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

Shelfware – The CIO’s Missing Key Metric and Cost Cutting Imperative

by Stephen White  |  May 11, 2020

How many CIOs have shelfware as a target for improvement on scorecards, identified as a cost and leakage from their operations? Or indeed the reciprocal – software consumption, potentially phrased as utilization? At any point in time IT operations may be running with 25% plus of software going unused. Gartner coined the phrase Shelfware as […]

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SaaS Consumption Billing – The COVID-19 Effect

by Stephen White  |  March 18, 2020

This post is updated from work originally posted on the Gartner blog network in February 2017. You can find the original post here As organizations face dramatic variations in use cases and user quantities of applications while confronting impacts of COVID-19, the potential fit of consumption billing with requirements is arguably more prominent than ever before. By definition cloud […]

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Are Software Resellers and Online Marketplaces Headed for a Crossroads?

by Stephen White  |  November 12, 2019

In early 2016 I wrote in a blog that software resellers are evolving, whilst views and perspectives of resellers vary significantly across their customers. The process of that evolution began many years prior, however the core of software reseller business remains, accordingly, changing perceptions may remain challenging. Recently we published the results of a survey […]

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Is the Software Reseller Market Inspired?

by Stephen White  |  July 15, 2019

Today I’m back at my keyboard after two weeks of project managing renovations and spending time with family. It would be a major exaggeration to say it’s back to normal today as we’re a way off that and it will be weeks until I return to our modified home HQ. By contrast It may also […]

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As Flowers Bloom, Microsoft Fiscal Looms

by Stephen White  |  April 11, 2019

It’s April, the Northern Hemisphere is becoming brighter and warmer, whilst the South begins to prepare for Winter and seasonal activities shift dramatically. Across the UK, cricket pitches are uncovered and prepared for local, County and international matches, yachts refitted through the winter are back afloat and golf courses abound with the color of spring […]

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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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