Virtual Keynote

Controlling Your IT Economics - Always Compete

Originally Aired: February 10, 2021 Now Your Desk!

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The theme of this year’s IT Deal-Maker Summit events is “Always Compete”. It sounds simple enough, yet the evidence suggests competition is lacking in most supplier engagements. In this session, ClearEdge CEO Jack Garrahan revealed that a staggering 53% of managed services deals were not priced competitively. Price gaps – especially on renewals – of 20 to 30% were common. The gaps are similar for PC and server purchases, according to ClearEdge research. If we cannot compete on seeming commodities like PCs and servers, how will we secure fair economics in our SaaS and Cloud deals? The reasons for these persistent price variances are consistent across many organizations – not enough time, having an unclear process, too many siloed stakeholders. To build a more competitive culture, we must apply a sustained and high level of both energy and leadership to drive alignment internally and implement best practices with suppliers.

Key Highlights:

  • Shifting the old mentality surrounding negotiations to a new model focused on competition
  • The need to play early and play as ONE team, finding converged interests across functions
  • The shift doesn’t happen by accident - individuals must provide the energy and push the change
  • Help is available from ClearEdge with new tools to help drive the change via our Client Portal


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.

Jim Florentine

Managing Partner

Jim brings 25 years of IT management and leadership experience to his leadership of the System & Server Management and Mainframe Practice teams. Prior to ClearEdge, Jim built numerous IT hardware and software sales organizations. He served as Senior Vice President for CA Technologies, Area Vice President for Platinum Technologies and led the storage marketing division at EMC. He graduated Cum Laude from Tufts University with a Bachelor of Science in Electrical Engineering.