Summit Session

Servers Deal-Makers Toolkit

Originally Aired: February 10, 2021 Now Your Desk!

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Server vendors are subjecting customers to sudden price increases and forced upgrades. At the same time, they are offering low discounts to stimulate net new purchases and mitigate the sting of the uplifts. This presentation focused on how you can optimize your next server spend and reduce contractual risk with these suppliers.

Key Highlights:

  • Three tried-and-true vendor tactics to maximize revenue
  • Keys to neutralizing the vendors’ sales strategy
  • Purchasing tools that supply leverage to the buyer
  • A foolproof checklist that lets deal makers compete with server suppliers

Speakers

Danilo Milevsky

Senior Analyst

Danilo joined ClearEdge in 2017 and currently serves as lead analyst inspecting multi-million dollar deals in the hardware sector, including mainframes, servers, personal computers, printers and other peripheral devices. Prior to ClearEdge, Danilo worked in sales at ZeroTurnaround, a SaaS (software as a service) provider selling SDLC (software development lifecycle solutions) to Java users, lending vendor-side insight to his advisory role. Danilo travels frequently to South American to visit family in Sao Paulo, Brazil and speaks Portuguese and Spanish fluently. He holds a management degree from the Isenberg School of Management at the University of Massachusetts in Amherst, with a concentration in Entrepreneurship & Innovation.

Joe DeVirgilio

Analyst II

Joe joined ClearEdge in 2019 where he focuses on the PC, server and printer market segments. He previously worked in Operations at The Bay State Games running competitions, and in Sales Operations at PTC, where he created a database and training guide for new hires for a BI Application called Qlik. As an undergrad, he served as head student manager of the UMass Men’s Basketball Team, overseeing a staff of 16 student managers, and assisting the staff with scouting reports, practices, games, and travel. In his former roles, Joe developed a skill set that includes leadership, team-building, multi-tasking, and the ability to work under pressure. He is a UMass Amherst graduate with a double major in Sports Management and Operations & Information Management (OIM) with a focus in Information Management.

Bob Murphy

Managing Director

Bob came to ClearEdge after spending the previous 21 years in technology sales and leadership roles within the telecommunications industry, having worked at Frontier Communications, Netopia, Cbeyond and EMC. He brings expertise on deal-making and long-term cost-control strategies from involvement in thousands of transactions on both the vendor and customer sides.