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

The Inevitable Subscription Draws Nearer? The Workplace Perpetual Licensing Horizon

by Stephen White  |  September 24, 2020

Four years ago this week I presented a session at the Gartner ITAM, Finance and Procurement summit reference the vendor driven push to subscription license models,  quoting both Mark Twain and Monty Python, pointing to the ongoing availability of perpetual models. In 2020, changes afoot can no longer described ‘Tis but a scratch’ even The […]

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Inaugural Voyage – The SAM Managed Services Magic Quadrant Sets Sail

by Stephen White  |  August 5, 2020

Indeed, the first edition Magic Quadrant for SAM Managed Services has arrived, alongside the first Critical Capabilities for SAM Managed Services. In development throughout 2020, with design dating back almost two years, followed by build, and sea trials completed through review stages, if feels as though today I’m handing over a much cared for vessel […]

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Has Microsoft taken steps which limit supply to the European 2nd user licensing market?

by Stephen White  |  June 11, 2020

FromSA licensing rewards Microsoft clients who’ve previously maintained annuity coverage. European organizations should assess a new requirement to access those benefits. In 2012 The Court of Justice of the European Union issued a ruling which has given rise to an option for organization to sell software licenses that were no longer covering software being deployed […]

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Organizations Running Office 365 Windows Applications and Windows 10 in Amazon, Google, and Alibaba Should Re-check Licensing

by Stephen White  |  June 10, 2020

The following is a guest blog by my excellent colleague Michael Silver In August 2019 Microsoft announced new rules for licensing its software for use on “dedicated cloud hosts”, including Amazon’s AWS, Google’s GCP, and Alibaba ( Office 365 and Windows changes took/take effect the next time the organization renews their Microsoft agreement after October […]

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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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