Gartner Expert

Stephen White

Sr Director Analyst

Stephen White is a Senior Director Analyst, focusing on Microsoft licensing strategies, strategic Software Reseller relationships 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.

Previous experience

Mr. White has over 17 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


Software Sales Director


Software Solutions Manager/Technology Leader


SAM Business Manager

Areas of coverage

IT Asset Management and Software Audit (retired)

Contracting for Cloud (retired)

Contracting for Products (retired)


Bachelor of Commerce, University of New England (Australia)

Diploma Export Management, School of International Business (Australia)

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Top Issues That I Help Clients Address

1Strategic software reseller selection and marketplace

2Understanding Microsoft's business priorities, objectives and sales behaviors

3Managing the negotiation and relationship with Microsoft and reseller

4Engaging with and scoping deliverables from SAM managed service providers

5Adobe ETLA definition and negotiation