SESSIONS

Times and sessions are subject to adjustment.

Monday, May 4 - Pre-Conference

1:00 - 5:00 pm | Registration | Promenade


Settle in to the hotel, pick up your conference materials, download the mobile app and get any questions out of the way before the crowds arrive. Official check in time for your rooms is 4:00 pm.




5:00 - 6:00 pm | Speed Networking (optional)


We get it, forced networking isn't for everyone. But for those who are interested, grab a drink and get to know your peers in multiple, quick, structured conversations.




6:00 - 9:00 pm | Welcome Reception | Apollo Pool


Join us for at party at the beautiful Apollo pool. Meet your peers and mingle with the ClearEdge team while enjoying dinner, drinks, and live entertainment under the Vegas skyline.





Tuesday, May 5- Morning Sessions

8:00 - 9:00 am | Breakfast


Join us for breakfast before our day of classes and workshops begin.




9:00 - 9:50 am | Top Trends in Software Audits


Organizations continue to evolve their approaches toward trying to minimize the risk and cost of software audits. Join us for a short webinar to learn how your organization stacks up to its peers. Our discussion will unveil survey results collected from our client base across 2019 and shed a light on key trends in Software Asset Management and auditor behavior.




9:00 - 9:50 am | Contracting for Agile Resources


Companies are increasingly using Agile application development methods instead of traditional Waterfall. However, third party contracting for Agile projects can prove to be very challenging, as the fundamental premise behind Agile requires fundamental shifts in how you engage with suppliers. This session reviews some of the challenges and best practices when contracting for Agile development.




9:00 - 9:50 am | Inspecting Contracts for Risk


IT deal-makers face a challenging reality: Speed is often valued over cost while enabling massive transformations ( including digital and cloud) and balancing a flurry of mergers and acquisitions. In today’s fast-paced environment, pressure to complete deals quickly can undermine any future gains because of overlooked contractual language in IT agreements. Please join us to discuss where to find and how to mitigate these hidden time bombs – before they derail your organizational goals.




9:00 - 9:50 am | Playbook Approach: Competing with Oracle


An inside look at Oracle's sales playbook followed by a self assessment on your organizations ability to counteract their tactics.




9:00 - 9:50 am | Playbook Approach: Competing with IBM


An inside look at IBM's sales playbook followed by a self assessment on your organizations ability to counteract their tactics.




9:00 - 9:50 am | Playbook Approach: Competing with Salesforce


An inside look at Salesforce's sales playbook followed by a self assessment on your organizations ability to counteract their tactics.




10:00 - 10:50 am | Building a Successful SAM Organization


A strong Software Asset Management program to optimize the purchase, deployment, maintenance and retirement of applications requires more effort than simply buying tracking tools. This session will summarize the benefits of SAM tools, and highlight areas where these tools can leave your organization exposed.




10:00 - 10:50 am | Optimizing 3rd Party Labor Spend


Third-party labor spending can quickly become a nightmare to assess and manage with multiple vendors, customized job descriptions and other variables like locations and experience levels. In this session, you’ll hear about client experiences where spending in this category spun out of control, and learn how to avoid it. We’ll provide a 5-step roadmap for success, including best practices for spend analysis, standardization, rate cards, consolidation and ongoing governance. In short, we’ll help you take control and maximize value in your next labor spend.




10:00 - 10:50 am | IT Services Best Practices


In this session, attendees will learn the selling methodologies, strategies and tactics that IT Services suppliers use to expand their business at high margins, while establishing services franchises in your company. By understanding the approaches sales teams employ and how these franchises are built, buyers can begin the process of learning how to play the IT Pricing Game more effectively and get the most value out of their services spending.




10:00 - 10:50 am | Building Effective Messaging in a Negotiation


A highly interactive session focused on assessing the value of buyer messages featuring real client examples. Learn how to build messages which favorably impact leverage and deals.




10:00 - 10:50 am | Demo Session 1: ClearEdge Client Portal


ClearEdge has launched a beta client community portal featuring an early warning system, case input, live reporting, deal resources, and analyst access.




11:00 - 11:50 am | Demo Session 2: ClearEdge Client Portal


ClearEdge has launched a beta client community portal featuring an early warning system, case input, live reporting, deal resources, and analyst access.




11:00 - 11:50 am | Software Audits and the Cloud


In this session, we explore the compliance risks and benefits of cloud. We’ll cover best practices and provide real-world examples of where organizations have been found non-compliant, despite being fully cloud operational.




11:00 - 11:50 am | Action Planning to Maximize Leverage


Building off earlier leverage management breakouts, this session will discuss how to align stakeholders and execute deals with strong action plans.




11:00 - 11:50 am | Services: Maximizing Value from RFP to SOW


We’ll discuss how to build leverage with the RFP process, and execute deals with maximum value through vendor selection and contracting.




11:00 - 11:50 am | Winning in the Telco Space


Research shows up to 20% of telecom charges are incorrect and of these inaccuracies, 85% favor the carrier. Furthermore, the majority of organizations pay their telecom bills in full without review. These practices add up to significant waste in telecommunications infrastructure.





Tuesday, May 5 - Afternoon Breakouts

1:30 - 2:30 pm | Top Gotchas in an IT Contract


As speed becomes more important than cost, pressure to move quickly can undermine any strategic initiatives due to overlooked contractual language in our IT deals. This session will provide a framework for reviewing contracts including real life examples of hidden "gotchas!"




2:40 - 3:40 pm | SaaS Buying Trends: The Evolving Model


As more vendors join the growing list of subscription-based solutions, accurate demand forecasts and favorable contract terms go hand-in-hand in determining value in SaaS deals. Because these enterprise solutions are so difficult to move away from, it’s essential to get the forecast and agreement language right at the outset of the engagement. We’ll discuss the elements that go into a creating a conservative demand model, and terms and conditions that guard against long term financial risk.




3:50 - 4:50 pm | Optimizing Spend in the Public Cloud


Most of our client calls about AWS and Azure start the same way: a discussion on enterprise discounts for commit levels and how to maximize credits. While these are important discussions, the real value on cloud infrastructure deals comes from careful consideration of demand requirements and governance.




1:30 - 2:30 pm | Building Growth into a Subscription Model


Our clients continue to execute more and more multi-year agreements with their most strategic suppliers and with the sharp move to term-based and subscription licensing, we're observing several common pitfalls affecting enterprise buyers. This session will review common deal structures and financial models such as Unlimited License Agreements (ULAs), fixed-quantity capped agreements, tiered pricing and ramp models to highlight pitfalls and misconceptions which can cost buyers millions.




1:30 - 2:30 pm | Best Practices for Channel/VAR Success


With more vendors pushing sales through the Channel, it is important for buyers to understand the dynamics of margin, compensation, and deal registration from their Value Added Resellers.




1:30 - 2:30 pm | StartUps & Niche Vendors: Maximizing Value


Last year, ClearEdge clients submitted deals from over 1,600 unique vendors – half from suppliers we had never dealt with before. With “techceleration” now in high gear, enterprise IT organizations are increasingly turning to new, unproven startups to fill specific needs quickly, agilely, and nimbly. How do we evaluate suppliers with no pricing or performance history? This session will discuss ways to peel back the onion layers and determine value on some of these unique, new solutions, and how using startups can build leverage over some of the biggest vendors in your portfolio.




1:30 - 2:30 pm | Leverage Management 101


A must-attend for anyone new to the Summit, this interactive session will cover the nine capabilities of executing best-in-class deals and provide a framework for assessing your organization's execution against this model.




2:40 - 3:40 pm | Optimizing Spend in the Public Cloud


Most of our client calls about AWS and Azure start the same way: a discussion on enterprise discounts for commit levels and how to maximize credits. While these are important discussions, the real value on cloud infrastructure deals comes from careful consideration of demand requirements and governance.




2:40 - 3:40 pm | StartUps & Niche Vendors: Maximizing Value


Last year, ClearEdge clients submitted deals from over 1,600 unique vendors – half from suppliers we had never dealt with before. With “techceleration” now in high gear, enterprise IT organizations are increasingly turning to new, unproven startups to fill specific needs quickly, agilely, and nimbly. How do we evaluate suppliers with no pricing or performance history? This session will discuss ways to peel back the onion layers and determine value on some of these unique, new solutions, and how using startups can build leverage over some of the biggest vendors in your portfolio.




2:40 - 3:40 pm | Building Growth into a Subscription Model


Our clients continue to execute more and more multi-year agreements with their most strategic suppliers and with the sharp move to term-based and subscription licensing, we're observing several common pitfalls affecting enterprise buyers. This session will review common deal structures and financial models such as Unlimited License Agreements (ULAs), fixed-quantity capped agreements, tiered pricing and ramp models to highlight pitfalls and misconceptions which can cost buyers millions




2:40 - 3:40 pm | Top Gotchas in an IT Contract


As speed becomes more important than cost, pressure to move quickly can undermine any strategic initiatives due to overlooked contractual language in our IT deals. This session will provide a framework for reviewing contracts including real life examples of hidden "gotchas!"




2:40 - 3:40 pm | Case Study: Competing with Microsoft


An in-depth look at Microsoft's famed T-36 Playbook with a focus on how sales teams drive consumption, push net-new spending, and eliminate uncertainty in your renewal. Once we understand Microsoft's approach, we will discuss best practices for countering it including a a real client case study.




3:50 - 4:50 pm | SaaS Buying Trends: The Evolving Model


As more vendors join the growing list of subscription-based solutions, accurate demand forecasts and favorable contract terms go hand-in-hand in determining value in SaaS deals. Because these enterprise solutions are so difficult to move away from, it’s essential to get the forecast and agreement language right at the outset of the engagement. We’ll discuss the elements that go into a creating a conservative demand model, and terms and conditions that guard against long term financial risk.




3:50 - 4:50 pm | Case Study: Competing with Microsoft


An in-depth look at Microsoft's famed T-36 Playbook with a focus on how sales teams drive consumption, push net-new spending, and eliminate uncertainty in your renewal. Once we understand Microsoft's approach, we will discuss best practices for countering it including a a real client case study.




3:50 - 4:50 pm | Leverage Management 101


A must-attend for anyone new to the Summit, this interactive session will cover the nine capabilities of executing best-in-class deals and provide a framework for assessing your organization's execution against this model.




3:50 - 4:50 pm | Vendor Insights: Comp & RevRec


A look behind the scenes at the sales systems and motivations across the vendor's sales team from management down to individual sales reps, including compensation models and revenue recognition rules.




3:50 - 4:50 pm | Best Practices for Channel/VAR Success





1:30 - 2:30 pm | Vendor Insights: Comp & RevRec


A look behind the scenes at the sales systems and motivations across the vendor's sales team from management down to individual sales reps, including compensation models and revenue recognition rules.





Tuesday, May 5 - Evening Events

1:30 - 2:30 pm | Top Gotchas in an IT Contract


As speed becomes more important than cost, pressure to move quickly can undermine any strategic initiatives due to overlooked contractual language in our IT deals. This session will provide a framework for reviewing contracts including real life examples of hidden "gotchas!"




2:40 - 3:40 pm | SaaS Buying Trends: The Evolving Model


As more vendors join the growing list of subscription-based solutions, accurate demand forecasts and favorable contract terms go hand-in-hand in determining value in SaaS deals. Because these enterprise solutions are so difficult to move away from, it’s essential to get the forecast and agreement language right at the outset of the engagement. We’ll discuss the elements that go into a creating a conservative demand model, and terms and conditions that guard against long term financial risk.




3:50 - 4:50 pm | Optimizing Spend in the Public Cloud


Most of our client calls about AWS and Azure start the same way: a discussion on enterprise discounts for commit levels and how to maximize credits. While these are important discussions, the real value on cloud infrastructure deals comes from careful consideration of demand requirements and governance.




1:30 - 2:30 pm | Building Growth into a Subscription Model


Our clients continue to execute more and more multi-year agreements with their most strategic suppliers and with the sharp move to term-based and subscription licensing, we're observing several common pitfalls affecting enterprise buyers. This session will review common deal structures and financial models such as Unlimited License Agreements (ULAs), fixed-quantity capped agreements, tiered pricing and ramp models to highlight pitfalls and misconceptions which can cost buyers millions.




1:30 - 2:30 pm | Best Practices for Channel/VAR Success


With more vendors pushing sales through the Channel, it is important for buyers to understand the dynamics of margin, compensation, and deal registration from their Value Added Resellers.




1:30 - 2:30 pm | StartUps & Niche Vendors: Maximizing Value


Last year, ClearEdge clients submitted deals from over 1,600 unique vendors – half from suppliers we had never dealt with before. With “techceleration” now in high gear, enterprise IT organizations are increasingly turning to new, unproven startups to fill specific needs quickly, agilely, and nimbly. How do we evaluate suppliers with no pricing or performance history? This session will discuss ways to peel back the onion layers and determine value on some of these unique, new solutions, and how using startups can build leverage over some of the biggest vendors in your portfolio.




1:30 - 2:30 pm | Leverage Management 101


A must-attend for anyone new to the Summit, this interactive session will cover the nine capabilities of executing best-in-class deals and provide a framework for assessing your organization's execution against this model.




2:40 - 3:40 pm | Optimizing Spend in the Public Cloud


Most of our client calls about AWS and Azure start the same way: a discussion on enterprise discounts for commit levels and how to maximize credits. While these are important discussions, the real value on cloud infrastructure deals comes from careful consideration of demand requirements and governance.




2:40 - 3:40 pm | StartUps & Niche Vendors: Maximizing Value


Last year, ClearEdge clients submitted deals from over 1,600 unique vendors – half from suppliers we had never dealt with before. With “techceleration” now in high gear, enterprise IT organizations are increasingly turning to new, unproven startups to fill specific needs quickly, agilely, and nimbly. How do we evaluate suppliers with no pricing or performance history? This session will discuss ways to peel back the onion layers and determine value on some of these unique, new solutions, and how using startups can build leverage over some of the biggest vendors in your portfolio.




2:40 - 3:40 pm | Building Growth into a Subscription Model


Our clients continue to execute more and more multi-year agreements with their most strategic suppliers and with the sharp move to term-based and subscription licensing, we're observing several common pitfalls affecting enterprise buyers. This session will review common deal structures and financial models such as Unlimited License Agreements (ULAs), fixed-quantity capped agreements, tiered pricing and ramp models to highlight pitfalls and misconceptions which can cost buyers millions




2:40 - 3:40 pm | Top Gotchas in an IT Contract


As speed becomes more important than cost, pressure to move quickly can undermine any strategic initiatives due to overlooked contractual language in our IT deals. This session will provide a framework for reviewing contracts including real life examples of hidden "gotchas!"




2:40 - 3:40 pm | Case Study: Competing with Microsoft


An in-depth look at Microsoft's famed T-36 Playbook with a focus on how sales teams drive consumption, push net-new spending, and eliminate uncertainty in your renewal. Once we understand Microsoft's approach, we will discuss best practices for countering it including a a real client case study.




3:50 - 4:50 pm | SaaS Buying Trends: The Evolving Model


As more vendors join the growing list of subscription-based solutions, accurate demand forecasts and favorable contract terms go hand-in-hand in determining value in SaaS deals. Because these enterprise solutions are so difficult to move away from, it’s essential to get the forecast and agreement language right at the outset of the engagement. We’ll discuss the elements that go into a creating a conservative demand model, and terms and conditions that guard against long term financial risk.




3:50 - 4:50 pm | Case Study: Competing with Microsoft


An in-depth look at Microsoft's famed T-36 Playbook with a focus on how sales teams drive consumption, push net-new spending, and eliminate uncertainty in your renewal. Once we understand Microsoft's approach, we will discuss best practices for countering it including a a real client case study.




3:50 - 4:50 pm | Leverage Management 101


A must-attend for anyone new to the Summit, this interactive session will cover the nine capabilities of executing best-in-class deals and provide a framework for assessing your organization's execution against this model.




3:50 - 4:50 pm | Vendor Insights: Comp & RevRec


A look behind the scenes at the sales systems and motivations across the vendor's sales team from management down to individual sales reps, including compensation models and revenue recognition rules.




3:50 - 4:50 pm | Best Practices for Channel/VAR Success





1:30 - 2:30 pm | Vendor Insights: Comp & RevRec


A look behind the scenes at the sales systems and motivations across the vendor's sales team from management down to individual sales reps, including compensation models and revenue recognition rules.





Wednesday, May 6

8:00 - 9:00 am | Breakfast


Join us for breakfast before our day of classes and workshops begin.




9:00 - 9:50 am | Top Trends in Software Audits


Organizations continue to evolve their approaches toward trying to minimize the risk and cost of software audits. Join us for a short webinar to learn how your organization stacks up to its peers. Our discussion will unveil survey results collected from our client base across 2019 and shed a light on key trends in Software Asset Management and auditor behavior.




9:00 - 9:50 am | Contracting for Agile Resources


Companies are increasingly using Agile application development methods instead of traditional Waterfall. However, third party contracting for Agile projects can prove to be very challenging, as the fundamental premise behind Agile requires fundamental shifts in how you engage with suppliers. This session reviews some of the challenges and best practices when contracting for Agile development.




9:00 - 9:50 am | Inspecting Contracts for Risk


IT deal-makers face a challenging reality: Speed is often valued over cost while enabling massive transformations ( including digital and cloud) and balancing a flurry of mergers and acquisitions. In today’s fast-paced environment, pressure to complete deals quickly can undermine any future gains because of overlooked contractual language in IT agreements. Please join us to discuss where to find and how to mitigate these hidden time bombs – before they derail your organizational goals.




9:00 - 9:50 am | Playbook Approach: Competing with Oracle


An inside look at Oracle's sales playbook followed by a self assessment on your organizations ability to counteract their tactics.




9:00 - 9:50 am | Playbook Approach: Competing with IBM


An inside look at IBM's sales playbook followed by a self assessment on your organizations ability to counteract their tactics.




9:00 - 9:50 am | Playbook Approach: Competing with Salesforce


An inside look at Salesforce's sales playbook followed by a self assessment on your organizations ability to counteract their tactics.




10:00 - 10:50 am | Building a Successful SAM Organization


A strong Software Asset Management program to optimize the purchase, deployment, maintenance and retirement of applications requires more effort than simply buying tracking tools. This session will summarize the benefits of SAM tools, and highlight areas where these tools can leave your organization exposed.




10:00 - 10:50 am | Optimizing 3rd Party Labor Spend


Third-party labor spending can quickly become a nightmare to assess and manage with multiple vendors, customized job descriptions and other variables like locations and experience levels. In this session, you’ll hear about client experiences where spending in this category spun out of control, and learn how to avoid it. We’ll provide a 5-step roadmap for success, including best practices for spend analysis, standardization, rate cards, consolidation and ongoing governance. In short, we’ll help you take control and maximize value in your next labor spend.




10:00 - 10:50 am | IT Services Best Practices


In this session, attendees will learn the selling methodologies, strategies and tactics that IT Services suppliers use to expand their business at high margins, while establishing services franchises in your company. By understanding the approaches sales teams employ and how these franchises are built, buyers can begin the process of learning how to play the IT Pricing Game more effectively and get the most value out of their services spending.




10:00 - 10:50 am | Building Effective Messaging in a Negotiation


A highly interactive session focused on assessing the value of buyer messages featuring real client examples. Learn how to build messages which favorably impact leverage and deals.




10:00 - 10:50 am | Demo Session 1: ClearEdge Client Portal


ClearEdge has launched a beta client community portal featuring an early warning system, case input, live reporting, deal resources, and analyst access.




11:00 - 11:50 am | Demo Session 2: ClearEdge Client Portal


ClearEdge has launched a beta client community portal featuring an early warning system, case input, live reporting, deal resources, and analyst access.




11:00 - 11:50 am | Software Audits and the Cloud


In this session, we explore the compliance risks and benefits of cloud. We’ll cover best practices and provide real-world examples of where organizations have been found non-compliant, despite being fully cloud operational.




11:00 - 11:50 am | Action Planning to Maximize Leverage


Building off earlier leverage management breakouts, this session will discuss how to align stakeholders and execute deals with strong action plans.




11:00 - 11:50 am | Services: Maximizing Value from RFP to SOW


We’ll discuss how to build leverage with the RFP process, and execute deals with maximum value through vendor selection and contracting.




11:00 - 11:50 am | Winning in the Telco Space


Research shows up to 20% of telecom charges are incorrect and of these inaccuracies, 85% favor the carrier. Furthermore, the majority of organizations pay their telecom bills in full without review. These practices add up to significant waste in telecommunications infrastructure.