Gartner Expert

Bill Ryan

VP Analyst

Bill Ryan is a Vice President and Key Initiative Leader in Gartner's Sourcing, Procurement and Vendor Management organization, where Mr. Ryan advises organizations on negotiation strategies to achieve sustainable, best-in-class deals with major business application software vendors such as SAP. He brings expertise in contract negotiation strategies, vendor pricing and licensing models, and IT budgeting and financial management to help clients maximize flexibility while minimizing cost and risk exposure. He also covers future trends in the evolution of software and SaaS pricing and licensing models, and is a generalist for IT financial management trends and related issues.

Previous experience

Mr. Ryan brings a combination of software and SaaS buying and selling experience to this role, having participated in large-scale technology deals, both as a customer and as a software provider. Prior to joining Gartner, he led the Product Pricing function at Workday, where he was responsible for all new product pricing and pricing-related M&A integration.

Previously, he led the IT Finance function at L.L. Bean, where he was responsible for all IT financial management, procurement, and asset management. In addition, he played a lead role in negotiating several major software and services acquisitions to enable the company's business transformation program and digital business strategic initiatives.

Prior to LL Bean, Mr. Ryan led the global pricing and licensing function at MathWorks, maker of MATLAB technical computing software. In this role, he was responsible for pricing and subscription model development on a global scale, ranging from pricing strategy to discounting, to global price setting and maintenance renewal strategy.

Professional background

Workday, Inc.

Sr. Director, Product Pricing

L.L. Bean

Director, IT Finance, Procurement & Asset Management

MathWorks, Inc.

Global Pricing & Licensing

Areas of coverage

IT Contracts Negotiations


M.B.A., Kelley School of Business, Indiana University

B.A., State University of New York, Oswego

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Top Issues That I Help Clients Address

1Negotiating effective and sustainable software contracts with IT vendors (SaaS and on-premises)

2Managing relationships with strategic software vendors such as SAP

3Migrating from on-premises to SaaS/cloud offerings

4Vendor license audit tactics, approach and remediation

5Vendor pricing and packaging strategies, tactics and trends