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Gartner IT Financial,
Procurement & Asset
Management
Summit 2011
September 14 – 16
Orlando, FL
gartner.com/us/itam
Empowering the Next Generation of
Technology Through ITAM, Procurement
and Finance
HOT TOPICS
Cloud computing
Mastering IT resource planning
Virtualization
More effective vendor management
Containing long-term IT costs
Software audits
Early-bird savings Register by July 15 and save $300

The premier gathering for those focused on
gaining a better understanding of today’s IT costs
and how to manage them more effectively
Gain a better understanding of today’s IT costs
A true assessment of business value must include an understanding of cost. Yet when
it comes to IT, the cost of implementations and services can be difficult to ascertain,
particularly over the long term. To understand, articulate, and manage IT costs more
effectively, attend the Gartner IT Financial, Procurement & Asset Management
Summit 2011, where you’ll gain the tools to:
• Adopt proactive asset management.
• Streamline procurement processes.
• Use negotiation strategies based on the latest vendor intelligence.
• Articulate IT costs in a compelling way to IT and business leaders alike.
The latest hot topics in IT financial, procurement and asset management
In just three days, you and your team will gain an understanding of today’s key
cost drivers and how to contain them. It’s a uniquely efficient way to update your
perspective on a rapidly changing IT marketplace. This year’s summit will provide
you with more than 30 sessions on topics including:
• Cloud computing
• Virtualization
• Vendor audits
• Flat budgets
The conference provided
opportunities to network and was
fun. It gets better every year.
Benefits of attending
Join us at the annual gathering for the IT financial,
procurement and asset management community
that combines these three interrelated roles into a
single conference. Through analyst sessions,
problem-solving contract negotiation clinics, and
peer interaction, you’ll gain the insight necessary to:
• Understand the financial impact of IT decisions.
• Improve procurement processes.
• Negotiate with software vendors.
• Understand the state of IT asset management
(ITAM) and how to improve program success.
• Better prepare for and manage software audits.
What’s new for 2011
• Colocated event! This year’s summit is
colocated with the Gartner Outsourcing & Vendor
Management Summit, September 12 – 14.
• Focus on your latest priorities! We’ll deep dive
into understanding IT costs, saving money,
negotiating better deals, managing vendor
audits, how to streamline procurement
processes, and more.
• Four agenda tracks! This year’s tracks include
new insight and recommended agendas tailored
to your specific roles and initiatives.
• Contract negotiation clinics! Gain the latest best
practices and Gartner insight for contract
negotiations with organizations such as Microsoft,
Oracle and SAP.
Who should
attend
• IT financial managers
• Procurement managers
• Financial managers
• IT controllers
• Technology managers
• IT negotiators
• Asset managers
• Managers working in
finance, resource budgeting,
software licensing,
contract negotiations,
service management,
strategic planning
Table of
contents
2 Overview
3 Benefits of Attending
4 Keynote Sessions
5 Meet the Analysts
6 Agenda Tracks
7 Summit Highlights
8 Agenda at a Glance
10 Session Descriptions
24 Solution Showcase
25 Registration
2 Register by July 15 and save $300 Visit gartner.com/us/itam or call 1 866 405 2511 3

Keynote Sessions
Meet the Analysts
Jason Jennings
Guest keynote
The Five Secret Tools of Great Leaders
The New York Times’ best-selling author and author of “It’s Not
the Big That Eat the Small … It’s the Fast That Eat the Slow”;
“Less Is More”; “Think Big, Act Small”; “Hit the Ground Running”;
and “The Reinventors” (to be released in the winter of 2011)
Gartner keynotes
Delivering the right level of insight, analysis
and advice
For more than 25 years, Gartner analysts have been the
trusted advisors to many of the world’s largest and most
demanding organizations.
Victoria Barber
Director
Alexa Bona
Vice President
Patricia Adams
Director
Focus areas: IT asset management
(ITAM) processes, implementation
methodologies associated with software
and ITAM
Stewart Buchanan
Vice President
William R. Snyder
Vice President
Gartner Research
Align, Communicate and Execute:
Defining Success in Finance,
Procurement and Asset Management
IT finance, procurement and asset management disciplines are
linchpins to understanding and communicating with business
leaders the value of IT, the trade-offs that go into making IT
robust, and how tactical decisions are affecting long-term
costs. We will look at how IT finance, procurement and asset
management professionals can enable IT organizations to
prepare for the future and ensure that the new world of IT is
the right one for their organizations.
Focus areas: Software asset
management (SAM) and software audits
Frank DeSalvo
Director
Focus area: Software asset
management
Helen Huntley
Vice President
Focus areas: Cloud pricing and
contracting; trends in software licensing
and maintenance; negotiations, pricing
and licensing with Oracle, SAP, Microsoft,
salesforce.com
Jane B. Disbrow
Vice President
Focus areas: Negotiating software
license agreements, negotiating with
Oracle and SAP, Oracle audits
Mark A. Margevicius
Vice President
Focus areas: Software asset
management, licensing under
virtualization, supply chain and
demand management
Mark Fabbi
Vice President and
Distinguished Analyst
Focus areas: Enterprise network
design: network technologies, vendors and
strategies; application performance, network
technologies; networking technologies for
emerging IP data center optimization
Tina Nunno
Vice President and
Distinguished Analyst
Daryl C. Plummer
Managing Vice
President and
Gartner Fellow
Gartner Research
Tina Nunno
Vice President
and Distinguished
Analyst
Gartner Research
The Cloud Phenomenon Recharges
Sourcing Strategies
Virtualization, service orientation and the Internet have
converged to sponsor a phenomenon that enables individuals
and businesses to choose how they’ll acquire or deliver IT
services with fewer constraints of the traditional software and
hardware ownership and licensing models. This presentation
will define cloud computing, will expose potential risks and
opportunities, and will examine the next evolution of business.
What the Board of Directors Wants to
Know About IT
Communicating technology subjects to non-technical
business executives is always challenging, but presenting
technology plans and investments to the board of directors
takes the challenge to a whole new level. This session will
focus on helping CIOs identify the key messages relevant to
the board of directors in new and compelling ways.
Focus areas: Contracts terms
and conditions, negotiation, global
and domestic outsourcing, vendor
management and delivery
Frances O’Brien
Vice President
Focus areas: Microsoft licensing,
pricing and negotiation strategies;
IT leasing; asset management and IT
equipment disposal
JoAnn Rosenberger
Director
Focus areas: Price benchmarking,
negotiating strategies, financial analysis,
and license management/compliance
and procurement best practices for IBMdistributed
software
Michael Smith
Vice President
Focus areas: Business/IT alignment,
business metrics, communicating
business value, IT financial management
strategies, aligning IT strategy with
business strategy, dashboard/scorecard
Focus areas: Client computing, client
architectures, PCs, laptops, server-based
computing, thin clients, virtual desktop
infrastructure (VDI), software streaming,
Microsoft Terminal Server, Citrix
Daryl C. Plummer
Managing Vice
President and
Gartner Fellow
Focus areas: Application
development and integration,
emerging trends and technologies,
business process management
Rob Schafer
Director
Focus areas: IT asset disposition (ITAD),
data sanitization, ITAD vendors, ITAD Magic
Quadrant; IT financing, leasing, accounting;
integrated workplace management systems
William R. Snyder
Vice President
Focus areas: ITAM process
development, maturity assessments
Focus areas: Organizational
performance improvement, the CIO
role, boards of directors and IT
Benjamin Pring
Vice President
Focus areas: Next-generation outsourcing
(cloud, SaaS, business process utility), SAP
and Oracle outsourcing/hosting
Guriq Sedha
Director
Focus areas: Advice on general
procurement and negotiations; IT
procurement organization structure,
governance, and processes and relationship
management; strategic vendor management
Deborah R. Wilson
Vice President
Focus areas: Procurement transaction
automation, e-marketplaces, e-sourcing,
supplier performance management
4 Register by July 15 and save $300 Visit gartner.com/us/itam or call 1 866 405 2511 5

Agenda Tracks
Summit Highlights
Four tracks cover the breadth of today’s technologies related to IT financial,
procurement and asset management. Focused on practical, actionable advice,
this year’s agenda features content across four tracks and offers an effective blend of
Gartner Research presentations, case studies, peer-to-peer roundtables and
contract negotiation clinics.
Agenda tracks
Best Practices in IT Financial Management
ITAM programs are rapidly evolving from a basic asset inventory role
to a core financial discipline. As ITAM matures, its ability to deliver
accurate and timely financial management data will become its core
value proposition and become increasingly strategic to executive
management. This track will focus on understanding the financial side
of IT, meeting the challenge of funding sustainable IT and driving best
practices for optimizing IT resources across the entire customer base.
IT Procurement Processes, Tools and Techniques
IT asset management is a fundamental business discipline that enables
improved cost control and truer understanding of IT’s business value.
Through the establishment of a program, tool selection and process
design, ITAM can set a strong foundation for IT success in the future. This
track will help organizations develop IT asset management programs that
improve procurement, optimize costs, and establish IT credibility
throughout the enterprise.
Establishing Proactive IT Asset Management Programs
It is critical for IT asset managers and IT procurement executives to
understand how new technologies will affect IT costs. Some of these
technologies will change the way we procure IT and will certainly require new
and different ways to manage compliance and optimize cost and risk. From
cloud to virtualization, componentization to consumerization, we will highlight
how new technology trends will affect IT costs and how to adapt to these
new challenges.
Understanding the Impact of Emerging IT Trends
Maximizing your IT procurement efforts is of primary importance to the
success of IT organizations. This track will focus on the best practices in IT
procurement models, strategies, processes, tools and techniques to
optimize spending decisions for your organization.
Productive experience to learn
from Gartner analysts on best
practices and trends.
Recommended agendas
Most technologists and their management are
well-versed in selecting and deploying IT but,
historically, neither has focused on understanding
the cost ramifications of deploying technology. This
summit is designed for any role or initiative that
requires an understanding of IT costs. This year,
we’re offering 14 recommended agendas designed
to fit your specific role and initiatives.
Recommended agendas by role
These seven recommended, role-based agendas
focus on the fundamental concepts behind IT
finance, procurement and asset management and
are designed to bring your key technologists up to
speed on the most advanced techniques for
optimizing IT costs. Agendas are designed for the
following roles:
• Applications manager
• Enterprise architect
• IT auditor
• IT CFO and controller
• IT procurement leader
• Project manager
• Technology manager
Recommended agendas by initiative
These seven agendas are designed around
common financial initiatives. Agendas have been
developed for the following initiatives:
• Cost modeling
• Cost optimization
• Data center consolidation
• IT leaders financial training
• IT leaders procurement training
• IT strategy development
• Managing the business of cloud computing
Agenda guidance
Use our convenient Agenda Builder to create
your own conference curriculum prior to the event,
featuring targeted content—advanced, foundational,
practical and strategic—to help you build your
personal agenda. See complete details at
gartner.com/us/itam.
Analyst-user
roundtables
Moderated by Gartner
analysts, our roundtables
offer the opportunity to
explore with your peers
today’s hottest IT financial,
procurement and asset
management issues in an
interactive, collaborative
setting. Share and learn best
practices among your peers!
Gartner analyst
one-on-ones
Have a private, 30-minute
sit-down with one of our
analysts who specialize in
your area of opportunity,
and enjoy personalized
and targeted advice.
Contract
negotiation clinics
Our small hands-on
workshops deliver the
latest best practices
and Gartner insight for
contract negotiations with
organizations such as
Microsoft, Oracle and SAP.
6 Register by July 15 and save $300 Visit gartner.com/us/itam or call 1 866 405 2511 7

Agenda at a Glance
F
A
B
Foundational
Advanced
Business
IT Technology
P
S
Practical
Strategic
Track A
Best Practices in in
IT Financial Management
Track Track B B
Track C
Track C
Track Track D D
IT Procurement IT Procurement Processes, Processes, Tools Establishing Proactive Establishing IT Asset Proactive IT Asset Understanding Understanding the Impact the Impact
Tools and Techniques
Management Programs Management Programs of Emerging of IT Emerging Trends IT Trends
Contract Contract Negotiation Negotiation
Clinics Clinics
Tuesday, September 13
2:00 p.m. Registration
3:00 p.m. T1. So You Want to Be a Software
Negotiator Jane B. Disbrow
4:15 p.m. T3. Process Design and Implementation:
The Roots of a Good ITAM Program
Frances O’Brien
Wednesday, September 14
7:00 a.m. Registration
F
IT
F IT
A
T2. Unleash the Power of IT Procurement
Through Organizational Structure
Guriq Sedha
T4. Understanding Audits: The Key to
Improving Vendor Relationships
Victoria Barber
7:00 a.m. General Breakfast
8:00 a.m. K1a. Gartner Keynote Opening Remarks and Agenda Overview William R. Snyder
8:10 a.m. K1b. Gartner Keynote Align, Communicate and Execute: Defining Success in Finance, Procurement and Asset Management William R. Snyder
9:15 a.m. K2. Gartner Keynote The Cloud Phenomenon Recharges Sourcing Strategies Daryl C. Plummer
10:15 a.m. A1. IT Resource Planning Michael Smith F
IT
11:15 a.m. Attendee Lunch and Solution Showcase Dessert Reception
1:15 p.m. Solution Provider Sessions
2:30 p.m. A2. Budget Variances and Reforecasting:
A Never-Ending Challenge
JoAnn Rosenberger
B P
IT
B1. Tips for Progressive Procurement
and Sourcing Technology Usage in IT
Deborah R. Wilson
B2. Getting the Deal You Want:
The Art of Obtaining Buyer Control
Frank DeSalvo
3:45 p.m. NET1. Networking Session Rob Schafer NET2. Networking Session
JoAnn Rosenberger
4:45 p.m. Solution Provider Showcase Reception
Thursday, September 15
7:00 a.m. Registration
F
IT
F
P
B
S
F P
B S
C1. The State of ITAM 2011
William R. Snyder
C2. IT Asset Management Tools,
Integrations and Analytics Patricia Adams
NET3. Networking Session
Frances O’Brien
IT
S
F IT
A
D1. Trends That Will Impact the Way You
Buy and Manage Information Technology
Alexa Bona
D2. The Impact of PC Virtualization on
Management and Deployment
Mark A. Margevicius
NET4. Networking Session Alexa Bona
A S
IT
F IT
A S
CNC1. VMware Negotiation Clinic
Stewart Buchanan
CNC2. Cisco Negotiation Clinic
Mark Fabbi
7:00 a.m. Networking Breakfast
8:00 a.m. K3. Guest Keynote The Five Secret Tools of Great Leaders Jason Jennings, The New York Times’ Best-Selling Author and Author of “It’s Not the Big That Eat the Small … It’s the Fast That Eat the Slow”; “Less Is More”;
“Think Big, Act Small”; “Hit the Ground Running”; and “The Reinventors” (to be released in the winter of 2011)
9:00 a.m. A3. Getting the Benefits From Technology
Michael Smith
10:15 a.m. Solution Provider Sessions
11:30 a.m. A4. Revenue Recognition: Truth or Dare
Frank DeSalvo
A S
B
B S
P
12:30 p.m. Attendee Lunch and Solution Showcase Dessert Reception
2:30 p.m. A5. Balancing Excellence, Innovation
and Cost Helen Huntley
B S
P
B3. Introduction to Procurement and
Sourcing Technology for IT
Deborah R. Wilson
B4. Introduce Entrepreneurial Spirit Into
Your Procurement Function
Guriq Sedha
B5. Exploring Microsoft’s Updated
Enterprise Agreement
Frances O’Brien
F S
B
B
S
F S
B
C3. Communicating the Risks and Rewards
to SAM Stakeholders Victoria Barber
C4. The Buck Stops at IT Asset
Management Disposition (ITAD)
Rob Schafer
C5. The Maturing Evolution of IT Asset
Management Patricia Adams
3:45 p.m. Case Study 1 Case Study 2 Case Study 3
4:45 p.m. Solution Provider Sessions
5:30 p.m. A6. Chargeback: How to Make Users
Accountable for Funding IT
Stewart Buchanan
F B
A S
B6. Tackling Oracle Negotiations
Jane B. Disbrow
IT C6. Selecting and Applying Standards
for ITAM Victoria Barber
6:30 p.m. Solution Providers Hospitality Suites
Friday, September 16
7:00 a.m. Registration
7:00 a.m. Networking Breakfast
8:00 a.m. K4. Gartner Keynote What the Board of Directors Wants to Know About IT Tina Nunno
9:30 a.m. Solution Provider Sessions
10:15 a.m. A7. The Financing of IT: Where the Money Is
Rob Schafer
11:30 a.m. K5. Closing Town Hall
B P
IT S
B7. Negotiating With IBM: What
You Need, Not What IBM Wants You
to Have JoAnn Rosenberger
B S
P
C7. Infrastructure Investments Needed
for Hosted Virtual Desktops
Mark A. Margevicius
F P
B S
IT
B P
IT S
F IT
A S
B P
IT
A S
IT
D3. Contain Virtualization Licensing,
Maintenance and Support Costs With SAM
Stewart Buchanan
D4. SaaS Vendor: You’re Perfect, I Love You,
Now Change Benjamin Pring
D5. An IT Procurement Guide to the Real
Costs and Risks of Cloud Alexa Bona
D6. Managing Network Costs: Balancing
Single-Vendor vs. Multivendor Benefits
Mark Fabbi
D7. The Comprehensive Guide to Effective
Vendor Management Helen Huntley
F B
A
F S
B
F B
A
F IT
B
F S
B
CNC3. SAP Negotiation Clinic
Alexa Bona
CNC4. IBM Negotiation Clinic
JoAnn Rosenberger
CNC5. Audit Management Clinic
Frank DeSalvo
CNC6. Microsoft Negotiation Clinic
Frances O’Brien
CNC7. Oracle Negotiation Clinic
Jane B. Disbrow
B
P
Agenda as of June 27, 2011
© 2011 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates.
For more information, e-mail info@gartner.com or visit gartner.com.
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Session Descriptions
F
A
B
Foundational
Advanced
Business
IT Technology
P
S
Practical
Strategic
Keynotes
K1a. Opening Remarks and
Agenda Overview
William R. Snyder, Vice President
K1b. Align, Communicate and
Execute: Defining Success in
Finance, Procurement and
Asset Management
The past five years have taken a
tremendous toll on IT organizations,
forcing hard choices that have stretched
the limits of IT staff, assets and budgets.
In the evolving world of technology, IT
leaders now need to take a hard look at
their strategies, how these align with
both new external offerings and internal
capabilities, and rethink what it means
to be a cost-effective IT provider. IT
financial, procurement and asset
management disciplines are linchpins to
understanding and communicating to
business leaders the value of IT, the
trade-offs that go into making IT robust,
and how tactical decisions impact
long-term costs. In this presentation,
we will look at how IT financial,
procurement and asset management
professionals can enable IT organizations
to prepare for the future and ensure that
the new world of IT is the right world of
IT for your organization.
William R. Snyder, Vice President
K2. The Cloud Phenomenon
Recharges Sourcing Strategies
Cloud computing is a style of computing
in which scalable and elastic IT-related
capabilities are provided as a service to
external customers using Internet
technologies. It heralds—in positive and
negative ways—an evolution in business
no less influential than the era of
e-business. Cloud computing has
become a hot topic that’s been
described in many contradictory ways.
Overall, there are very real benefits to
new cloud models that will foster new
value. Virtualization, service orientation
and the Internet have converged to
create a system that enables individuals
and businesses to choose the manner
in which they acquire or deliver IT
services, with reduced emphasis on the
constraints of traditional software and
hardware ownership, and licensing
models. At the same time, there are risks
(most notably security issues) that must
be considered. Services delivered
through the cloud will foster an economy
based on the delivery and consumption
of everything from storage to
computation, video and finance
deduction management. This
presentation defines cloud computing,
exposes its potential risks and
opportunities, and examines the next
evolution of business. Key issues:
• How will cloud computing be defined,
and how will it evolve?
• How will cloud computing affect
the strategy and direction of IT
and business?
• Which vendors, markets and
industries will be transformed by
cloud computing?
Daryl C. Plummer, Managing Vice
President and Gartner Fellow
K3. Guest Keynote: The Five Secret
Tools of Great Leaders
Jason Jennings, The New York Times’
best-selling author and author of
“It’s Not the Big That Eat the Small …
It’s the Fast That Eat the Slow”; “Less Is
More”; “Think Big, Act Small”;
“Hit the Ground Running”; and
“The Reinventors” (to be released
in the winter of 2011)
K4. What the Board of Directors
Wants to Know About IT
Communicating technology subjects
to nontechnical business executives
is always a challenge. Presenting
technology plans and investments
to the board of directors takes that
challenge to a whole new level. This
session will focus on helping CIOs
identify, in new and compelling ways,
the key messages relevant to the
board of directors.
Key issues:
• What are some innovative ways
in which CIOs can get their
messages across?
• How can CIOs create a great effect at
board presentations?
• What information matters the most to
the board?
Tina Nunno, Vice President and
Distinguished Analyst
Track A
Best Practices in IT
Financial Management
A1. IT Resource Planning
There are well-known supply chain
concepts for managing expensive
resources that can be applied to
managing IT resources. This presentation
will introduce an approach to leveraging
proven business concepts for defining
and rationalizing IT expenses in terms
that business executives can
understand. Key issues:
• What is material resources planning,
and how can it be applied to IT?
• What is the relationship between the
IT asset management database and
the IT bill of material?
• How much detail is necessary to
manage the cost of IT resources?
Michael Smith, Vice President
F IT
A2. Budget Variances
and Reforecasting:
A Never-Ending Challenge
This presentation will provide a road
map on how to identify and report
budget variances and determine their
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Session Descriptions
F
A
B
Foundational
Advanced
Business
IT Technology
P
S
Practical
Strategic
impact on the annual budget, as
well as illustrate how to capture and
communicate technology changes
throughout the year and determine the
financial and budget impact of those
changes. Key issues:
• Do you have effective communication
mechanisms to capture and report
business and operational changes
throughout the year?
• Do your financial processes explain
variances and determine their impact
on the annual budget?
• Do your budgeting processes include
reforecasting procedures to analyze
and report unforeseen changes
throughout the year?
JoAnn Rosenberger, Director
B IT P
A3. Getting the Benefits
From Technology
The success rate of all business projects
(including IT initiatives) is about 50%.
Enterprises can save millions by
improving benefit realization, yet very
few do. This presentation will cover the
steps IT managers can take to improve
the value realized from IT initiatives.
Key issues:
• We have talked about benefit
realization for years. Why is it
still important?
• Why do so few enterprises maintain
benefit realization programs?
• What is the road map for achieving
benefit realization?
Michael Smith, Vice President
A B S
A4. Revenue Recognition:
Truth or Dare
The rules software companies must
follow when accounting for revenue can
impact your ability to negotiate the deal
you want. And although it is true that
vendors are bound by a complex and
stringent set of guidelines, all too often
one hears a sales rep say, “We can’t do
that because of revenue recognition.”
In this session, you will learn more about
revenue recognition rules so that you
can confidently separate fact from
fiction. You will also learn how to
counter vendor offers in ways that will
most likely circumvent any real issues
the vendor may have with regard to its
revenue recognition policy. Key issues:
• What are vendor revenue recognition
rules, and why should I care?
• What are the “Apple rules,” and how
will they impact vendor revenue
recognition in the near future?
• How can I improve my negotiating
strategy by understanding vendor
revenue recognition rules?
Frank DeSalvo, Director
B P S
A5. Balancing Excellence, Innovation
and Cost
Business demands and cost pressures
are increasing. Outsourcing clients
want more from their deals, including
reduced costs and better, faster service
delivery. In this presentation, we will
examine the realities and myths about
outsourcing and how you can get what
you expect out of the deal. Key issues:
• What are the predominant reasons for
outsourcing today?
• What can clients do to ensure that
they are receiving what they envision
from their outsourcing deals?
Helen Huntley, Vice President
B P S
A6. Chargeback: How to Make Users
Accountable for Funding IT
IT Organizations are challenged to meet
business demands and justify budgets.
Meanwhile, competition from external
IT services suppliers is growing.
Chargeback is recognized by business
users as a proven commercial solution.
To make this transition successfully,
organizations must confront and work
through all their IT financial, procurement
and asset management challenges. It’s
time to collect money, not excuses.
Key issues:
• Is chargeback cost-effective? Why is
chargeback adoption growing and
becoming a significant challenge to
IT asset management?
• What is the best chargeback method,
and why can’t my organization start
using it right now?
• How do I develop cost transparency
and build business trust by proving
that costs are being accounted
for accurately?
Stewart Buchanan, Vice President
F A B S
A7. The Financing of IT: Where the
Money Is
Traditional IT financing regimens must
now rapidly accommodate significant
internal and external forces, from the
death of the operating lease to new
cloud computing cost structures. IT
asset managers must stay ahead of
these powerful waves to leverage their
benefits and minimize their risks.
Key issues:
• How will the impending accounting
changes that eliminate off-balancesheet
operating-lease financing affect
corporate finance and real estate, and
IT asset management?
• How should IT services best be
financed in light of the rapid growth
in cloud computing and the tough
questions being asked about core
IT costs and the financial impact of
evolving delivery models?
• What are the best-in-class practices
for evaluating lease and financing
options, assessing the operational
impact, and quantifying the
financial returns?
Rob Schafer, Director
B IT P S
Track B
IT Procurement Processes,
Tools and Techniques
B1. Tips for Progressive Procurement
and Sourcing Technology Usage in IT
When it comes to procure-to-pay,
contract life cycle management, and
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Session Descriptions
F
A
B
Foundational
Advanced
Business
IT Technology
P
S
Practical
Strategic
e-sourcing, you’ve been there and done
that. Take your implementations to the
next level, with leading-edge adoption
tips from the trenches and insight into
the future direction of procurement and
sourcing technology vendors. Key issue:
• How are the technologies, markets
and vendors for procurement
applications evolving and changing?
Deborah R. Wilson, Vice President
B S
B2. Getting the Deal You Want: The
Art of Obtaining Buyer Control
The path through a software evaluation
is fraught with endless opportunities to
stray off course. This session shows
you, first, how to structure an evaluation
to keep your real needs constantly in
focus and, second, how to recognize
and circumvent vendors’ attempts to
change your priorities and established
evaluation criteria. Key issues:
• How can you stay focused on your
true needs throughout a software
evaluation process?
• In what ways can you become
vulnerable to the software
vendor’s playbook?
• What techniques can you use to
garner and retain control?
Frank DeSalvo, Director
F B P S
B3. Introduction to Procurement and
Sourcing Technology for IT
This session will introduce attendees
to procure-to-pay, e-sourcing, spend
analysis, supply base management and
contract life cycle management (CLM)
solutions, and detail how IT can utilize
these applications to streamline its own
operations. Key issue:
• What are the top processes, business
cases, key performance indicators
(KPIs) and best practices that enable
organizations to get the most value
out of procurement processes?
Deborah R. Wilson, Vice President
F B S
B4. Introduce Entrepreneurial Spirit
Into Your Procurement Function
Introduce entrepreneurial spirit into
your IT procurement department to offer
independence, make challenging
recommendations and optimize
procurement decision making. This
session will show how C-level executives
can lead, support and endorse the
maturity transformation of IT
procurement. Key issues:
• What is entrepreneurial procurement,
and why is it critical to business
success?
• How can you build the entrepreneurial
capability into your IT procurement
organization?
Guriq Sedha, Director
B S
B5. Exploring Microsoft’s Updated
Enterprise Agreement
In December 2010, Microsoft updated
its EA license program to include cloud
services. Understanding new and
changed EA terms is vital to preparing
for your upcoming renewal or new
agreement. This session will show how
to navigate through these updated EA
licensing options and negotiate
better deals. Key issues:
• What’s new, what’s changed and
what remains the same in the EA?
• What are the critical success factors
for structuring a good deal?
• What are the alternatives to an EA,
and how do you choose among them?
Frances O’Brien, Vice President
14 Register by July 15 and save $300 Visit gartner.com/us/itam or call 1 866 405 2511 15
F B S
B6. Tackling Oracle Negotiations
Negotiating with Oracle requires a level
of skill to understand license models
and contract issues. As Oracle expands
by purchasing more companies and
adding hardware as an offering, IT
procurement professionals must
understand new license models, know
what to negotiate and know how to stay
compliant. Key issues:
• How can understanding license model
alternatives help you get started with
an Oracle negotiation?
• What issues should be negotiated
in the Oracle license and service
agreement (OLSA) and the Oracle
ordering document?
• How can IT asset management
work with IT procurement and other
business units to stay within license
compliance?
Jane B. Disbrow, Vice President
IT
B7. Negotiating With IBM: What
You Need, Not What IBM Wants
You to Have
A must for anyone involved in the
procurement of IBM software. This
session will provide a comprehensive
explanation of how IBM’s most widely
used pricing models work, along with
guidance as to the opportunities and
common pitfalls associated with their
options and elections.
Key issues:
• How do you navigate the maze of IBM
license and pricing models?
• What do you need to understand
about the subtleties of IBM license
compliance?
• How do you discover and exploit your
leverage in an IBM negotiation?
JoAnn Rosenberger, Director
B P S
Track C
Establishing Proactive
IT Asset Management
Programs
C1. The State of ITAM 2011
Although cost optimization remains
a high priority for our clients, most
organizations have already achieved cost
savings over the past two years and now
need a more thorough understanding of
assets, costs and cost variables in order
to succeed. We are at a turning point in
the evolution of ITAM, and the discipline
will either become the foundation
for future IT success or be relegated to
a less effective role. In this session,
Gartner will present the results of our
2011 ITAM surveys about how customers
have adopted and implemented ITAM
programs and outline how the discipline
will evolve to support IT’s changing role.
Key issues:
• How has ITAM evolved in the past five
years?
• What is the current state of the
ITAM discipline?
• What responsibilities should forwardlooking
ITAM programs embrace?
William R. Snyder, Vice President
IT S

Session Descriptions
F
A
B
Foundational
Advanced
Business
IT Technology
P
S
Practical
Strategic
C2. IT Asset Management Tools,
Integrations and Analytics
In order to mature an ITAM
implementation, you need to have tools
in place, integrations with other data
sources, and the ability to analyze the
data and make recommendations back
to the business. This presentation will
focus on tools, vendor strategies, key
integration points and data analytics. If
you are looking to buy a tool for the first
time or if you want to know what the
other options are in the marketplace,
you don’t want to miss this
presentation. Key issues:
• How will emerging technologies
and business pressures impact IT
asset management?
• Which vendors, products and
technologies will shape the
ITAM market?
• What best practices should be
adopted to improve efficiency and
reduce operational costs to deliver
fully on the ITAM promise?
Patricia Adams, Director
F A IT
C3. Communicating the Risks and
Rewards to SAM Stakeholders
Software asset management (SAM)
initiatives often struggle because of a
failure to engage stakeholders. This
interactive presentation will address the
ways in which SAM can be evangelized
and stakeholders can be made to feel
part of the solution. Key issues:
• Identifying stakeholders and
understanding their motivations
• Presenting the problem
• Creating the solution
Victoria Barber, Director
F B IT P S
C4. The Buck Stops at IT Asset
Management Disposition (ITAD)
The IT asset disposition (ITAD) sector
continues to grow in size, services
offered and importance, while its real
and material risks—financial, security,
and environmental—are making the
careful choosing of disposition vendors
and services an executive priority.
Key issues:
• What are the best-practice
characteristics and services of the
ITAD market, and which are critical to
your specific organization?
• The certification wars: What’s a
consumer to do?
• Which ITAD vendors warrant serious
consideration, and what criteria
should your organization use to select
a reliable, cost-effective ITAD vendor
while minimizing risk?
Rob Schafer, Director
B IT P S
C5. The Maturing Evolution of IT
Asset Management
As companies mature their ITAM
implementations, the data is being used
to facilitate other projects that go
beyond software license compliance.
This presentation will focus on ways to
improve the quality of the data and
expand the scope of the program, while
supplying other areas in IT with valuable
data. If your implementation has been
losing momentum and you need to get
it jump-started again, you will want to
see this presentation.
Key issues:
• What is the vision and direction of a
mature IT asset management?
• What are the benefits and challenges,
and who will consume the data?
• What specific incremental steps
should be taken that will yield tactical
and strategic gain?
• What can standards do for ITAM?
What standards and frameworks
are there?
• Which standards and frameworks are
applicable to my organization, and
what are the ways to apply them?
Victoria Barber, Director
B IT P
C7. Infrastructure Investments
Needed for Hosted Virtual Desktops
As hosted virtual desktops (HVDs) are
beginning to mature in deployment,
questions surrounding costs and savings
remain unanswered. Are the initial
anticipated savings being realized to
their full extent? Or are costs that are
being incurred in the data center
offsetting the savings? This presentation
will examine data center dependencies
for HVD deployments and will look at
the ways to measure the associated
costs and data center investments for
a successful HVD.
Key issues:
• What are the data center
dependencies for HVD deployments?
• How can you measure the associated
costs and data center investments for
a successful HVD?
• Which best practices should be
considered in the data center for HVD?
Patricia Adams, Director
Mark A. Margevicius, Vice President
F A IT S
A IT S
C6. Selecting and Applying
Standards for ITAM
This session will provide an overview of
the standards and frameworks available
and applicable to ITAM, from SAM best
practices through quality management
to IT disposal. Key issues:
16 Register by July 15 and save $300 Visit gartner.com/us/itam or call 1 866 405 2511 17

Session Descriptions
F
A
B
Foundational
Advanced
Business
IT Technology
P
S
Practical
Strategic
Track D
Understanding the Impact
of Emerging IT Trends
D1. Trends That Will Impact
the Way You Buy and Manage
Information Technology
ITAM programs have often been reactive
in how they deal with technology trends,
but reactivity in the face of emerging
technology trends that will fundamentally
change the way we do our jobs is a
dangerous proposition. The need
for ITAM to understand and get
ahead of technology trends cannot
be understated. This presentation will
look at the effect of cloud, virtualization,
componentization, consumerization, the
proliferation of mobile devices, and
other trends on itam and procurement
disciplines. Key issues:
• What are the key new trends that
will impact the way you buy and
manage technology?
• How will these trends impact
procurement?
• How will these trends impact IT
Asset Management?
Alexa Bona, Vice President
A IT S
D2. The Impact of PC Virtualization
on Management and Deployment
IT organizations are looking for ways to
provide flexible and adaptable work
environments for their end users. PC
virtualization and other client architecture
changes may do just that, but also they
have introduced new management
challenges. With Windows 7 migrations
at hand, determining the appropriate
architecture is only half of the equation.
Cost is only one factor; understanding
the choices, issues and scenarios of use
will help IT organizations make the right
choices. Key issues:
• What are the architectures for a
virtualized client?
• What are the management challenges
and approaches?
• What are the scenarios when these
architectures make the most sense?
Mark A. Margevicius, Vice President
F A IT S
D3. Contain Virtualization Licensing,
Maintenance and Support Costs
With SAM
Many organizations press ahead with
virtualization and cloud projects without
accounting for the cost, whether on
the desktop or in the data center.
Inventory-tool-based approaches to
SAM are not enough. We will look at
what can be done to fill the control
gaps, recover the situation, and start
negotiating from a position of strength.
Key issues:
• How can we overcome the passion
and politics, ignorance, and denial
to start managing the problem?
• Data center challenges: What are
the problems and how can we
address them?
• Desktop challenges: What technologies
are available to help us to get these
challenges back under control?
Stewart Buchanan, Vice President
F A B
D4. SaaS Vendor: You’re Perfect,
I Love You, Now Change
Many enterprises are attracted to
software as a service (SaaS) for cost
reasons but then struggle to accept the
compromises that are required when
using SaaS. This presentation will help
reset expectations of what SaaS is and
isn’t and will help your organization
make optimal go/no go decisions.
Key issues:
• What do SaaS vendors really offer
their customers? Commodity or
labeled customization?
• What are the upsides and downsides
of using SaaS?
• What are the best practices in
matching our requirements to the
capabilities of SaaS vendors beyond
commodity services?
Benjamin Pring, Vice President
F B S
D5. An IT Procurement Guide to the
Real Costs and Risks of Cloud
The cloud delivery model is gaining
popularity mostly because of the
promise of lower cost. This presentation
will highlight the key areas that have
been problematic from a cost and risk
aspect in cloud deals and the ways to
source the best contracts to mitigate
excessive risk. Key issues:
• What are the trends in cloud-pricing
models and contracting?
• What are the hidden costs in cloud
contracts, and how can organizations
avoid them?
• What are key risks of cloud
agreements, and how can
organizations protect against them?
Alexa Bona, Vice President
F A B
D6. Managing Network Costs:
Balancing Single-Vendor vs.
Multivendor Benefits
Most enterprises look at their network
as an integrated system and purchase
most of the building blocks of their
network from one vendor. However,
recent research shows that there is no
advantage to this approach and, in fact,
enterprises can build a more functional
network at substantially lower costs by
looking at a dual-vendor or multivendor
strategy. Key issues:
• What is driving network
upgrades today?
• What are the myths and realities of the
operational and financial challenges
facing single-vendor and multivendor
network architectures?
• What are the best practices to enable
network architects to take advantage
of multivendor opportunities?
Mark Fabbi, Vice President and
Distinguished Analyst
F B IT
18 Register by July 15 and save $300 Visit gartner.com/us/itam or call 1 866 405 2511 19

Session Descriptions
F
A
B
Foundational
Advanced
Business
IT Technology
P
S
Practical
Strategic
D7. The Comprehensive Guide to
Effective Vendor Management
You are more dependent on external
vendors, your external spend is
increasing, and you now have greater risk
using vendors than ever before. Here we
will introduce a new vendor management
framework to improve control, reduce risk
and derive more value from your vendors.
Key issues:
• How can vendor management improve
vendor performance?
• What are the primary disciplines, roles
and responsibilities for vendor
management?
Helen Huntley, Vice President
F B S
Tutorials
T1. So You Want to Be a
Software Negotiator
Organizations spend a significant
amount of money on the purchase
and maintenance and support fees
for software to run their businesses.
IT procurement plays an important
part in the procurement of software in
order to negotiate a reasonable price
and, more important, contract terms and
conditions that will provide some
protection against unexpected costs.
It takes special training and experience to
understand all the significant contract
issues. Key issues:
• What type of professional background
will prepare a person
to become a professional
software negotiator?
• What are the key responsibilities
of software negotiators, and how
do they work with others in the
organization to help ensure a
good deal?
• What are the primary areas of risk
in a software contract, and how can
those risks be minimized?
Jane B. Disbrow, Vice President
F IT
T2. Unleash the Power of IT
Procurement Through
Organizational Structure
Discuss the importance of IT procurement
and its reporting lines, describing the
current models and their pros and cons,
the factors that IT leaders need to
consider while evaluating options,
and their applicability in their own
environments to make prudent
choices and achieve alignment.
Key issues:
• Why is it critical to optimize the IT
procurement structure?
• What are the common organizational
models and their pros and cons?
• How do you optimize your IT
procurement organization for
greater advantage?
Guriq Sedha, Director
F IT
T3. Process Design and
Implementation: The Roots of a Good
ITAM Program
Getting an IT asset management program
off the ground and keeping it viable is
an involved process: It requires an
evaluation of existing routines and, often,
a rearchitecting of many aspects of the
IT planning, data capturing, acquisition,
deployment, management, and retirement
process. Because IT asset management
involves the entire life cycle of an asset,
multiple people will have to be taught how
to capture, enter, transfer or report data.
This tutorial will provide an overview of the
process and implementation of the ITAM
life cycle process. Key issues:
• What are the key considerations in
designing ITAM processes?
• What are the core ITAM processes?
• What are the process
integration points?
session will provide insight into the
mistakes vendors and their auditors
make and ways to ensure that you spot
and challenge them. Key issues:
• What can organizations do to prepare
after they receive notice of a software
audit, or will it be too little, too late?
• How should organizations manage
the audit as an engagement, as a
process and as a project?
• How can organizations turn the
problem into an opportunity, and why
is closing the audit so important?
Victoria Barber, Director
F P
Contract negotiation
clinics
CNC1. VMware Negotiation Clinic
Stewart Buchanan, Vice President
CNC2. Cisco Negotiation Clinic
Mark Fabbi, Vice President and
Distinguished Analyst
CNC3. SAP Negotiation Clinic
Alexa Bona, Vice President
CNC4. IBM Negotiation Clinic
JoAnn Rosenberger, Director
B P
CNC5. Audit Management Clinic
Frank DeSalvo, Director
Frances O’Brien, Vice President
F A IT
CNC6. Microsoft Negotiation Clinic
Frances O’Brien, Vice President
T4. Understanding Audits: The Key to
Improving Vendor Relationships
Many clients feel intimidated by vendor
or third-party software audits. This
CNC7. Oracle Negotiation Clinic
Jane B. Disbrow, Vice President
20 Register by July 15 and save $300 Visit gartner.com/us/itam or call 1 866 405 2511 21

Session Descriptions
F
A
B
Foundational
Advanced
Business
IT Technology
P
S
Practical
Strategic
Analyst-user roundtables
AUR1. Elements of Governance
in Procurement
There are many ways to procure
technology, and finding the right blend of
procurement controls and flexibility is
often problematic. Join us for this
roundtable, and share the success
factors in establishing effective
procurement governance.
Guriq Sedha, Director
AUR2. Managing Your Vendor Audits
Audits continue to be on the increase,
with customers facing challenges in both
proof of entitlement and installation
information. This roundtable is meant to
allow customers to share experiences
and best practices with one another on
ways to deal with these challenges.
Victoria Barber, Director
AUR3. Oracle Negotiations
Oracle continues to acquire companies
and presents challenges both in
negotiation and in streamlining product
portfolios. This roundtable is a forum for
customers to discuss tactics that have
been successful in negotiating with
Oracle.
Alexa Bona, Vice President;
Jane B. Disbrow, Vice President
AUR4. IT Cost Transparency
The costs that are borne by IT are
often driven by growth or customer
demands. This roundtable is designed
to discuss the ways to understand and
communicate IT costs to ensure that IT
customers make informed decisions.
Michael Smith, Vice President;
William R. Snyder, Vice President
AUR5. Challenges in Working
With Computer Procurement
Departments
Creating an effective relationship
between IT organizations and corporate
procurement can be a challenge,
especially where there are divergent
goals for each department. This
roundtable is a facilitated exchange
on how to create a sound working
relationship across IT and corporate
procurement.
Guriq Sedha, Director
AUR6. Vendor Management
Vendor management is an emerging
IT discipline that IT organizations are
adopting to ensure maximum value
for each dollar spent. Come to this
roundtable to share your experiences
on ways to best manage a vendor
environment.
Helen Huntley, Vice President
AUR7. Selecting ITAM Tool Providers
Establishing an ITAM program is a
daunting affair for customers. This
roundtable is to discuss the ways
participants have approached ITAM
tool selection and deployment and
the processes they used to better
manage their assets.
Patricia Adams, Director
AUR8. Addressing Cloud Computing
and SaaS Challenges for IT
Procurement and Finance
Professionals
The evolving world of IT has introduced
new challenges in the form of cloud and
software as a service. This roundtable
has been established to allow customers
who have begun, or are contemplating,
using these services to discuss how they
protected their organizations through
financial modeling or protective terms
and conditions.
Alexa Bona, Vice President;
William R. Snyder, Vice President
AUR9. IT Financial Management
and Budgeting
Among the many challenges that face IT,
one is to continuously optimize resource
consumption. At this roundtable,
customers can share their best practices
in balancing IT financial need with
IT resources.
Michael Smith, Vice President;
William R. Snyder, Vice President
AUR10. Maintaining Compliance With
Virtualization
Virtualization is one of the major
initiatives of data centers in the pursuit of
maximizing resource use. Unfortunately,
there are often major software side
effects as a result of these efforts. This
roundtable is intended to facilitate
customer discussions on ways to
leverage virtualization technology and
remain software compliant.
Stewart Buchanan, Vice President
AUR11. Adobe Licensing
Adobe continues to be a leading vendor
when it comes to auditing its customer
base. Join your colleagues in discussing
the challenges and experiences of
Adobe licensing.
Stewart Buchanan, Vice President
AUR12. SAP Negotiations
SAP is a major presence across the
business environment and customer
base alike. This roundtable has been
established to allow customers to
discuss their best practices in preparing
for and negotiating SAP agreements.
Alexa Bona, Vice President;
Jane B. Disbrow, Vice President
AUR13. Citrix Contracting
The use of Citrix continues to grow
as customers adopt alternative
computing strategies in the interest
of efficient computing. This roundtable
is a facilitated session for customers
to share experiences in negotiating a
balanced Citrix contract.
Mark A. Margevicius, Vice President
AUR14. Preparing for an IBM ELA
There are few negotiations more
challenging than making an IBM
enterprise license agreement (ELA) deal.
This roundtable provides customers an
opportunity to discuss best practices and
approaches for effectively preparing for
an IBM ELA deal.
JoAnn Rosenberger, Director;
Frank DeSalvo, Director
AUR15. Managing Your
Microsoft Licensing
Microsoft is one of the few vendors that
is present in virtually all customer
organizations. This roundtable will
provide a forum for customers to share
their experiences in negotiating with
Microsoft, and how to best prepare for
a negotiation.
Alexa Bona, Vice President;
Frances O’Brien, Vice President
22 Register by July 15 and save $300 Visit gartner.com/us/itam or call 1 866 405 2511 23

Solution Showcase
Consider all options before making important buying decisions
Market leaders and innovators in IT finance, procurement and asset management
and more will be on-site with senior-level representatives ready to answer your
questions. Our Solution Showcase is a great place to:
• Discover the offerings from the megavendor, pure-play platform vendors,
and service providers as well as those from exciting startups.
• Discuss solutions to your challenges in detail.
• Define a shortlist of potential solution providers.
Premier Sponsors
Silver Sponsors
Animus Solutions, Inc.
Apptio
Blazent
Kiosk Sponsors
Costnomics Inc.
My experience was surprisingly
helpful and will be useful as
I progress in my career.
Media Partners
Patrick Polk
Sales Director
Gartner Events
+1 203 316 6819
patrick.polk@gartner.com
Intechra, an Arrow Electronics company, provides secure, compliant processing of retired IT assets, including
data erasure and value recovery or recycling. As a standard-setting leader in the IT asset disposition (ITAD)
industry, Intechra annually processes millions of decommissioned electronic business tools from Fortune 1000
companies in more than 20 countries. Its proprietary methods and tools ensure that all data stored in clients’
equipment is destroyed while protecting maximum resale values where possible.
Cascade Asset Management
ComSci
Digital Fuel Technologies
Sponsorship Opportunities
Eracent
Flexera Software
Nicus Software, Inc.
as of June 27, 2011
PlanITROI
Tangoe, Inc.
Registration
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Gartner
Outsourcing &
Vendor Management
Summit 2011
September 12 – 14
gartner.com/us/outsourcing
Designed for business and IT executives, the Gartner
Outsourcing & Vendor Management Summit is your
practical guide for achieving sustainable business
results in these changing times. We’ll help you assess
today’s new sourcing options and master the critical
competencies that can help you reduce cost, control
risk, and deliver more business value from your
sourcing initiatives. Whether you’re an outsourcing
newcomer or a practiced veteran, here’s unrivaled,
strategic guidance needed for your critical next steps.
At this summit, you’ll learn how to:
• Navigate emerging market forces and apply
new approaches and objectives for
successful outsourcing.
• Establish governance and strategic management
disciplines for your ecosystem of providers.
• Uncover the disruptive trends that are reshaping the
future of IT services.
• Move beyond cost takeout to business-aligned
sourcing outcomes.
• Learn how to improve control, reduce risk and derive
more value from your vendors.
• Uncover efficiencies at a time when every budget
dollar counts.
Hot topics
• New options for alternative delivery
• Business-aligned outsourcing
• Setting up an agile governance framework
• Vendor selection, contracting and management
• Design and management of multisourcing
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Make better decisions on what
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The right focus on procurement and vendor
management can yield significant bottom-line
benefits to your organization. But to realize those
benefits requires the ability to streamline your
procurement process, negotiate better deals, build
better contracts and manage vendors within the
context of a fast-evolving marketplace.
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Join us this September for one highly productive and
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The Gartner Outsourcing & Vendor Management
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The Gartner IT Financial, Procurement & Asset
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in-depth coverage on a range of hot topics from
effective cost-saving strategies to developing a
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