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

Microsoft Ignite – A Commercial View

by Stephen White  |  October 3, 2017

Microsoft’s annual Autumn conference landed in Orlando last week (just prior to Gartner Symposium) and is somewhat targeted at a technical audience, but this year’s event included a set of announcements and steps that may interest professionals of the less technical variety. Announcement of Microsoft 365 F1. Whilst the transition of the Office 365 Kiosk […]

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Software Asset Management – Microsoft Seek Path to Customer Value

by Stephen White  |  July 13, 2017

Microsoft recently produced a blog of its own dedicated to explaining Microsoft’s Software Asset Management (SAM) programme and distinction between SAM practices and compliance oriented audit activities. Having ran a SAM programme which had in cases been used as a pseudo revenue generation engine, the message was met with a degree of scepticism by some […]

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Microsoft Inspired to Go Vertical and Stop Selling Licenses

by Stephen White  |  July 12, 2017

During the past week news of a Microsoft restructure has surfaced, details of the changes being made had been kept under wraps until Microsoft’s FY was complete. Some twelve months since the departure of Kevin Turner a number of shifts have been made within the former COOs areas of responsibility. Now however comes a significant structural […]

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Why all the noise about SAM and indirect license access?

by Stephen White  |  April 12, 2017

There has been a wave of press and PR notable to those of us who keep an eye on the SAM and software licensing markets recently associated with the SAP v Diageo case. In part the noise is an inevitable outcome of a limited number of such disagreements getting to court (with SAP v. Diageo […]

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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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