Gartner Expert

Rob Wilkes

VP Analyst

Rob Wilkes is a Sr. Director, Analyst in Gartner's Sourcing, Procurement and Vendor Management organization. Mr. Wilkes advises organizations on negotiation strategies to achieve sustainable, best-in-class deals with major business application software vendors such as Oracle. He advises on software asset management and audit and compliance for major software vendors such as Oracle. He also provides best practice advice on negotiating software support and maintenance contracts and the use of third-party support providers such as Spinnaker and Rimini Street.

Previous experience

Before joining Gartner, Mr. Wilkes worked in software supply chain engineering and vendor management, both within the Atlas DII (Defence Information Infrastructure) consortium and the wider HP/EDS defense communities. He developed collateral and rules of engagement with strategic and Star Alliance partners to increase their footprint within DII and the wider MoD estate. He was responsible for all software spend within the Atlas Consortium and HP ES D&S, and he had an extensive customer (MoD) interface with commercial, finance, engineering and service assurance teams.

DII is a secure military network owned by the U.K. Ministry of Defence. It covers the various branches of the armed forces, including the Royal Navy, British Army and Royal Air Force as well as Ministry of Defence civil servants. It reaches to deployed land and airbases and ships at sea, but not to aircrafts in flight. The partnership developing and delivering DII is called the Atlas Consortium, which is made up of HP Enterprise Services (formerly EDS), Fujitsu, Cassidian (formerly EADS) and Logica, with HP ES being the prime.

Professional background

HP Enterprise Services, Defence and Security

Senior Software Procurement and Vendor Management Specialist

Electronic Data Systems Defence

Software Procurement Specialist

Energis

Software Procurement Cartegory Manager

Areas of coverage

IT Asset Management and Software Audit (retired)

Contracting for Cloud (retired)

Contracting for Products (retired)

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Top Issues That I Help Clients Address

1Negotiating effective and sustainable software contracts

2Software support and maintenance costs

3Negotiation/Pricing strategies for IT software vendors

4Vendor license audit tactics