Gartner Blog Network

Stephen White
Research Director
4 years at Gartner
16 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

How Mature is Software Channel Transformation?

by Stephen White  |  January 15, 2019

Channel transformation is a term readers may encounter infrequently. The phrase represents a business model shift from fulfillment and transactional activities, to solution and services selling. From a software selling perspective that implies dealing less with licensing technicalities, shifting to the needs and outcomes required by the customer*. Reality. Licensing remains fundamentally complex. The occasional […]

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Debunking the Myth – Software Asset Management and the Cloud

by Stephen White  |  November 20, 2018

Why Cloud Services are an Asset In various quarters I’ve heard and occasionally read a number of comments about the discipline of asset management as being incongruent with cloud services. That view appears based on some misconceptions about what an asset is, and oriented to cloud services being subscribed to (rented) and not owned. Taking this one […]

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The Software Asset Management Skills Gap

by Stephen White  |  November 13, 2018

During my Evaluating the Software Asset Management Managed Services Option session at Gartner ITSPV&AM Summit  in September I raised the issue of under resourcing. That wasn’t pointing to issues of business case sign off and lack of investment, but to the shortfall in Software Asset Managers across the globe. I speak with many organizations each week and regularly probe the […]

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Things I’d Like to See Go Away – VAR

by Stephen White  |  October 11, 2018

First of all, I’m not referring to VAR, Video Assistant Referee that attracted plenty of attention at the Football World Cup earlier this year, I’ve nothing against it, and consider the video ref an overdue step forward! There are terms in technology that are frequently mis-used and as a result became misunderstood. During any given week, […]

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Doing Business with Microsoft – Inspire Part 4

by Stephen White  |  July 20, 2018

The final keynote of Microsoft Inspire (combined with Microsoft sales conference Ready) was relatively short, but commenced with a demonstration of admiration for Satya Nadella from the on site partner and Microsoft sales participants. It’s certainly fair to say that the Microsoft CEO has a strong following among those most dependent on his firm and his […]

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Doing Business with Microsoft – Inspire part 3

by Stephen White  |  July 18, 2018

The Microsoft keynote (actually they are calling them ‘Corenotes’) session on Tuesday was without major announcement. The most significant business announcement from Microsoft wasn’t part of the session, however Microsoft did confirm an Azure win with Walmart, whilst significant, it’s of little surprise that Walmart chose not to work with a key competitor. This retail win […]

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Doing Business with Microsoft – Inspire Announcements Part 2

by Stephen White  |  July 17, 2018

Microsoft Inspire kicked off yesterday with the typical musical introduction and energy that accompanies the annual day 1 keynote. What followed though was relatively quiet, reinforcing messaging from 2017. Microsoft’s lead messages of ‘Digital transformation’ and ‘Empowering all individuals and organizations to do more’ were intertwined with empathy – effectively consolidating the ‘Hit Refresh’ message. My […]

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Doing Business with Microsoft – Inspire Announcements Part 1

by Stephen White  |  July 13, 2018

Microsoft’s annual partner conference is the principal vehicle and milestone for Microsoft to kick off it’s new financial year. Accordingly changes to commercial offers, approaches and structure are typically key messages from the event. Yesterday’s pre-event announcements were mostly product oriented, however, there were some commercial elements. Slack for Teams compete Microsoft announced that Teams […]

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The Value of Software Supply Chain Transparency

by Stephen White  |  July 11, 2018

Last summer I witnessed a passionate presentation addressing the need for greater transparency in the software supply chain. Many end user organizations may concur, interestingly the presentation was delivered at a vendor’s own event by another software vendor. The past month has  witnessed many observations about Gareth Southgate, and the manner in which a positive performance of […]

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Happy New Year! Microsoft Hit Refresh – A Retrospective View of 2017 and Ahead to 2018

by Stephen White  |  January 10, 2018

New year. New challenges? New plans? New beginnings? New priorities? Here is my own simple example of changing priorities. Australia have secured ‘The Ashes’ from England with a 4-0 victory, yet despite having a very Australian love of sport, I didn’t watch a single over of live cricket. That’s a reflection of two intersecting forces. Firstly, […]

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