Gartner Expert

Helen Huntley

Managing Vice President

Helen Huntley is Managing Vice President for the Sales Technology team within the Gartner for Sales Leaders practice. Her global team of analysts, based in the U.S., Europe and Asia/Pacific, covers topics such as digital commerce - strategies, best practices, technologies, digital customer experience, architecture, commerce search, configure, price and quote application suites, price optimization and management, CRM Sales, Sales Automation, Digital Sales Rooms, Revenue Enablement Platforms, Digital Adoption Platforms, Digital Sales Rooms and Sales Performance Management.

Ms. Huntley has more than 20 years of research experience.

Prior to assuming a management role at Gartner, she was a Vice President, Distinguished Analyst providing guidance to CEOs, CIOs and senior IT leaders in corporations and government agencies, business leaders in high-tech enterprises and professional services firms, and technology investors.

Ms. Huntley's coverage includes IT strategy, key trends impacting IT and digital business, global sourcing (global, nearshore, onshore and rural sourcing, sourcing strategy, evaluation and selection of suppliers, contracting and vendor management), maximizing the impact of IT on enterprise goals and objectives, workforce strategy and planning. She further advised IT technology providers on market opportunities, business model imperatives, market disruption, go-to-market and differentiation strategies.

Previous experience

Before moving to Gartner Research, Ms. Huntley was part of the Gartner Consulting Strategic Sourcing practice, where she focused on solving clients' sourcing challenges, from the perspectives of both service recipient and service provider.

Prior to joining Gartner, she was VP of outsourcing management at a financial services firm, where she managed a multisourced environment. In this position, she was responsible for contract and relationship issues (establishing the process, procedures and management model required and ensuring optimum vendor delivery, service, quality and pricing). She was also responsible for infrastructure operations for corporate offices operating within North America, IT procurement and corporate disaster recovery.

Additionally, she negotiated all outsourcing contracts to include scope changes relating to several corporate acquisitions, as well as the sale of several business unit divisions. As a Senior Manager in the IT organization, she also participated in a large-scale IT strategy project designed to align IT and business unit goals and objectives. Before serving at the financial services company, she worked for a global Tier 1 service provider for 12.5 years and held a variety of positions, ranging from account executive (management of delivery) to management of an internal support organization that leveraged technical resources across accounts. Having experience as both the service recipient and service provider within outsourcing deals, she has an appreciation for many issues and challenges faced by each party.

Professional background

Heller Financial

Vice President Outsourcing Management

Hewlett Packard

Account/Regional Manager

McKinsey & Co.



B.S., Political Science

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Top Issues That I Help Clients Address

1Managed Service Sourcing Models - Onshore/Domestic, Rural, Nearshore, Offshore and Global Delivery Positioning

2Sourcing Strategies/Delivery Models - In Sourcing and Outsourcing Trends, Staff Augmentation, Project or Managed Service Outsourcing

3Managed Service Providers - Development of Outsourcing GTM and Differentiation Strategies, Client Buying Trends and Trends Impacting Outsourcing Market

4Managed Service Contract Terms and Conditions, Negotiations, Renegotiations, Master Services Agreement (MSA), Statement of Work (SOW) and Request for Proposal (RFP)

5Vendor Management (VM) Roles and Responsibilities, VM Mission/Charter, VM Value Proposition, Transitions (Insourcing to Outsourcing, or Outsourcing to Insourcing)