ProcureCon For IT Sourcing 2016 (past event)
June 06 - 08, 2016
Contact Us: 1.888.482.6012
Strengthening Relationships, Infrastructure and Your Organization
07:30 - 07:45 Private Boardroom Breakfast Hosted by Everest Group: Managing Obscure Choke Points in IT Services Contracting
This interactive workshop will provide insights and facilitate discussion on:
• Solution vs. proposal mindset
• Accurate yet ineffective benchmarking
• Shadow costing
• Efficiency silos
• Contract right sizing
Everest Group
Everest Group
Everest Group
• Solution vs. proposal mindset
• Accurate yet ineffective benchmarking
• Shadow costing
• Efficiency silos
• Contract right sizing
Jimit Arora
Partner, IT ServicesEverest Group
Sarthak Brahma
Vice President, Pricing AssuranceEverest Group
Hank Satterthwaite
Senior Vice PresidentEverest Group
07:45 - 08:30 Registration and Breakfast
08:30 - 08:35 Welcome
08:35 - 08:45 Chairman’s Opening Remarks
08:45 - 09:20 Keynote Case Study: The CIO’s Perspective on IT Sourcing & Procurement
Getting buy-in and showcasing value to the CIO and IT is paramount to a successful relationship. With a majority of IT spend tracking still done manually, it’s imperative that procurement has the IT knowledge to bring recommendations to the table.. Hear from a leading CIO to gain a better understanding how they view procurement when sourcing IT, because if there’s no relationship, it doesn’t matter.
- Creating a valuable relationship to optimize IT spend to uncover real savings and unlock value
- Aligning goals and KPIs across business units so success can be measured equally
- How procurement can get involved in the CIO’s project and budgeting meetings at the beginning of the process
09:20 - 10:00 Panel: Earning Trust, Demonstrating Value and Strengthening Internal Relationships
As procurement becomes more mature within an organization, the relationship between IT and procurement is slowing improving. How can procurement earn trust, become an internal consultant for its technology stakeholders, and collaborate with IT to become empowered to deliver results?
• Developing a value proposition that sells procurement to IT
• Communicating successes to your technology stakeholders
• Developing partner relationships and mutual accountability with IT
• Translating this value to create a competitive edge
• Convincing IT to empower procurement to validate and negotiate with suppliers and vendors independently and objectively
• Aligning goals to be able to properly support the IT function
Marsh & McLennan Companies, Inc.
• Developing a value proposition that sells procurement to IT
• Communicating successes to your technology stakeholders
• Developing partner relationships and mutual accountability with IT
• Translating this value to create a competitive edge
• Convincing IT to empower procurement to validate and negotiate with suppliers and vendors independently and objectively
• Aligning goals to be able to properly support the IT function
John Villani
Director, Global IT & Analytics SourcingMarsh & McLennan Companies, Inc.
10:00 - 10:20 Keynote Presentation: How Can You Encourage Internal and External Innovation?
What does the future of IT procurement look like? How can you work with your CPO, C-suite and stakeholders to move the agenda forward to truly innovate procurement processes to drive innovation alongside savings and value?
• New models of engagement: how can procurement support in-house innovation?
• Supplier driven innovation – how can you get suppliers interested in working innovatively with you over your competitors?
• How can you innovate your internal and external working ways?
• Cross organization innovation
• Introducing innovation across all IT categories
• How can you do what you did yesterday differently today to drive better results?
• New models of engagement: how can procurement support in-house innovation?
• Supplier driven innovation – how can you get suppliers interested in working innovatively with you over your competitors?
• How can you innovate your internal and external working ways?
• Cross organization innovation
• Introducing innovation across all IT categories
• How can you do what you did yesterday differently today to drive better results?
10:20 - 10:25 Breakfast Workshop Debriefing
10:25 - 10:45 Shaping the Future of Procurement
The world of procurement is changing fast. How can technology help procurement succeed today, while also preparing for tomorrow? What should IT sourcing do to help procurement to deal with the increasing challenges? What does it take to achieve sustainable cost savings, reduced risk, stakeholder engagement, and revenue growth? Join the keynote session to learn about the exciting developments in procurement technology, and discover the innovations that are shaping the future of procurement.
IBM
Jim Holbel
Procurement Solutions Practice Leader - North AmericaIBM
10:45 - 11:20 Morning Networking Break
11:20 - 11:50 Debate: Are VARs Necessary for a Successful IT Sourcing Program?
As VARs have proliferated in recent years, the ability to get by without dealing with them has diminished. Managing VARs can be tricky from a procurement position. Do value-added resellers still provide value? Hear both sides of the debate on the following:
- To use or not to use a VAR
- Are VARs just doing procurement’s job for them?
- Do VARs offer a sound value proposition?
- How do you know you’re getting a good deal?
- The type of relationship you need to maintain with VARs
Randy Roth
Chairman, IT Procurement Working Group, Society for Information Managementand Managing Partner, Corporate Contracts
11:50 - 12:30 Panel: Strengthening Your Relationships With SaaS and Cloud Providers
As software moves from perpetual license to subscription-based platforms, a number of things need to change as how SaaS applications are sourced, bought, negotiated and accounted for. With more and more applications in the cloud, app publishers are becoming increasingly more difficult to negotiate with. This panel will discuss how to source and negotiate in a SaaS environment, while maintaining cost savings and beneficial supplier relationships.
- Performing a cost comparison for SaaS applications against owned software—Can SaaS lead to real cost savings?
- Getting the CFO’s buy in as budgeting moves from CapEx to OpEx; can subscriptions be capitalized?
- Protecting your IP, assignment rights, and limitations of liability
- Negotiating Ts & Cs – can you be comfortable without full customization?
- Comparing true costs across all SaaS products by getting providers to unbundle subscriptions
- Best practices for negotiating SaaS contracts
- Data management
Daniel McClintock
Head of Software Sourcing StrategyBD
12:30 - 12:50 Keynote Presentation: Inside the Mind of the Vendor – Know What You’re Up Against Before You Buy
IT buyers face a number of obstacles in their quest to get a good, fair deal for software, hardware and cloud services. This session will explore what IT buyers are up against and the many (and evolving) vendor tactics that can knock a deal out of optimized territory. Attendees will leave with an understanding of:
• How vendor sales teams are managed and motivated
• Stealth vendor tactics that lead to IT overspending – and how to avoid them
• How to align IT and sourcing teams around a shared game plan for transaction optimization
• How vendor sales teams are managed and motivated
• Stealth vendor tactics that lead to IT overspending – and how to avoid them
• How to align IT and sourcing teams around a shared game plan for transaction optimization
Track A: Hardware and Infrastructure Management
12:50 - 14:00 Networking LunchTrack B: Organizational Transformation
12:50 - 14:00 Private Boardroom Lunch Hosted by IBM: The Future is Here
In addition to the constant demands for cost savings, procurement is facing a multitude of challenges. What does it take to handle increasing procurement complexity, while effectively managing suppliers and risks and meeting the needs of your internal stakeholders? It starts by taking advantage of procurement’s untapped resources. In this luncheon session, experts from IBM will take you through an in-depth discussion of procurement’s role in a disruptive era. They’ll share insights about the cognitive technologies that can help procurement unleash the hidden value of data and analytics. The discussion will also include topics such as advanced risk management and intelligent procurement solutions. It’s an exciting time for procurement, because the future is actually here!
IBM
Jim Holbel
Procurement Solutions Practice Leader - North AmericaIBM
Track A: Hardware and Infrastructure Management
14:00 - 14:20 Case Study: Creating a BYOD and Mobility Management Strategy
Track B: Organizational Transformation
14:00 - 14:20 Presentation: Elevating IT Procurement Maturity: Getting from Good to GreatIf your procurement processes are in need of a transformation, what can you do to advance your maturity level to be in line with your competitors or companies of similar size? How are you driving yourself and your team to become a world-class organization? Learn here how to:
- Optimize global consistency through a category management strategy
- Set KPIs and measures to become clear around what category maturity will look like
- Compare qualitative and quantitative base-lining
- Map categories and skillset needs
- Develop plans and opportunities to set procurement up for success
- Understand what leading truly looks like and how to lead with an IT mindset
- Link strategies to corporate ambitions
Track A: Hardware and Infrastructure Management
14:20 - 15:00 Panel: Becoming a Pro at Sourcing Marketing TechnologiesEvery place in an organization is touched more or less by technology. However, the rapid increase in spend by CMO’s is creating a new dynamic—CMOs will be buying more technology than CIOs over the next 18 months. Whether it’s internal technology for collecting data to measure campaign effectiveness, or external startup that will help build brand awareness, the digital transformation of marketing is here to stay. Procurement can drive this shift by serving as a bridge between marketing and IT, becoming more aware of technology platform that will change marketing and even pitch these new suppliers to marketing. This panel will run through some of the factors driving martech, including:
- Understand the delineation between IT and Marketing- who owns the relationship, and who does the buying?
- Breaking down the silos between Marketing, IT and Procurement to add value
- What does an optimal contract for a marketing technology startup look like?
- Tools for applying big data business analytics to marketing procurement
- Getting ahead of the marketing team by identifying new technologies before they do
- Does the amount of interconnection between the martech and the internal IT network play a role?
- Incentivizing marketing to use IT and IT sourcing to source suppliers
Michelle Trout
Indirect Procurement DirectorBrinker International, Inc.
Track B: Organizational Transformation
14:20 - 15:00 Panel: Sharpening the Effectiveness of Your IT Procurement Infrastructure Support ToolsDo you really know how much IT spend you have under management, and how much spend left to capture? To make your spend analysis more efficient, you need the best tools to get the best value. However, as companies amassed large amounts of data over the years, do your tools have the capability to truly integrate, analyze and manage that data to produce usable reports?
- Justifying an ROI for IT Procurement tools
- Creating a framework for overcoming your data problem
- Project tracking data to ensure your spend goals are being reached
- It the problem really with your tool, or just how it’s set up?
- Showcasing and demonstrating the savings
Harold (Hal) Good
President & CEOProcurement Pros Group, LLC
Track A: Hardware and Infrastructure Management
15:00 - 15:10 Innovation Spotlight: MOBI
Track B: Organizational Transformation
15:00 - 15:10 Innovation Spotlight15:10 - 15:45 Afternoon Networking Break
15:45 - 16:50 Interactive Roundtable Discussions
TABLE 1: Migrating from On-Premise to the Cloud with an Incumbent Software Vendor – IT Sourcing Pitfalls and Opportunities
Hosted by: Jeff Muscarella, Partner, IT and Telecom Division, NPI
TABLE 2: How to Negotiate the Best Office 365 Deal
Hosted by: Mike Austin, Vice President, Method 180
TABLE 3: Migrating to New Technologies to Achieve Cost Savings
Hosted by: Natalie Gavrilovic, Senior Manager, Strategic Sourcing, Charter Communications
TABLE 4: SLA Management
Hosted by: Nancy Tiran, Senior Director, IT Procurement & Enterprise Contract Labor Services, Best Buy
TABLE 5: Mobility Management
Hosted by: Sara Martinez, Sr. IT Purchasing Manager, Brinker International
TABLE 6: Leveraging Technology Platforms To Manage Self-Sourced Pools of Contingent Labor
Hosted by: Ken Salapatek, Business Development Director, PRO Unlimited, Inc.
TABLE 7: Leveraging The Supplier Performance Process To Take Supplier Relationships To The Next Level
Hosted by: Scott Yates, Senior Director of IT Sourcing & Enterprise Maintenance, Cox Communications, Inc.
Cox Communications, Inc.
Hosted by: Jeff Muscarella, Partner, IT and Telecom Division, NPI
TABLE 2: How to Negotiate the Best Office 365 Deal
Hosted by: Mike Austin, Vice President, Method 180
TABLE 3: Migrating to New Technologies to Achieve Cost Savings
Hosted by: Natalie Gavrilovic, Senior Manager, Strategic Sourcing, Charter Communications
TABLE 4: SLA Management
Hosted by: Nancy Tiran, Senior Director, IT Procurement & Enterprise Contract Labor Services, Best Buy
TABLE 5: Mobility Management
Hosted by: Sara Martinez, Sr. IT Purchasing Manager, Brinker International
TABLE 6: Leveraging Technology Platforms To Manage Self-Sourced Pools of Contingent Labor
Hosted by: Ken Salapatek, Business Development Director, PRO Unlimited, Inc.
TABLE 7: Leveraging The Supplier Performance Process To Take Supplier Relationships To The Next Level
Hosted by: Scott Yates, Senior Director of IT Sourcing & Enterprise Maintenance, Cox Communications, Inc.
Scott Yates
Senior Director of IT Sourcing & Enterprise MaintenanceCox Communications, Inc.
Track A: Hardware and Infrastructure Management
16:50 - 17:30 Panel: Making the Most of Your Outsourcing Engagements
When considering outsourcing a portion or all of your information technology functions, there are many considerations you must take into account to ensure that you’ll actually receive promised savings. This panel will discuss:
• Selecting the right BPO for your organization- it’s not one size fits all
• Aligning your outsource strategy with your vendor strategy to drive value and reduce leakage
• Achieving value creation and ROI based on what’s outsourced and where
• Have compliance costs and the dollar’s continued weakness begun eating away at outsourcing’s potential savings?
• What is the lifecycle of an outsourcing engagement? How does that evolve over time?
• Offshore vs onshore implications
Professional Purchasing Partners
• Selecting the right BPO for your organization- it’s not one size fits all
• Aligning your outsource strategy with your vendor strategy to drive value and reduce leakage
• Achieving value creation and ROI based on what’s outsourced and where
• Have compliance costs and the dollar’s continued weakness begun eating away at outsourcing’s potential savings?
• What is the lifecycle of an outsourcing engagement? How does that evolve over time?
• Offshore vs onshore implications
Joseph Richardson
President & CEOProfessional Purchasing Partners
Track B: Organizational Transformation
16:50 - 17:30 Panel: Building a World-Class Technology Procurement Team- What skill set and capabilities should the ideal IT procurement professional have?
- Where can you find the best IT procurement talent?
- How can you develop consistently excellent procurement professionals and not pockets of excellence?
- How can you address talent management in a changing technology procurement function?
- What good examples are there of talent management programs?
- Once you have them, what methods can be used to keep your talent?
Harold (Hal) Good
President & CEOProcurement Pros Group, LLC
Track A: Hardware and Infrastructure Management
17:30 - 18:00 Case Study: Near-Shoring
Anthony Porter
Head of Global Corporate Procurement, IT Strategic Vendor Services & AssetAcxiom