Gartner Expert

JoAnn 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.

Previous experience

Previously, Ms. Rosenberger managed the IT Finance Department to support data center, application development and telecommunications activities. Her IT Finance Department managed the following functions: Financial analysis/planning/reporting, budgeting and forecasting, capital budgeting/planning, contract and asset management, compliance, and IT procurement.

Professional background

Time./Time Customer Service

IT Finance Manager

Florida Power

IT Contracts Manager

Honeywell Bull

Contracts Administrator

Areas of coverage

IT Contracts Negotiations

Technology Finance, Risk and Value Management

Executive Leadership: Strategic Cost Optimization

Navigate Inflation and Recession Resource Center

IT Sourcing, Procurement and Vendor Management Operating Model


M.B.A., magna cum laude, Finance and MIS, University of South Florida

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Top Issues That I Help Clients Address

1Negotiation planning and strategies focusing on how to tailor the negotiations to be vendor-specific

2How to identify, validate, and report cost optimization initiatives using the four-step S-A-V-E methodology

3IBM ELA renewal forecasting and negotiation planning using a customized IBM-specific 5-step approach

4How IT procurement, IT finance, and IT must collaborate to create customized financial models for effective vendor proposal analysis

5Maturity assessment of sourcing and procurement competency areas and creation of risks and recommendations reports for improving each competency area