Gartner Expert

Stephen White

Sr Director Analyst

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.

Previous experience

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.

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

Negotiating IT Contracts

Education

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 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