals
Melanie Alexander, Principal Research Analyst, Gartner

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.


Friday, September 07, 2018 01:15 PM|Friday, September 07, 2018 01:45 PM
Understand Key Megavendor BYOL Differences to Reduce Risk and Cost When Moving Licenses to the Cloud
Dolores Ianni, Research Director, Gartner

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.


Tuesday, September 04, 2018 02:15 PM|Tuesday, September 04, 2018 03:00 PM
Tutorial: Understanding Licensing Models and Mitigating Risks When Negotiating an IoT Contract
Pamela Wheelwright, Research Director, Gartner

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.


Wednesday, September 05, 2018 10:30 AM|Wednesday, September 05, 2018 12:00 PM
Workshop: Optimizing RFP Processes for Going to Market for Bimodal Services
Kris Doering, Research VP, Gartner
Fabio Di Capua, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Wednesday, September 05, 2018 05:15 PM|Wednesday, September 05, 2018 06:00 PM
Create a Category Plan for Closer Business Alignment and Engagement
Matt Corsi, Research Director, Gartner

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?


Wednesday, September 05, 2018 05:15 PM|Wednesday, September 05, 2018 06:00 PM
Procurement Transformation Framework — Creating a Mission and Charter, and Governance Process
Melanie Alexander, Principal Research Analyst, Gartner

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.


Thursday, September 06, 2018 09:30 AM|Thursday, September 06, 2018 10:15 AM
Staff Augmentation — You Are Using Temporary Workers, Do It Right
Helen Huntley, Research VP, Gartner

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?


Thursday, September 06, 2018 09:30 AM|Thursday, September 06, 2018 11:00 AM
Workshop: Techniques for Improving Collaboration Across Sourcing, Procurement, ITAM and Vendor Management
Eugene Quillen, Research Director, Gartner
James Smith, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Thursday, September 06, 2018 11:30 AM|Thursday, September 06, 2018 12:15 PM
Evolve Technology Procurement Engagement Skills to Remain Relevant to the Business
Luke Ellery, Research Director, Gartner

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


Thursday, September 06, 2018 11:30 AM|Thursday, September 06, 2018 12:15 PM
Key Considerations When Thinking About Insourcing
Helen Huntley, Research VP, Gartner

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?


Thursday, September 06, 2018 11:30 AM|Thursday, September 06, 2018 12:30 PM
Clinic: Succeed With Outsourcing Relationship Mgmt. in a Digitally Driven Sourcing World
William Maurer, Research VP, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Thursday, September 06, 2018 02:00 PM|Thursday, September 06, 2018 03:30 PM
Workshop: Use Gartner's Five-Step S-M-A-R-T Methodology to Create a Sourcing and Procurement Roadmap and Action Plan
Jo Ann Rosenberger, VP Distinguished Analyst, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Thursday, September 06, 2018 02:00 PM|Thursday, September 06, 2018 03:30 PM
Workshop: Senior Leadership Circle: Effective Steps to Create a Procurement, Sourcing and Vendor Management COE
Yanni Karalis, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Thursday, September 06, 2018 02:15 PM|Thursday, September 06, 2018 03:00 PM
Getting the Most Value From Your Reseller
Pamela Wheelwright, Research Director, Gartner

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


Friday, September 07, 2018 08:15 AM|Friday, September 07, 2018 09:45 AM
Workshop: Adapt Agile Development Methodologies to Technology Procurement Processes to Enable Digital Business
Luke Ellery, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Friday, September 07, 2018 09:30 AM|Friday, September 07, 2018 10:15 AM
The Retained Organization Is Critical to Ensuring Vendor Performance
Kris Doering, Research VP, Gartner
Fabio Di Capua, Research Director, Gartner

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.


Tuesday, September 04, 2018 03:15 PM|Tuesday, September 04, 2018 04:45 PM
Workshop: Reducing Your Third-Party Application Costs to Avoid Budget Overruns and Implementation Delays
Allan Wilkins, Research Director, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Tuesday, September 04, 2018 03:30 PM|Tuesday, September 04, 2018 04:15 PM
Tutorial: Use These Six Key Factors to Achieve Data Center and Cloud Outsourcing Deal Success
William Maurer, Research VP, Gartner

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?


Thursday, September 06, 2018 04:00 PM|Thursday, September 06, 2018 04:30 PM
How to Achieve Effective SLAs and KPIs With Your Service Delivery Partners
Allan Wilkins, Research Director, Gartner

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.


Thursday, September 06, 2018 04:00 PM|Thursday, September 06, 2018 05:00 PM
Clinic: IT Outsourcing Contracts — From Structure and Content to Proper Uses For MSE's
William Maurer, Research VP, Gartner

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.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Friday, September 07, 2018 08:30 AM|Friday, September 07, 2018 09:15 AM
Driving Business Outcomes Through Vendor Selection and Contracting
Neil Barton, Research VP, Gartner

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?


Wednesday, September 05, 2018 11:45 AM|Wednesday, September 05, 2018 12:15 PM
Understanding and Doing Business with Microsoft
Stephen White, Research Director, Gartner

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.


Wednesday, September 05, 2018 05:15 PM|Wednesday, September 05, 2018 06:00 PM
Reduce Security Risks by Mastering Cloud Contracts and Security Standards
Stephanie Stoudt-Hansen, Research Director, Gartner

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?


Friday, September 07, 2018 10:30 AM|Friday, September 07, 2018 11:15 AM
The Five Keys to Successful Service Provider Transitions
Stephanie Stoudt-Hansen, Research Director, Gartner

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?


Friday, September 07, 2018 11:30 AM|Friday, September 07, 2018 12:15 PM
Effective Management of SaaS Vendors
Eugene Quillen, Research Director, Gartner
Matt Corsi, Research Director, Gartner

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?


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