Gartner Blog Network

Stephen White
Research Director
2 years at Gartner
14 years IT Industry

Stephen White is a Research Director in Gartner's IT Asset Management, Vendor Management and Procurement team, focusing on strategic licensing and negotiation strategies, asset management, and reseller engagement. Mr. White leverages his experience in software sales and consulting to assist IT leaders through his coverage of best practices in license life cycle strategy and trends, license metric and pricing practices, contract negotiations, optimizing terms and conditions, sourcing, and relationship management. Read Full Bio

Evolution of Microsoft Licensing Programmes

by Stephen White  |  March 14, 2017

Last month, having completed a breakfast briefing to a set of European clients, I was approached with a question which began ‘I’ve heard a rumour ….’ In a discipline where the ‘devil is in the detail’, most inquiries focus on the intricacies, quirks and nuances of what can often appear opaque and complex. Thankfully however, […]

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Paying for what you use – too much to expect from SaaS?

by Stephen White  |  February 20, 2017

By definition cloud computing should deliver an elastic solution which is metered by usage, thus as the organization needs to increase or decrease consumption, that is measured and costs adjust accordingly. Whilst these attributes are considered synonymous with cloud computing, in practice they are largely absent from SaaS offerings which being core within the majority […]

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SAM must shift focus to address changing priorities

by Stephen White  |  January 17, 2017

Changed software market dynamics mean the focus of SAM must respond to altered priorities The provider lead shift of application business and delivery models to SaaS, in turn leads to a substantial change in software provider / client relationship, becomes stickier and alters the nature of risk. As we reported last year – the myth […]

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Software licensing lessons from 2016 for a cloudy future

by Stephen White  |  January 9, 2017

A year of surprises and shocks is now behind us With one’s sporting hat on we might consider Leicester City, the Western Bulldogs, Cronulla, the Chicago Cubs, the Cleveland Cavaliers as headline grabbing champions of the year (some more surprising than others!). Politically (dare I mention them), Brexit and Trump. In the world of entertainment […]

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Microsoft, Brexit and That Price Increase

by Stephen White  |  November 7, 2016

Ramifications of Brexit may be wide-spread and plentiful, yet difficult to predict accurately. What has been clear is the confidence / uncertainty impact on the value of sterling – having just returned a family trip to Australia – whose currency has appreciated against the USD whilst sterling depreciates I can attest to the extent of […]

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What’s in a name? Microsoft package and licensing changes

by Stephen White  |  October 4, 2016

Microsoft are ringing the changes Periodically we see a set of licensing changes from Microsoft. Early in 2016 a number were announced or took effect. This month, immediately following a naming convention change from Google we see a number of Microsoft changes taking effect, several of which incorporate repackaging or branding alongside evolution of product licensing,. Secure Productive […]

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“You Need To Fire Your Reseller”

by Stephen White  |  September 23, 2016

This direct quote originates from a software reseller roundtable at our Dallas ITFPAM Summit on Tuesday. Whilst we at Gartner may use some dramatic terms, clients are often somewhat more dramatic in their assessments – albeit for good reason. Context of this comment was the importance of software resellers providing advice and guidance. One attending client having […]

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Interaction and Insight into the world of Software Resellers

by Stephen White  |  September 19, 2016

Arguably the most positive aspects of being a Gartner analysts is the quantity of client interaction we enjoy. Having been an analyst for nigh on two years now, it’s amazing to consider that translates to interaction with over a thousand unique clients either in round-table or 1:1 engagement. …  the key to what makes our interactions such a fruitful […]

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What does an end to Adobe auditing and license compliance activity really mean?

by Stephen White  |  August 3, 2016

There may be several answers to this question, however between the question and potential answers lies a series of feasible explanations: A. License revenue growth resulting from SaaS and subscription licensing leads to Adobe halting audit practices B. Audit and license compliance activities are at odds with today’s vendor and client relationships C. SAM, good governance […]

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Market Guide for Software Resellers

by Stephen White  |  July 26, 2016

Readers may note that much of my coverage at Gartner focuses on addressing licensing challenges and complexities. More recently, I’ve also picked up responsibility for our client facing research on software resellers – a market I was part of for many years prior to joining Gartner. Last week we published the inaugural Market Guide for […]

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