Gartner Expert

Tsuyoshi Ebina

VP Analyst

Tsuyoshi Ebina is a Vice President at Gartner, where Mr. Ebina covers sourcing and IT services. Key areas of research for him are strategies for IT services sourcing and software contract negotiations. His research also covers the market trends of system integration, consulting, application development, and IT outsourcing services.

Recent research of his includes the analysis of the influence of AI and other digital technologies on sourcing strategies of IT leaders. He delivers research notes and advisory services on the negotiation/management of software contracts with megavendors (SAP and Oracle), and the analysis of IT services providers in Japan, such as Fujitsu, NTT Data, NEC and Hitachi. He is the lead analyst of global Gartner research on NEC.

Previous experience

In his previous position with Gartner, Mr. Ebina was a marketer of business applications and a business/IT consultant. Prior to joining Gartner, he worked for a global ERP vendor and a consulting firm in Tokyo. Mr. Ebina is knowledgeable about the IT industry from both vendors' and customers' perspectives, because he has wide experience in service deployments at IT vendors and BPR projects at customers' sites.

Professional background

Oracle Japan

Product Manager


Senior Consultant

Areas of coverage

Sourcing, Procurement and Vendor Management Leaders

Contracting for Cloud (retired)

Contracting for Products (retired)

Contracting for Services (retired)

IT Services and Solutions


M.B.A., Hitotsubashi University

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Top Issues That I Help Clients Address

1What are best approaches contract negotiation, terms and pricing with software vendors?

2How to build a flexible sourcing strategy that can adapt to evolving business needs?

3How to assess, manage and mitigate vendor risks to minimize vendor-related threats?

4How to integrate disruptive trends like AI into services sourcing?

5How do service providers compete in each service segment in Japan?