Gartner Expert

Roberto Sacco

VP Analyst

Roberto Sacco is a VP within Gartner and a part of the Sourcing, Procurement and Vendor Management organization. He advises organizations on deal negotiation strategies to help them achieve best-in-class, sustainable and flexible deals with major business application software vendors, such as Microsoft, Oracle and SAP. He brings expertise in contract negotiation strategies, licensing, pricing, and terms and conditions.

Mr. Sacco also covers future trends in software licensing and pricing practices, as well as maintenance and support models for business applications in understanding how future models evolve leveraging best-practice experiences. He is also a generalist for software audit and compliance.

Previous experience

Prior to joining Gartner, Mr. Sacco was employed by Microsoft, with responsibility for the Western Europe Region in the role of lead negotiator for large complex negotiated deals. In this role, he was charged with maximizing revenue while managing risk within a framework of customer/channel partner relationships. This included building enterprise relationships with customers and developing customized and unique contract solutions to address their requirements.

Professional background

HP

Support Engineer - Sales Manager

Microsoft

Western Europe Senior Business Desk Manager

Education

Electrical Engineering, Witwatersrand

Business Administration, Damelin College

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Top Issues That I Help Clients Address

1Negotiating effective sustainable deals with entrenched software vendors

2Addressing vendor license audit tactics

3Sharing best practices based on discussions with various vendor offerings

4Managing relationships with strategic software vendors