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
Insight
Software Sales Director
Computacenter
Software Solutions Manager/Technology Leader
Teksys
SAM Business Manager
Areas of coverage
IT Asset Management and Software Audit (retired)
Contracting for Cloud (retired)
Contracting for Products (retired)
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 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
Latest blog posts
- 1