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

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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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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