Stephen White is a Senior Director Analyst, focusing on strategic Software Reseller relationships, marketplace and selection, and, Software Asset Management Managed Services. 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.
Mr. White has over 18 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.
Software Sales Director
Software Solutions Manager/Technology Leader
SAM Business Manager
Sourcing, Procurement and Vendor Management Leaders
Technology Market Essentials
Negotiating IT Contracts
Bachelor of Commerce, University of New England (Australia)
Diploma Export Management, School of International Business (Australia)
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