Gartner Expert

Dolores Ianni

VP, Advisory

Dolores Ianni is a VP Advisor in Gartner's Sourcing Procurement and Vendor Management group. For more than twelve years, she has been focusing on Microsoft software contract reviews, pricing proposals and negotiation strategies to optimize costs and reduce risk. Her focus includes licensing model comparisons, on-premises and online services such as Microsoft 365 suites, Dynamics 365, Power Apps and Azure service negotiations.

She also covers best practices in negotiating large hyper-scale contracts with Microsoft Azure, Amazon Web Services and Google Cloud Platform. This includes a detailed comparison across these private pricing agreements and how to negotiate to achieve for the best contract pricing and terms.

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

Negotiating IT Contracts

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Top Issues That I Help Clients Address

1Negotiating Microsoft Enterprise Agreements

2Licensing options for Microsoft 365

3Negotiating substantial Microsoft Azure contracts

4Negotiating Microsoft Dynamics 365 and Power Platform licensing

5Negotiating substantial AWS cloud contracts