Gartner Expert

Dolores Ianni

VP, Advisory

Dolores Ianni is a VP Analyst in Gartner's Sourcing Procurement and Vendor Management group. For more than nine years, she has been focusing on Microsoft software contract reviews, pricing proposals and negotiation strategies for Microsoft's volume licensing programs. Her focus includes licensing model comparisons, on-premises and online services such as Office 365 suites, Dynamics 365 and Azure service negotiations. She covers best practices in Microsoft and Amazon Web Services contract negotiations to assist commercial and public sector clients in optimizing their licensing position to reduce costs and mitigate risks.

Ms. Ianni has more than 32 years within the IT industry. In her previous role at Gartner, Ms. Ianni was a Senior Research Content Specialist within the Infrastructure and Operations team, where she provided market analysis on hardware contracts, facilitated analyst inquiry and developed strategic relationships with our sourcing clients to ensure they received maximum value from our contract review services.

Previous experience

Prior to joining Gartner, Ms. Ianni was marketing IBM mainframes and storage upgrades at Phoenix Computer Associates for eight years. Before that, she served as a product manager for Kierulff/Arrow Electronics.

Professional background

Phoenix Computer Associates

Marketing Manager

Kierulff/Arrow Electronics

Product Manager

Areas of coverage

Sourcing, Procurement and Vendor Management Leaders

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Top Issues That I Help Clients Address

1Negotiating Microsoft Volume Licensing Agreements

2Licensing options for Office 365

3Negotiating substantial Microsoft Azure contracts

4Understanding and negotiating Microsoft Dynamics 365 contracts

5Negotiating substantial AWS cloud contracts