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Gartner Expert
Stephen White
Sr Director Analyst
Stephen White focuses on the software industry, including strategic Software Reseller relationships and selection, Software Asset Management Managed Services and licensing models. A former business unit director for leading software providers, Mr. White leverages his experience in software and asset management sales leadership and consulting to assist IT leaders assess market offerings.
Previous experience
Mr. White has over 20 years software industry experience addressing software license and asset management consulting. Prior to joining Gartner, he was the Software Sales Director for Insight U.K. and Ireland, where he was responsible for the complete licensing, asset management and cloud business. Before that, he was the Software Solutions Manager and Technology Leader for Computacenter, where he managed the licensing consulting and asset management practices.
Professional background
Insight
Software Sales Director
Computacenter
Software Solutions Manager/Technology Leader
Teksys
SAM Business Manager
Areas of coverage
Sourcing, Procurement and Vendor Management Leaders
Technology Market Essentials
IT Contracts Negotiations
Education
Bachelor of Commerce, University of New England (Australia)
Diploma Export Management, School of International Business (Australia)
Top Issues That I Help Clients Address
1Strategic software reseller relationships - what good looks like
2Selecting and managing the relationship with the software reseller
3Engaging with and scoping deliverables from SAM managed service providers
4SAM Managed Services contracting
5Understanding Microsoft's business priorities, objectives and sales behaviors