Inflationary times create added complexity when negotiating with vendors. Cost modeling using data points from economic indicators such as CPI and ECI is critical to effectively analyze the fairness of increases. This session will use vendor proposal scenarios to walk through and demonstrate how CIOs should include these models in their negotiation strategy and playbook to optimize deals.
Speaker Bio
Jo Ann Rosenberger
Distinguished VP, Advisory
JoAnn Rosenberger is a Distinguished VP Analyst with Gartner Research. Ms. Rosenberger provides expertise in all areas of IT procurement and negotiations as well as helps clients understand how to create and customize financial models for cost transparency to understand the short- and long-term P&L and budget impact of vendor proposals. The primary vendor she covers is IBM with an extensive background and emphasis on planning and negotiating IBM Enterprise License Agreements (ELAs). Ms. Rosenberger also provides expertise on planning major negotiations by helping clients understand how to treat negotiation planning like a project using her eight-step negotiation playbook. She also has many tips, tactics, and tricks to use with vendors to gain leverage and bargaining power. She also has an extensive background in IT financial management and works with clients on customizing financial models for both cost transparency and for use as powerful leverage tools during negotiations. Her background and 20 years experience as a procurement director and IT finance director has given her both IT negotiation and financial budgeting, forecasting and analysis skills and expertise. She has developed cost savings and cost optimization programs and now shares a methodology and framework called S-A-V-E that helps clients launch and sustain IT cost optimization programs.
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Monday, October 17, 2022 / 11:30 AM - 12:00 PM EDT
How CIOs and Their Teams Should Strategize Vendor Negotiations to Combat Inflation
Tuesday, October 18, 2022 / 10:30 AM - 11:30 AM EDT
Contract Negotiation Clinic: Follow Gartner's Top 10 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.
Wednesday, October 19, 2022 / 02:15 PM - 03:15 PM EDT
Contract Negotiation Clinic: Follow Gartner's Top 10 Tips, Tactics and Tricks for Negotiation Success (Repeat)
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.
Thursday, October 20, 2022 / 02:00 PM - 02:30 PM EDT
CIO Playbook to Use Three Powerful Financial Models for Negotiation Leverage and Bargaining Power
CIOs and IT leaders will see how to use three financial models for leverage and bargaining power as this session walks through three technology and cloud negotiation scenarios. Attendees will see how to take simple and ready-to-use templates and checklists to enhance their organization's negotiation playbook using the financial models TCA/TCO, NPV, and cash flow vs. P&L impact for negotiation leverage and bargaining power.