ProcureCon IT 2018

04 - 05 December, 2018

Novotel Amsterdam City

+44(0)207 036 1309

Agenda Day 1 - 4th December 2018

7:00 pm - 8:00 pm Monday 3rd December - ProcureCon IT Europe Welcome Drinks

8:00 am - 8:30 am Registration and welcome coffee

Designing Your IT Procurement Team Of The Future

8:30 am - 8:35 am Opening remarks – Diane Mekie, Conference Director, WBR

8:35 am - 8:40 am Chair’s opening address and networking activity

Richard Beaumont - Former CPO The Cooperative Bank
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Richard Beaumont

Former CPO
The Cooperative Bank

8:40 am - 9:00 am Inspirational CPO Keynote Address: How can you build your agile and ‘speed-to-savings’ IT Procurement organisation to adapt to the digital transformation requirements of your company?

Michelle Baker - CPO KPN
·         How influential is IT Procurement in our business, and how has this changed over the last 5-10 years? Do we see this category as a hot spot for future CPO’s?
·         Which emerging technologies do we see as key business disruptors, and where do we see IT investment going in the near future?
·         Global vs local, centralised vs. decentralised, integration or not with IT and Vendor Asset Management – where have we seen the most success?
·         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 agility, innovation and flexibility alongside savings and value?
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Michelle Baker

CPO
KPN

9:00 am - 9:40 am All Star Panel: Traditional category management vs Project-based vs. Business unit focus - How can you organise your IT Procurement function to best match the requirements of today’s evolving digital world?

Michelle Rihley-Wilbourg - Global IT Sourcing Manager Facebook Mike Day - Head of Group IT Procurement RSA Sanja Perovic - IT Sourcing Manager BuyIn Gordon Knowles - Head of Technology Procurement Fidelity Ben Landis - Head of IT and Telecom Procurement CRH Europe
 ·         IT can be the most complicated category to source - and often, the organisational structure can be just as complex to figure out. Who should IT procurement report to, and where should the function sit?
·         Is ‘IT’ itself an old fashioned term – should we be using ‘digital’ instead? What other terminology and structural transitions are happening within your company to reflect the digital revolution? 
·         Is the traditional category management structure still fit for purpose, as the lines blur between IT categories and suppliers?  Is a more project based approach the way to go, or operations spend vs new investments, or a supplier facing vs business unit focus?
·         Should IT Procurement be managed by indirect or stand alone as its own separate function – or be integrated into the IT function itself?  

Michelle Rihley-Wilbourg

Global IT Sourcing Manager
Facebook

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Mike Day

Head of Group IT Procurement
RSA

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Sanja Perovic

IT Sourcing Manager
BuyIn

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Gordon Knowles

Head of Technology Procurement
Fidelity

Ben Landis

Head of IT and Telecom Procurement
CRH Europe

9:40 am - 10:00 am Keynote: Our approach to defining and implementing a procurement strategy for System Integration Services

Fred Roessen - Head of SCM IT Category Management Vodafone
In this session, Fred will take you through the approach taken to define and implement the procurement strategy for System Integration (SI) Services in Vodafone, in particular introducing the Cost Tear Down approach in negotiations with suppliers. This presentation will cover the following topics:
·         Key objectives for a procurement strategy for SI Services
·         Introducing Market Places : an operating model that ensures continuous competition between an optimised number of strategic partners
·         Cost Tear Down for system integration services : How do I ensure the price I am getting for my services is a fair compensation for cost plus supplier margin?
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Fred Roessen

Head of SCM IT Category Management
Vodafone

10:00 am - 10:30 am Networking Break

Leveraging New Technologies: AI/Machine Learning, Cloud, Big Data Analytics

10:30 am - 10:50 am Joint IT/Procurement Keynote Address: How can you create optimal synergies with your CIO and IT internal customers to unlock value, deliver concrete wins, and drive ‘user-satisfaction’?

Fernanda Lopes Larsen - SVP, Indirect Procurement Yara International Peter Billiau - CIO Yara International
·         In what practical ways do we create a valuable ongoing relationship to optimize IT spend?
·         What concrete wins have the synergies between procurement and IT delivered in our organisation?
·         How can IT and IT Procurement ensure they drive end user satisfaction, and continuously keep this goal in mind?
·         Getting a seat at the table: How procurement can get involved in the CIO’s project and budgeting meetings at the beginning of the process – what should IT procurement be doing differently to ensure the earliest involvement?
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Fernanda Lopes Larsen

SVP, Indirect Procurement
Yara International

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Peter Billiau

CIO
Yara International

10:50 am - 11:10 am Keynote: The ‘As A Service’ economy - how this affects procurement and IT and how you can leverage the opportunities

Nour Chhilif - Global Head of IT Procurement Philips

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Nour Chhilif

Global Head of IT Procurement
Philips

11:10 am - 11:20 am Innovation Spotlight – Big Data Analytics: How to sharpen the effectiveness of your IT spend and achieve better negotiation, visibility and identification of early warning signals

·         As companies amassed large amounts of data over the years, do your tools have the capability to truly integrate, analyse and manage that data to produce usable reports? How can you leverage big data analytics to drive big results?
·         How can you justify an ROI for IT Procurement tools? How can you showcase and demonstrate the savings?
·         Is the problem really with your tool, or just how it’s set up? How do you determine if the cost optimization processes and spend analytics tools you have are being used properly? 

11:20 am - 11:30 am Innovation Spotlight: How to identify and unlock IT Procurement funds to ensure your organisation thrives in the digital economy ReLicense

Guus Derckx - Sales Manager Benelux ReLicense
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Guus Derckx

Sales Manager Benelux
ReLicense

Drill Down Round Tables

Roundtable 1:Financial Services Sector Focus – How can you overcome internal business inhibitors to improve agility in your team?
Hosted  By: Angel Montemurro, IT Procurement Manager, Allianz Invited
An opportunity to discuss with your sector peers on the challenges and opportunities specific to IT procurement in the Financial Services sector
·         Within which areas of our businesses are we seeing the biggest IT sourcing challenges?
·         How to overcome internal business inhibitors to sourcing and contracting with start-ups or niche providers, as the dynamic changes to working with more nimble players
·         Is the speed of change of regulatory requirements accelerating? Which new areas are we seeing challenges in and how are we managing them?
·         How are we organized and how do we manage the demand for our services? Will this still work in 2025?
 
Roundtable 2:Pharma Sector Focus – How can you explore innovation whilst ensuring regulatory compliance in the digital world?
Hosted By: Neal Summers, Global IT Category Lead, AstraZeneca
An opportunity to discuss with your sector peers on the challenges and opportunities specific to IT procurement in the Pharma sector
·         Does the term “pharma specific IT” make any sense in 2018?
·         What can we do to ensure regulatory compliance when buying Cloud solutions or are pharma and Cloud just inconsistent terms?
·         Within which areas of our businesses are we seeing the biggest IT sourcing challenges?
·         Is IT sourcing going from indirect to strategic sourcing within Pharma and if so, are we ready for it?
·         Is the speed of change of regulatory requirements accelerating? Which new areas are we seeing challenges in and how are we managing them?
·         How are we organized and how do we manage the demand for our services? Will this still work in 2025?
 
Roundtable 3:Manufacturing Sector Focus – How can you  best integrate new software systems and tech with your legacy systems?
Hosted By: Szilvia Sipos, Senior Category Manager – Indirects, Amcor
An opportunity to discuss with your sector peers on the challenges and opportunities specific to IT procurement in the Manufacturing sector
·         Within which areas of our businesses are we seeing the biggest IT sourcing challenges?
·         Where are manufacturing sector companies directing the majority of their current and future IT spend? 
·         Is the speed of change of technology requirements accelerating? Which new areas are we seeing challenges in and how are we managing them?
·         How are we organized and how do we manage the demand for our services? Will this still work in 2025?
 
Roundtable 4: Emerging Technologies – How can you transform your procurement processes with blockchain, RPA, machine learning and AI?
Hosted By: Ana Grujicic, Global IT Procurement Manager, Jacobs Douwe Egberts (JDE)
·         These are the buzzwords on everyone's lips - but the time has come to take it beyond conversation and start using these disruptors in the real world - so how can the immeasurable possibilities and potential of these exciting innovations be used take procurement to the next level? 
·         Discussing the use of applications such as Virtual Chat Agents, Cognitive, Mobile & Predictive Analytics, and Blockchain
·         How can you determine what to invest in, and when?
 
Roundtable 5: How can you best work withValue Added Resellers (VARs) to ensure a successful IT Procurement programme?
Hosted By: Ruth Halliday, Global IT Category Sourcing Manager, Googleand Stefano Gandolfo, Strategic Sourcing Manager, IT, Google
·         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?
·         Are VARs just doing procurement’s job for them, do they offer a sound value proposition?
·         What is the optimal relationship you need to maintain with VARs?
 
Roundtable 6:How can you track and manage software assets to maintain compliance and reduce costs?
Hosted By: Fons Habes, Major Account Manager, Flexera
·         Using automated software license optimization tools to provide the data needed to negotiate better contracts
·         How to track and manage software assets throughout your IT environment
·         How using Enterprise app stores helps proactively maintain compliance and reduce costs
·         The importance of license compliance to defend against audits
·         Leverage product use rights to maximize your investment
 
Roundtable 7: Hardware category management - How can you create and implement a pan-European or global sourcing strategy?
Hosted By:João Miguel Andrade, European IT Purchasing Specialist,Toyota
·         How do you structure the hardware category in your company? How has this changed over time, and what are your future plans?
·         What are the main skillsets and resources you need for this category of spend? What type of hardware tends to be your biggest focus and area of spend, and why? 
·         How do you tailor your procurement strategy for each type of hardware purchase, and how is this changing with ever-changing technology and business needs?
 
Roundtable 8: IT Outsourcing – What are the considerations you must take into account to establish what’s right for your organisation?
Hosted By: Dr. Kewin Stoeckigt, Head of IT Sourcing & Partner Management, Schwarz Zentrale Dienste KG
·         When considering outsourcing a portion or all of your information technology functions, what are the considerations you must take into account to ensure that you’ll actually receive the promised savings?
·         Selecting the right BPO for your organization as it’s not one size fits all – how do you determine who is the right match for your IT outsourcing needs?
·         Aligning your outsourcing strategy with your vendor strategy to drive value and reduce leakage
·         Have compliance and data security costs begun eating away at outsourcing’s potential savings?
·         What is the lifecycle of an outsourcing engagement? How does that evolve over time?
 
Roundtable 9:Unlocking funds to thrive in the digital economy – How can you create revenue-generating opportunities from existing assets?
Hosted By:ReLicense
To thrive in today’s digital marketplace, organisations must adopt a successful cost optimisation strategy that includes creating revenue-generating opportunities from existing digital assets. Procurement Managers must find new and creative ways to ensure they are optimising their funding and fully utilising their current software solutions and core IT platforms. How can you unlock funds to open up bigger budgets and opportunities for innovation and digital transformation within your organisation?
 
Roundtable 10:Agile Contracts – What are the fundamental differences from traditional contracts, and how can you seize the opportunities?
Hosted By: Hitesh Parekh, Category Buyer, NFU Mutual  
·         Contracting for agile software development is fundamentally different from traditional project contracting – why, and in what ways?
·         Using traditional contracts for an agile development project can endanger the project execution and cause a company to fail to get the potential benefits of agile development, so how can organisations change their contracting models, reduce risk and get more benefits out of adopting agile development?
·         Is the problem deciding when something is finished? What do you pay at what milestones? How does payment work, and how do you ensure a secure process for your company?
 
Roundtable 11: As procurement is becoming a service in the cloud, how can you centralise and control global activities?
Hosted By: Janek Veermäe, Head of Global Business Development, Markit
·         How to  give end-users a buying experience that makes it easy to buy and comply with company policies?
·         What can be done when you wish to enforce standardized processes and catalogues in many countries?
·         What to look for when dealing with numerous geographies, cultures, legal, logistics, and accounting frameworks?
·         Are vendor global prices really global and how to set up appropriate fulfilment channels?
·         Where are the biggest savings when you automate procurement, finance and accounting processes?
·         Is it realistic to reduce manual labour by 40 to 50 percent in the procurement functions by using self-service solutions?
 
Roundtable 12: Planning for the end of your supplier agreement:  How to transition out and end the relationship with minimal business disruption
Hosted By: Stanislav Medvedovski, Head of Procurement, ngena
·         When supplier relationships sour, or need to be ended for political, regulatory, or other purposes, procurement takes on a very different role – how do you manage this part of the sourcing process?
·         Assessing your capability for pulling back or ending agreements – how has this been set up from the beginning in the contract?
·         Dealing with exit penalties, and how to end the relationship gracefully with minimal business disruption

Angel Montemurro

IT Procurement Manager
Allianz *Invited*

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Neal Summers

Global IT Category Lead
AstraZeneca

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Szilvia Sipos

Senior Category Manager – Indirects,
Amcor

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Ana Grujicic

Global IT Procurement Manager
Jacobs Douwe Egberts (JDE)

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Ruth Halliday

Global IT Category Sourcing Manager
Google

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Dr. Kewin Stoeckigt

Head of IT Sourcing & Partner Management
Schwarz Zentrale Dienste KG

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Hitesh Parekh

Category Buyer
NFU Mutual

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Janek Veermäe

Head of Global Business Development
MarkIT

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Stanislav Medvedovski

Procurement Manager
ngena

João Miguel Andrade

European IT Purchasing Specialist
Toyota

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Fons Habes

Major Account Manager
Flexera

12:30 pm - 1:50 pm Networking lunch

12:30 pm - 1:50 pm Private Lunch MASTERCLASS - How to maximise IT Investments and avoid catastrophe - “George, where did it all go wrong” – the inside job”

John Kelly - IT Assurance Talent Director Hanson Regan
With real world case studies; from change requests to billion Euro global programmes:
·         Mega failures continue to headline
·         Why they happen, and how they impact
·         What does best practise look and feel like?
·         Who are the key people involved - Roles and Responsibilities
·         What needs to change - How Procurement can play a champion role
·         Now we know the roles - How to procure & resource with precision
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John Kelly

IT Assurance Talent Director
Hanson Regan

TRACK A – Cloud & Software Procurement In The Digital World

1:50 pm - 1:55 pm Chairman Introduction
Richard Beaumont - Former CPO The Cooperative Bank
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Richard Beaumont

Former CPO
The Cooperative Bank

TRACK A – Cloud & Software Procurement In The Digital World

1:55 pm - 2:30 pm In Conversation: How can you embed data security in your contract management, renewal and negotiation processes to ensure data security in the cloud?
Dr. Kewin Stoeckigt - Head of IT Sourcing & Partner Management Schwarz Zentrale Dienste KG Elvan Akalin - Global Purchasing Manager UCB
·         What are the standards around privacy and data security in the cloud, and how will you manage from a legal standpoint the ownership, usage, and security of data?
·         What are the current and forthcoming data security issues and regulations you need to be aware of when migrating to the cloud, and how do you best prepare for them?
·         How open are suppliers to having a robust data security clause in contracts? 
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Dr. Kewin Stoeckigt

Head of IT Sourcing & Partner Management
Schwarz Zentrale Dienste KG

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Elvan Akalin

Global Purchasing Manager
UCB

TRACK A – Cloud & Software Procurement In The Digital World

2:30 pm - 3:10 pm Case Study Interactive: Microsoft license and cloud agreements – How can you leverage market intelligence in ongoing negotiations to boost the strategic value of your relationship?
Ian Camino - Managing Director Cloud Optics Jordy Thorborg - Executive Licensing Consultant
·       What are Microsoft’s sales strategies and negotiation tactics?
·       What strategy is Microsoft undertaking with respect to cloud agreements?
·       The commercial impact of not contracting cloud
·       How can you boost the strategic value of your Microsoft relationship?
·       How can you apply the right relationship management best practices at the right time?
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Ian Camino

Managing Director
Cloud Optics

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Jordy Thorborg

Executive Licensing Consultant

TRACK A – Cloud & Software Procurement In The Digital World

3:10 pm - 3:30 pm Case Study: How can we drive a strategy towards a smarter way of software management in order to optimise cost, mitigate compliance risk and create a more effective sourcing process?
Elvan Akalin - Global Purchasing Manager UCB
·         What should be the strategic goal to create a business model enabling an end-to-end integrated software purchase?
·         What are the existing and evolving challenges in a changing digital environment, and how can we develop processes for better governing associated risks?   
·         How we can bring supplier enabled solutions with a distinct approach that encompasses not just tools, but also people and processes? 
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Elvan Akalin

Global Purchasing Manager
UCB

TRACK A – Cloud & Software Procurement In The Digital World

3:30 pm - 4:10 pm Case Study Interactive: How can you increase value from your Oracle licensing contract?
·         What are Oracle’s sales strategies and negotiation tactics?
·         What strategy is Oracle undertaking with respect to software licence compliance audits?
·         How can you boost the strategic value of your Oracle relationship?
·         How can you leverage market intelligence in ongoing negotiations?
·         How can you apply the right relationship management best practices at the right time?

TRACK B – Mastering SRM & Vendor Management Chaired By: Michael Delle, Former VP IT Procurement

2:00 pm - 2:05 pm Chairman Introduction
Michael Delle - Former VP ICT Strategic Sourcing Ericsson
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Michael Delle

Former VP ICT Strategic Sourcing
Ericsson

TRACK B – Mastering SRM & Vendor Management Chaired By: Michael Delle, Former VP IT Procurement

1:55 pm - 2:30 pm All Star Panel: How can you convince internal stakeholders to work with ‘niche’ and ‘start-up’ suppliers and encourage innovation within your business?
Olivier Renault - Deputy CEO, Innovation Lab Sponsor Societe Generale Ana Buron - Head of Global IT Procurement Bupa Suneet Pandey - Global Category Head, IT Strategic Sourcing Lonza
·         Dancing with disruption – how can you engage with innovative suppliers and be an agent of change?
·         How can you convince stakeholders to take the leap to onboard niche and start up suppliers?
·         What are the latest practical examples of sourcing and contracting in an agile environment?
·         How do you assess if an innovative supplier or product is a good fit?
·         Negotiating liability - where do you draw the risk line with start ups and niche suppliers?
·         How do you work with proofs of concept?
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Olivier Renault

Deputy CEO, Innovation Lab Sponsor
Societe Generale

Ana Buron

Head of Global IT Procurement
Bupa

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Suneet Pandey

Global Category Head, IT Strategic Sourcing
Lonza

TRACK B – Mastering SRM & Vendor Management Chaired By: Michael Delle, Former VP IT Procurement

2:30 pm - 3:10 pm Case Study Interactive: How can you best implement a strategic relationship with your monopolistic IT vendor to achieve operational excellence?
Matt Temple - Group Procurement Manager – Corporate Services & ICT Arriva Michael Jansen - Head of Procurement, Information Solutions Bombardier Transportation
·         How to optimize and advance your VMO – what are the latest methods to achieve operational excellence with strategic suppliers?
·         Profiling potential vendors – how do you determine if they are they the right fit at the right cost, and how can you add speed and agility to the vendor evaluation process?
·         Managing the lifecycle of the contract – what do you need to do when to avoid negotiation, licensing and audit pitfalls?
·         What strategies can you use for effective negotiation with monopolistic suppliers?
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Matt Temple

Group Procurement Manager – Corporate Services & ICT
Arriva

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Michael Jansen

Head of Procurement, Information Solutions
Bombardier Transportation

TRACK B – Mastering SRM & Vendor Management Chaired By: Michael Delle, Former VP IT Procurement

3:10 pm - 3:30 pm Industry Insight: How to work with your vendors to ensure visibility and transparency in your Software Asset Management (SAM) and IT Asset Management (ITAM) systems and make sure your organisation is ‘audit ready’ at all times
Hugh Skingley - Senior Consultant Livingstone Technologies
·         Licensing compliance is no longer just a SAM/ITAM concern, it’s a procurement priority – so what is your role in ensuring  your organisations’ software estates are audit-ready at any given point in time?
·         How can you anticipate audit behavior from your vendor?
·         How can you prepare for and mitigate noncompliance penalties through the “self-audit” process?
·         Sharing real-world examples and practitioner insight on audit defence
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Hugh Skingley

Senior Consultant
Livingstone Technologies

TRACK B – Mastering SRM & Vendor Management Chaired By: Michael Delle, Former VP IT Procurement

3:30 pm - 4:10 pm Case Study interactive: Making the most of your outsourcing engagements in an era of cost pressures and digital transformation
·         Selecting the right BPO for your organization - it’s not one size fits all, so what are the key factors you need to consider in your choice?
·         How can you align your outsourcing strategy with your vendor and digital transformation strategy to drive value and reduce leakage?
·         Have compliance and administration costs begun eating away at outsourcing’s potential savings? Is insourcing back in vogue?
·         What is the lifecycle of an outsourcing engagement? How does that evolve over time?

SYNERGY WORKSHOPS

1:50 pm - 2:30 pm Workshop: Telecoms procurement – How can you best adapt your strategy to be fit for purpose and achieve cost savings, in an era of increased capacity and the emergence of a new breed of carriers?
·         Examining the advent of SDWAN solutions and a multitude of broadband options
·         What does the increased demand for very high capacities and the emergence of a new breed of carriers mean for you?
·         How a new breed of carriers offering high capacities at low prices are taking market share from the “full service carriers” - how can you take advantage of the new landscape?
·         Many countries in Europe are retiring traditional telephony solutions and forcing local SIP conversion – what are the forces leading some corporations to drive for regional SIP consolidations, while others prefer to keep in-country solutions?

SYNERGY WORKSHOPS

2:30 pm - 3:10 pm Negotiation tweaks – How to overcome common negotiation pitfalls and hone your skills to achieve a win-win outcome
David Lipshutz - Director of Global Procurement Ex Libris
In today’s hyper-connected and increasingly competitive market, the ability to negotiate effectively is more highly valued than ever before. Negotiation skills are an essential prerequisite for any successful manager or leader in an organisation. Yet it is a skill which needs to be carefully developed and refined. The most successful negotiators are not born, they are made. This session explores some of the common pitfalls for why many negotiations fail and outlines the negotiation mindset and skills needed to achieve a win-win outcome. 
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David Lipshutz

Director of Global Procurement
Ex Libris

SYNERGY WORKSHOPS

3:10 pm - 3:30 pm Workshop: Creating a supply chain value proposition in the IT industry - global risks and challenges and how to overcome them
Leigh Juul - Global Procurement & Logistics Director Dimension Data
Our solution and how we reacted to the market changes and challenges:
·          Centralized global quoting team  - SLA driven, product and services, speed to market, supporting all counties
·         Our global footprint and our Preferred Partners – Global presence and partner programme
·         Transactional procurement and commercial models -  process flows, benefits and risks of each
·         Shipping/logistics capabilities – duties, taxes, insight into shipping challenges particularly in complex counties.
·         Our partners and suppliers – Vendors, Distributors and 3PL’s 
·         Data analytics – Global Reporting 
·         Global governance and compliance – Import/Export compliance and global governance 
·         Tools and systems – E-procurement tool  and global track and track portal 
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Leigh Juul

Global Procurement & Logistics Director
Dimension Data

CREATIVE BOARDROOMS Limited to 12 attendees

1:50 pm - 2:30 pm Creative Boardroom: What skill sets do you need to become the trusted “IT advisor” to the businesses of tomorrow?
Mike Day - Head of Group IT Procurement RSA
·         What changes have already taken place in your IT procurement organisation? (i.e. technology, regulatory and legal requirements, products & services, soft skills, project management etc.)
·         What is your profile (role & responsibilities) today as an IT Procurement leader?
·         What changes do we believe will take place over the next 5-10 years? What will our profile look like?
·         What skill sets and knowledge do we need to acquire to ensure that we meet the needs of our businesses of tomorrow?
·         How can we prepare a development plan for the IT Procurement Leaders of tomorrow? 
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Mike Day

Head of Group IT Procurement
RSA

CREATIVE BOARDROOMS Limited to 12 attendees

2:30 pm - 3:10 pm Creative Boardroom: How to understand the “pleasures vs. perils” of open source software – is it worth the plunge?
Michelle Rihley-Wilbourg - Global IT Sourcing Manager Facebook
·         For many businesses, open source software has become an integral part of doing business – why can finding an open source version of a proprietary software package that you’ve been paying for be a dream for IT Procurement?
·         Operating on cheap (or sometimes free) software without the need for expensive licenses can make a huge difference to the bottom line – what are the benefits, but also the potential downsides?  
·         So is open source worth the plunge? This closed door interactive discussion will get you thinking about your options, and what's right for your organisation

Michelle Rihley-Wilbourg

Global IT Sourcing Manager
Facebook

CREATIVE BOARDROOMS Limited to 12 attendees

3:10 pm - 3:30 pm Creative Boardroom: The ‘Best Value Procurement (BVP)’ method – How does it work, and how do you know if it’s right for you?
Hans Wagenaar - Global Category Lead ICT SHV Energy
·         What are the key principles of the BVP method?
·         What are the main benefits?  What are the drawbacks and risks?
·         Where is the BVP approach being used, and how prevalent is it in Europe?
·         What factors do you need to consider to decide if BVP is right for your function and your company?
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Hans Wagenaar

Global Category Lead ICT
SHV Energy

4:10 pm - 4:40 pm Afternoon Coffee Break

Innovating Your IT Procurement Strategy

4:40 pm - 5:00 pm Industry Insight: How 3 questions can change failure to success
Luis Peluffo - Business Value Director Flexera
How often have strategic IT  projects failed because of scope creep, lack of direction, ignorance, incompetence or sheer bad luck? We have all been there – or at least we all know of one such project and we really don’t  like to talk about it in public. Such projects cost tons of money, time and frustration. There is no magic formula to success, but there are some fundamental questions we can ask to avoid failure and generate success.
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Luis Peluffo

Business Value Director
Flexera

Innovating Your IT Procurement Strategy

5:00 pm - 5:40 pm Oxford Style Debate: Category Management is no longer fit for purpose in IT Procurement - FOR & AGAINST
Neal Summers - Global IT Category Lead AstraZeneca Michael Delle - Former VP ICT Strategic Sourcing Ericsson
·         Audience vote at the start of the debate to see if the majority believe that category management is no longer fit for purpose
·         Panel arguments for: why category management is no longer fit for purpose
·         Panel arguments against: why category management is still fit for purpose
·         Audience vote at the end of the debate to see if the panellists have been able to influence the vote in favour of their argument
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Neal Summers

Global IT Category Lead
AstraZeneca

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Michael Delle

Former VP ICT Strategic Sourcing
Ericsson

SOFTWARE CLINICS: AWS, SAP, IBM, SALESFORCE Each limited to 30 attendees

4:40 pm - 5:10 pm **NEW** Increasing value from your Amazon Web Services (AWS) licensing contract
Attend this software clinic to have a look through the keyhole into AWS’s cloud and software packaging, licensing, pricing and contracting business practices to effectively leverage AWS solutions and maximise value from your investments.
·       What are AWS’s sales strategies and negotiation tactics?
·       What strategy is AWS undertaking with respect to licence compliance audits?
·       How can you boost the strategic value of your AWS relationship?
·       How can you leverage market intelligence in ongoing negotiations?
·       How can you apply the right relationship management best practices at the right time?

SOFTWARE CLINICS: AWS, SAP, IBM, SALESFORCE Each limited to 30 attendees

5:10 pm - 5:40 pm Increasing value from your IBM licensing contract
Attend this classroom to have a look through the keyhole into IBM’s software packaging, licensing, pricing and contracting business practices to effectively leverage IBM solutions and maximise value from your investments.
·       What are IBM’s sales strategies and negotiation tactics?
·       What strategy is IBM undertaking with respect to software licence compliance audits?
·       How can you boost the strategic value of your IBM relationship?
·       How can you leverage market intelligence in ongoing negotiations?
·       How can you apply the right relationship management best practices at the right time?

SOFTWARE CLINICS: AWS, SAP, IBM, SALESFORCE Each limited to 30 attendees

4:40 pm - 5:10 pm Increasing value from your SAP licensing contract
Attend this classroom to have a look through the keyhole into SAP’s software packaging, licensing, pricing and contracting business practices to effectively leverage SAP solutions and maximise value from your investments.
·         What are SAP’s sales strategies and negotiation tactics?
·         What strategy is SAP undertaking with respect to software license compliance audits?
·         SAP License management – Common compliancy risks and pitfalls
·         SAM Tools for SAP, strengths and Weaknesses
·         Unearth the actual use of SAP software and entitlements with SAP License Audit Simulation

SOFTWARE CLINICS: AWS, SAP, IBM, SALESFORCE Each limited to 30 attendees

5:10 pm - 5:40 pm **NEW** Increasing value from your Salesforce licensing contract
Attend this classroom to have a look through the keyhole into Salesforce’s software packaging, licensing, pricing and contracting business practices to effectively leverage Salesforce solutions and maximise value from your investments.
·       What are Salesforce’s sales strategies and negotiation tactics?
·       What strategy is Salesforce undertaking with respect to software licence compliance audits?
·       How can you boost the strategic value of your Salesforce relationship?
·       How can you leverage market intelligence in ongoing negotiations?
How can you apply the right relationship management best practices at the right time?

Beer Fest Networking Reception

5:40 pm - 7:00 pm Your opportunity to relax, discuss challenges, exchange ideas and make new contacts in an informal setting!

Bierfabriek Amsterdam
Head on over with us right into Amsterdam City center to Bierfabriek to enjoy home brewed beer and rustic snacks. Coaches will be departing Novotel Amsterdam City foyer promptly after the end of day one at 5:40pm.