Top Observations: Where Suppliers Are Winning (click for details)
Summary: After reviewing thousands of client deals, ClearEdge sees organizations under constant pressure to deliver value, reduce IT spending and find new ways to fund innovation at a time when increasingly powerful incumbent IT suppliers are capturing a larger share of their budgets. This session will highlight the most common areas where incumbent suppliers are winning deals and maximizing revenue and profits from their customers – and how your organization can address these challenges by:

1) raising awareness,

2) inspecting deals,

3) driving team alignment, and

4) setting up and approaching negotiations from a position of strength.

- Why buyers need an "Early Warning System" for IT deals

- Identifying risk and potential "time-bombs" in current and new contracts

- The importance of communicating with and aligning internal stakeholders

- Increase in disruptive and costly audit activity

- 5 key areas to inspect in Cloud contracts

About the Speaker

Christine Adzich is a Managing Director at ClearEdge. She vast experience in senior sales leadership positions at Gartner, EV Connect and other small to medium sized technology companies. She helped grow and sell two software companies, one to Microsoft and the other to Symantec. Christine has a career track record of developing and executing strategies to build and drive revenue growth. She is a graduate of San Jose State University.