Virtual Keynote: 2020 IT Deal-Maker Summit

"SaaSification" - Perils & Opportunities in a Cloud-Based World

Originally Aired: May 5, 2020 Now Your Desk!

View Recording

Although we had hoped to see everyone in Las Vegas, we were excited to open up our Summit Virtual Keynote to a much larger group of clients.

In this session, ClearEdge CEO Jack Garrahan compared the promises of subscription agreements with the reality for deal-makers as suppliers use these new contractual models to strengthen lock-in, drive pricing increases and eliminate tried-and-true sources of buyer leverage. Now more than ever, IT Deal-Makers are the key players in bending the cost curve for their organization's spending and unlocking the full value of supplier relationships.

Session Highlights:

  • How legacy software and hardware providers have transitioned to new models
  • Real supplier examples of pricing gone wrong because of subscription models
  • Client study with data suggesting that generating buyer leverage is more difficult than ever
  • Tools to focus your organization on competing for leverage and value with all IT suppliers


Jack Garrahan

President & CEO

Jack launched ClearEdge in 2006 after more than two decades as an enterprise IT sales and marketing executive. He previously ran EMC's EMEA Organization spanning 28 countries, with 2,500 professionals and $2 billion in yearly revenue. He led EMC's Global Marketing organization including the product, pricing, branding, events, education and professional services teams. He served as GM of EMC's DMX and Celerra business units, and was the first recipient of EMC's Lifetime Achievement Award. He also held executive roles in start-up technology companies Wildfire, NetXchange, and Air Miles. He is a graduate of Boston College and Harvard Business School.