Jo Ann Rosenberger

Jo Ann Rosenberger

Distinguished VP Analyst
JoAnn Rosenberger is a Distinguished VP Analyst with Gartner Research. Ms. Rosenberger provides expertise in all areas of IT procurement and negotiations as well as helps clients understand how to create and customize financial models for cost transparency to understand the short- and long-term P&L and budget impact of vendor proposals. The primary vendor she covers is IBM with an extensive background and emphasis on planning and negotiating IBM Enterprise License Agreements (ELAs). Ms. Rosenberger also provides expertise on planning major negotiations by helping clients understand how to treat negotiation planning like a project using her eight-step negotiation playbook. She also has many tips, tactics, and tricks to use with vendors to gain leverage and bargaining power. She also has an extensive background in IT financial management and works with clients on customizing financial models for both cost transparency and for use as powerful leverage tools during negotiations. Her background and 20 years experience as a procurement director and IT finance director has given her both IT negotiation and financial budgeting, forecasting and analysis skills and expertise. She has developed cost savings and cost optimization programs and now shares a methodology and framework called S-A-V-E that helps clients launch and sustain IT cost optimization programs.
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Tuesday, 12 May, 2020 / 11:00 AM - 12:00 PM EDT
Contract Negotiation Clinic: Use Gartner’s "T4" Process for Megavendor Negotiations: IBM, Microsoft, Oracle and SAP

This clinic will demonstrate the importance of understanding that one negotiation process doesn’t fit all vendors. The content, action items and activities will provide clinic participants with a set of four steps that must be followed and tailored for each megavendor to effectively plan for and negotiate the optimal deal. Attendees will receive ready to use checklists, templates, tips, tactics and tricks to plan for and negotiate these megavendor deals for cost optimization and risk mitigation.

Wednesday, 13 May, 2020 / 09:00 AM - 10:00 AM EDT
Contract Negotiation Clinic: How to Use Financial Models for Cost Transparency and Negotiation Leverage

This session illustrates four financial models that negotiators should use as part of a collaborative procurement, IT Finance, IT negotiation planning process. This session will illustrate and walk through typical negotiation scenarios and show attendees how these models are required for cost transparency and also to use as negotiation leverage. The analysis models will include TCA/TCO, NPV, Capex vs. Opex, and Cash Flow vs. P&L Impact.

Wednesday, 13 May, 2020 / 01:30 PM - 02:30 PM EDT
Contract Negotiation Clinic: Follow These Top Ten Tips, Tactics, and "Tricks" For Negotiation Success

This session will illustrate and guide procurement, vendor managers, and IT leaders involved in the negotiation planning process how to incorporate ten “must know” tips, tactics and “tricks” into the negotiation plan to optimize pricing, discounts and contract terms. Attendees will receive ready-to-use checklists, templates, and worksheets for optimizing future negotiations with existing, new, and emerging vendors.

Hear it first at Gartner IT Symposium/Xpo®