ITPS Daily Schedule Descriptions

Wednesday, October 12, 20169:00 – 10:00 am

Leading through Transformation We are living and working in a time of intense change. Technology at once promises to create new business opportunities, and to solve many of society's problems.  But technology has simultaneously unleashed forces that are disrupting most businesses and undermining our institutions.

Examples of Technology Creating New Businesses (e.g. Uber, Amazon, Dominos) Examples of Disruption Happening (General Mills, Philanthropy, Dictatorships,

Democracy, Wiki-leaks, Weight Management, Music) Cyber Activism: White Hat vs. Black Hat (Anonymous, Lizard Squad); Sony Technology and Asymmetrical Warfare (Reflections on the End of the Cold War and the

Emergence of the Digital Age)

We are wise to embrace change as the nature of life. But as leaders, we are called to rise to the challenge and to shape the change that is taking place around us.  Sourcing professionals are strategic, curious and objective, and the function is well positioned to partner with technology to see the future and to impact how it arrives. 

General Mills’ Technology 2020 Vision Blue Ocean – Indirect Sourcing Transformation at General Mills Smart Machines replacing humans – and smarter humans

Dave will share his thoughts from an industry in change, and encourage each of us to rise as Champions of Change.  He will describe how strategic vision, clarity of purpose, and agility are the hallmarks of successful transformation, and he will challenge us to define these for ourselves and our organizations. 

The role of Vision & Purpose The rise of Purpose Drive companies Redefining Value - (Doritos Super Bowl; Social Enterprises) Starting with Why (Why is Why so important?)

10:20 – 11:20 am

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Transition to Microsoft in the Cloud

The Microsoft Cloud Transition presentation provides a multi-faceted approach for organizations to utilize when evaluating the complex and expanding Microsoft license landscape. As work styles are changing, the cloud enables the workforce to collaborate with ease, from anywhere at anytime. There is a big push from Microsoft to move as many of their clients to the cloud as possible. Despite the obvious benefits, there are lots of reasons why the cloud might not be a good choice for your organization right now.

There are lots of different ways to license, purchase, and deploy the cloud products, making it challenging to know how to maximize your organization’s benefits.

Make sure you understand what your organization needs and why, before you commit to moving to the cloud

Do your cost calculations carefully; the cloud might end up costing significantly more. But it could also end up costing around the same amount.

If there are significant barriers to cloud adoption, make sure they have been discussed and documented. You’ll need them in three years when it’s time to renew your agreement again.

Exceeding Client Expectations During Negotiations

Negotiation outcomes are important, but they are not the only way to measure the quality of your efforts. Business executives care not only about outcomes but also about how you manage contract negotiations. This session will apply principles taught in business schools to contract negotiations. Practical advice will be provided on how to manage perceptions about the quality of your services and how to lead negotiations to completion effectively. Attendees should leave with new insights on:

How others judge the quality of negotiations as they are occurring How to redesign negotiations to cause them to be seen as high quality How to address problems as they arise How to communicate effectively to lead negotiations to completion How to manage workloads to get everything accomplished

IT Contracting Boot Camp

Get Informed.  Leave Empowered.

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If you’re new to IT contracting or just want to get back to basics, then our IT Contracting Boot Camp is for you!  With a curriculum purposefully designed to provide those new to the profession with practical tips and tactics for negotiating a better deal with suppliers, this 7-hour interactive workshop will leave participants feeling informed, empowered, and excited about their future in technology procurement.   Sessions are hands-on, collaborative, and facilitated by some of the industry’s most engaging professionals.   Those completing all 7 sessions of the boot camp will receive formal recognition from CAUCUS as well as a commemorative gift memorializing their achievement.  Specifically, boot camp participants will:

Understand what it takes to become a dealmaker and how to become one. Learn how one simple tool can radically transform the way you negotiate with suppliers. Gain insight into the fundamentals of drafting, reviewing, and negotiating technology

agreements. Recognize hidden gotchas in contracts and learn strategies for avoiding them. Explore the pitfalls of cloud contracting and identify strategies for getting to “yes” with

suppliers. Consider the habits of successful procurement professionals and how they can launch

your career.

Intro to Boot Camp/The Art of Becoming A Dealmaker

Think our IT Contracting Boot Camp might be for you? Head on over to session to find out!While here, you’ll learn all the reason we started this Boot Camp, the results we expect toachieve over the course of the 7session track, and the background of the instructors leadingyou through those sessions. Once you’re clear on the Boot Camp concept, we’ll launch right into our first topic: the art of becoming a deal maker. During this interactive discussion, we’ll explore the qualities that separate average IT procurement professionals from those who who are truly great the dealmakers.By the end of the 60 minute block, you’ll leave feeling empowered and able to:

Understand what Boot Camp is all about. Recognize the qualities of a dealmaker and understand how to develop them. Appreciate the importance that passion plays in the day today of your job. Approach the rest of Boot Camp with the proper mindset to achieve greatness.

Statements of Work

Statements of Work (Work Orders, Task Orders, etc.) are the undervalued and unappreciated workhorses of the contracting world. Attached to many types of agreements, they are supposed to document the specifics of the deal. However, statements of work frequently are treated as formalities, are done poorly, and fail to protect the customer. Why? Because drafting a good statement of work can be a challenging and daunting task.

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Improve supplier accountability Avoid common drafting mistakes Enhance your negotiation position Learn key words suppliers use to shift risk to customers Identify how to obtain better, more comprehensive requirements Understand how to use rolling estoppel to avoid supplier surprises

11:40 – 12:40 pm on Day 1 and 11:30 – 12:00 on Day 3

Industry Breakout Sessions

Our industry break-outs will give you an opportunity to network with your peers so that you can see how others just like you are dealing with the same issues and challenges you’re confronting in your own organization.

2:40 – 3:40 pm

A Litigator's View of Software License Agreements

While the hope in any license agreement negotiation is that the relationship will be productive for all parties, it is important to prepare for the possibility that an agreement under negotiation will become the centerpiece of subsequent litigation.

This presentation examines what software license litigation can teach us about negotiating good agreements that protect our companies' interests. The session will discuss how certain kinds of common provisions -- including indemnity, choice of law and choice of venue provisions, shifting of attorneys’ fees, and restrictions on competition -- can play out in litigation. Particular attention will be paid to the complexities that can arise when licensed software is intended to be integrated with other tools or re-distributed to customers.

Are the provisions that my company negotiates hard to include in its agreements ones it is prepared to litigate over, if necessary?

What advantages can I gain from considering in detail how my company intends to use the software it is licensing?

What particular issues with respect to intellectual property ownership and licensing are created when the licensed software is going to be integrated with proprietary software or other licensed software?

Are there documents and communications created as part of the negotiation process that will be particularly helpful or harm if there is eventual litigation?

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Are there choice of law or venue issues that are created if my counterparty is in a different jurisdiction?

Network Sourcing & Cost Considerations for WAN Designs

How can corporate WAN managers decide which services meet their evolving network requirements while also controlling costs? This session presents data to help telecom sourcing managers navigate the global WAN market, exploring how geography, provider, and technology impact cost and how moving to a hybrid network can lower network TCO. 

Learn about trends in enterprise service availability and pricing across geographies and the impact of these changes on network cost. 

Identify the most important factors to consider when effectively matching your WAN requirements to potential providers.

Explore the impact of sourcing WAN services from a single global provider or several regional providers on total network cost. 

Learn about key factors to consider before switching to a hybrid network.  Explore situations in which it can prove cost-effective to replace MPLS with alternative

enterprise services and assess how a hybrid network can lower total WAN costs. 

Contracting Philosophy Tool – Boot Camp

Does your company need the Contracting Philosophy Tool? Probably not if you have absolutely no internal ALIGNMENT issues, not if internal Stakeholders are ALWAYS in alignment with YOU and each other. Or, if increasing speed in your preparation and negotiation process is not an important issue for you or your internal Stakeholders, there may be no need to worry about this Tool. Or, if prospective Vendors ALWAYS immediately agree with your version of the Terms and Conditions, then maybe the negotiation leverage of the Contracting Philosophy Tool is less important. In this class, you will learn how to create and use a Contracting Philosophy Tool to:

Forge ALIGNMENT between you and your internal Stakeholders Speed up the preparation and negotiation of IT procurement Screen and qualify potential bidders Increase negotiation leverage with potential bidders More effectively review and draft Customer contract documents Wield maximum leverage in negotiations with potential vendors

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The basic Business Process Reengineering principles can be applied to other Procurement Processes

Learn Business Process Reengineering principles to apply to your Procurement processes Build SLAs for your supported business units by completing time tracking and task

duration information Use reporting to support employee reviews and requests for additional staffing Use views, filters, and canned reports from an IT Service Management system to focus

your efforts in the right places to provide the best service Review tips and tricks for engaging in 3rd party development services for ServiceNow

customizations and view free tools available: learn more about researching ServiceNow at each release and stay up to date with features and functionality if you have JavaScript developers in house

4:00 – 5:00 pm

Redefining Software License Management

Software contracts often contain seemingly arcane descriptions of "license metrics" which create an environment of uncertainty about what exactly you've bought and how exactly to count usage and license consumption. This in turn leads to unexpected expenditure as a result of vendor audits and complicated contract negotiation and renewals. Complex negotiation and license audits are great for the software vendors but are a time consuming and costly distraction for your IT and Procurement teams. There is a new, better way.

Join the Editor of this new ISO Standard (19770-3) and frequent international speaker Jason Keogh as he outlines:

This innovative new approach to managing software license contracts The benefits it brings to Procurement, IT Asset Management/SAM and IT Operations What’s required to achieve those benefits The vendors that support the standard, and the vendors that don't What you can do to help move the industry forward and change software vendor behavior

SIP Trunking – How Procurement can drive large savings through the CIO’s budget

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SIP trunking is now a staple of the enterprise service mix, but each vendor has its own pricing, provisioning and contracting twists, and they all strive to limit the customer’s ability to take advantage of SIP trunking’s flexibility. Beyond that, the vendors push risk to customers, often requiring customers to take actions (particularly in regard to 911) so difficult to comply with that most companies are in breach from the start. Overcome the confusing and complex pricing, identify the key impacts and considerations for best in class SIP trunking deals, and learn how to beat back LECs’ efforts to make moving to SIP trunking, or a new SIP trunking vendor, difficult.

SIP Trunk” Basics Saving Money with SIP Trunking – the Business Case Preparing for the Move to SIP A Disciplined Approach to Sourcing SIP SIP Transition Planning Considerations SIP Trunking Pricing Models

Popular Vendor Ploys and How to Counter Them – Boot Camp

Did you know that the typical vendor sales rep receives at least a year's worth of training learning how to divide and conquer an enterprise so that they can sell, sell, sell. It's true! So the bad news is your life in IT procurement is going to be spent constantly going up against highly-trained sales professionals. Want to know what the good news is, though? Vendor sales reps - regardless of industry or the solution their peddling - all use the same set of tricks!

During this interactive session, you'll be walked through some of the most frequently used ploys used by venders during the sales cycle and provided with a host of time-tested, proven strategies for countering them.

Specifically, by the end of the hour session, you'll be able to: Understand the true motivations of vendor sales reps and how to turn those motivations

into leverage for your organization. Protect yourself against popular sales strategies such as the "Take It or Leave It" ploy, the

"I've Got Your Solution" tactic, and the often-used "Oh By the Way" form contract. Level the playing field by recognizing when a vendor ploy is about to be used against

your enterprise and providing a response which negates its effectiveness. Shorten negotiations by reducing and/or eliminating the use of vendor ploys all together

so that the same level of effort can be focused on negotiating terms that matter. Recognize the fundamental importance of the ICN/CAUCUS maxim - if it's not in the

contract, it's not part of the deal.

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Thursday, October 13, 20169:00 – 10:00 am

Cloud, Cyber Security, Going Agile

As an IT professional we are playing in complex dynamic market place. The fun filled presentation will focus on the top priorities for our profession including IT Sourcing Megatrends, Must have  Relationships and How to make your Job Irreplaceable.  You will not want to miss this presentation

10:20 – 11:20 am

Key Clauses in Professional Services Agreements

This seminar is taught by a seasoned business professional and will guide the IT Purchasing professional through the process of supplier selection, negotiation, contract clause selection, supplier management in the category of Professional Services Agreements. Many organizations spend significant amounts on Professional Services without implementing adequate controls and safeguards in the associated Agreement. This Seminar will contribute to the attendee becoming a true value-add business partner to their organization's stakeholders in the drafting and negotiation of Professional Services Agreements.

What will be covered:

Understand Professional Services Contracts procurement strategies, contract types, and techniques

Learn how to structure pricing and rate schedules for Professional Services Agreements Develop an awareness of key business issues in Professional Services Agreements

including Ownership and Use Rights of Work Product, Proprietary Rights Indemnification, the Supplier’s obligation to report progress and status

Understand legal requirements and issues Supplier Management in Professional Services Agreements

Gotchas That Can Getcha

"We don't do that. We haven't priced the deal that way. We've never heard someone ask for that -- none of our other customers ask for that. You're asking for a custom solution." These phrases

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and others are commonly employed by vendors when customers seek to change terms and conditions presented by vendors.

This presentation will highlight issues that arise in technology transactions and focus on themes and tactics that vendors try to use in connection with those issues and identify strategies to address them. Seminar participants will leave the session recognizing that they are not alone and being armed to address common vendor tactics.

Learn how to turn vendor tactics to your advantage Learn ways to address the “we never” and “we don’t” negotiation tactic Find out how to limit a vendor’s attempt to increase charges during the term of the deal Learn how to make a vendor accept responsibility for the regulatory framework in which

you operate

Fundamentals of Drafting, Reviewing, and Negotiating – Boot Camp

Concepts and theories are great. But drafting, reviewing, and negotiating is where the rubbermeets the road for IT procurement professionals. During this interactive session, participants will be work through (in real time) some of the key clauses found in any technology agreement. And don’t worry this session isn’t about aspirational asks in an agreement. To provide you with the most practical value, the instructors will be showing what you actually can get in various clauses based upon the current state of the industry.

By the end of the session, participants will be able to: Recognize specific issues in key clauses of technology contracts. Successfully navigate vendor paper like it’s your own. Create a framework for communicating risk to your stakeholders. Produce a redline that gets results.

11:40 – 12:40 pm

Infrastructure as a Service Agreement - Global Agreement Negotiation Insight

Vendors are shifting from on-premise software to hosting their software, and now even more than software, into the ‘cloud’.

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Platform as a Service (PaaS) is one offering where the vendor will supply the software and hardware to clients, all via the ‘cloud’. This approach encompasses the people, processes, technology externally required so that companies can achieve financial goals.

This session will summarize the background of how vendors started with selling on-premise software and have been migrating to other offerings, such as SaaS, PaaS and IaaS.

It will provide insights:

Actual encounters with a data center co-location in EMEA Hear about Privacy/Security considerations Learn about the complexity of contracting with China and US based companies for China Learn about dealing with China and why we took an off-mainland approach; including

dedicated hardware vs virtual and bringing your own licenses (BOYL) Hear about lessons learned  

Why You Can't Outsource Ownership of Your Telecommunications Spend

Telecom expense management (TEM) is how a company manages one of its largest Selling, General and Administrative Expenses, or SG&A, line items. It encompasses the people, processes, technology, and, often times, externally provided specialty TEM services required to achieve the company's financial goals. Even if you outsource the TEM function to a specialty TEM firm, you can’t outsource the TEM ownership and keep this growing expense category under control.

This session will summarize the procurement to pay process used by large enterprises and highlight why supplier billing errors and overcharges occur.

It will identify some of the less obvious TEM oversights that are costing you thousands of dollars a year in audit refunds and recoveries and will also provide you with the key steps to follow when selecting a TEM provider and implementing a best-in-class telecom expense management solution.

Learn how managing your corporate telecom expense like your family’s cellular service gives you more control.

Hear how your complex telecom contract creates huge billing errors. See examples of billing errors and overcharges that telecom expense management (TEM)

firms miss. Learn that TEM is not a one size fits all proposition. Get the steps to follow when selecting a TEM managed service provider.

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Four Ways Suppliers Limit Their Risk Contractually

One of the goals of a contract is to apportion performance risk between the parties. Suppliers are experts at using the interconnectivity of a contract’s provisions to deflect risk back to the customer…often without the customer realizing it!

In this interactive breakout, we’ll dig into four key contract provisions full of risk. By the end of this session, you’ll be better prepared to:

recognize visible and invisible risk in contracts understand how one contract provision impacts another create risk mitigation strategies develop negotiation strategies for the referenced contract provisions

2:40 – 3:40 pm

"What's in Your NDA": Tips & Tactics for Negotiating a Stronger Confidentiality Agreement

This presentation will provide tips and strategies on negotiating nondisclosure agreements and will focus on the most important issues to cover, as well as discuss common pitfalls negotiators fall into while negotiating them, including vendor performance-related language and vendor disclaimers.

Learn the main objectives of an NDA Learn common IT vendor tactics and redlines in negotiating NDAs Learn how to optimize an NDA to best protect your organization’s confidentiality Get a checklist to use while negotiating an NDA

Addressing Vendor Disputes Pre-Litigation

The presentation will involve two or three scenarios involving a dispute with a vendor (e.g., a dispute with a national printer vendor over contract termination fees and costs and a separate dispute with a disaster recovery services vendor over a poor disaster recovery rehearsal). The presenter, who has experience with vendor disputes as legal counsel and as a procurement professional, will present the scenarios (which will include relevant provisions in the vendor contracts) and then ask for volunteers to take on the roles of the client and the vendor. The presenter will then ask the volunteers a series of questions with respect to how they would handle

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various stages of the dispute prior to litigation, and after each question will solicit feedback from the audience and provide guidance regarding strategy and best practices.

Learn why understanding the vendor contract is important to determining strategy and approach regarding a vendor dispute

Learn legal best practices for addressing vendor disputes before litigation Discuss contingency planning before taking an aggressive approach with a vendor that

cannot be quickly replaced Learn why it is important to promptly and regularly discuss the vendor dispute with

management, finance personnel, insurance personnel and legal counsel Discuss the importance of resolving the vendor dispute with a Settlement and Release

Agreement

Cloud Contract: Risks & Strategies

In recent years, cloud contracting has taken the IT procurement world by storm. So much so, in fact, that if you don't understand the cloud, you're not going to go very far in this profession. So if you're ready to learn all you need to know about cloud contracting, roll up your sleeves and attend this highly informative, information packed session.

Make no mistake, though - this isn't your ordinary, old cloud contracting session where you'll hear more theory than practice. This session is chock full of actionable tips and strategies for effectively demystifying the cloud.

Those attending the session will leave being able to do the following:

Distinguish between private clouds, public clouds, and all their different variations. Understand the key drivers pushing enterprises away from traditional software

licensing and towards cloud-based solutions. Recognize the gotchas to watch out for in any cloud agreement and the best practices

for contracting around them once they've been spotted. Explain the importance of "total cost of ownership" to IT and business stakeholders

when considering whether a move to the cloud is right for your enterprise.

4:00 – 5:00 pm

Data Privacy and Security Issues in Cloud Contracts

On the surface, cloud agreements are similar to traditional technology licensing and services agreements; however, cloud computing engagements expose both the client and the service

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provider to risks not present in more traditional technology service or software transactions. The transformation from on-premises software deployments to cloud based models. has widespread implication for data privacy, security, and regulatory compliance. Rob will share suggestions on how each party can mitigate, balance or transfer the privacy and security risks in cloud computing. Based on Rob's extensive experience negotiating cloud computing agreements, he will address each element that contributes to privacy and security risk in cloud computing, including:

GLBA Rules Effecting Cloud Contracts Using Cloud Services in Healthcare Due Diligence Obligations in Selecting Cloud Vendors Negotiating Key Provisions including insurance, indemnity, and limitations of liability

*How to Comply with Oversight Regulations involving Cloud Service Providers

What’s In Your Service Catalog? IT Procurement in an ITIL World

CMM? ITIL? ITSM? What do these concepts, developed by technical IT people, have to do with IT Procurement? As IT departments embrace the ITIL framework for service delivery, perhaps it’s time for IT Procurement to adopt these concepts, too. Come find out how Procurement fits into ITIL and why you should consider building your own service catalog. After all, isn’t service the name of the game?

Learn about ITIL, Supplier Management, and Service Catalogs Find out how to create meaningful KPIs Understand how Procurement “fits” in the ITIL framework Receive a sample of a service catalog and other related artifacts

10 Habits of a Successful Procurement Analyst – Boot Camp

This session will list the 10 basic practices or tools that an analyst should know and use to help make them be successful procurement pro.

The well-equipped entry level procurement analyst needs to have a tool kit in order to perform their job in a professional and efficient manner. Managers and internal clients want a service provider who can provide accurate and consistent service using repeatable standardized practices. By using tools and practices that are well defined an analyst can meet these requirements.

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In this session we will first list out 10 of these practices and or tools. Each will be briefly defined and then several will be addressed in more detail. Training materials will include template examples of the tools that are used in each of the 10 topics.

Some of the topics are: use of contract templates, onboarding a new supplier account rep, rules of engagement, interviewing an internal client for a sourcing need and short form RFx along with several others.

Friday, October 14, 20169:00 – 10:00 am

Create a Winning Mind-Set – Create a Winning Team

A mindset is a set of assumptions and expectations we have for ourselves and others that guide our behavior. We error, underestimating the impact our mindsets have on our decisions and actions. Often all it takes is a small tweak in our thought process to change the course we are on and be the turning point in our relationships, business ventures, careers, and life.

This session will help participants understand the "growth mindset" needed to succeed, by providing, an assessment, relevant neurological information, mind-set rules, strategies, and the 4 steps to attaining a growth mindset. All participants will gain value from this interactive session.

Join Gregg as he shares with you the latest research, tips, and strategies on how to create and maintain a winning mind-set and how to use this to positively impact those within your organization and the people your employees touch.

        Understand the characteristics and differences between a “Fixed Mindset” and a “Growth Mindset”

        Discover ones own mindset and how this mindset affects YOU in your personal and professional life

        learn the 4 steps needed to develop and sustain a “Growth Mindset”        Be immediately able to apply the Growth Mindset principles to their job/business

10:15 – 11:15 am

What’s It All About, SACM? IT Asset Management in an ITIL World

First it was ITAM. Then it was SAM. Still, suppliers are able to extract money from their customers through compliance audits. Why? Find out what it takes to really get control of your

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assets, and IT Procurement’s role in asset management the ITIL way – through Service Asset and Configuration Management.

Learn the importance of true asset management Hear about the challenges of rebuilding an asset management system Receive sample artifacts related to SACM

Advanced Procurement – How to Re-Invent IT Procurement for the 21st Century

This session will be an open forum discussion where the moderators will discuss ideas for advancing procurement into the 21st century.  Audience members will be encouraged to share ideas on how to improve procurement in the global fast-paced environment that is today.   How can we as procurement professionals expedite our process?  Have we assessed our risks properly?  Many of our processes are grounded in the 19th century – a time of paper and pencil.  What can we do to provide our internal customers what they need when they need it?

Business moves beyond the speed of light, IT Procurement should tooo Identify bottlenecks within your process, minimize themo Identify risks within your process, minimize or maximize themo Identify best practices for your organization or process

Get with the program IT Procurement, or get outsourced Best practices for IT Procurement now and in the future How IT Procurement organizations are leading change for their firms Business as usual is no longer acceptable, be the leader of change

The Automation of Services Procurement

Many organizations still manage their IT services contracts on a manual basis or only have the process partially automated. This creates inefficiencies and a lack of true visibility. In the market today their are numerous options for companies to automate the entire source to pay IT services procurement process and gain operational benefits, transparency and ultimately hard dollar cost savings.

Get practical ideas that can be implemented in the short to midterm to improve processes and gain hard and soft benefits. 

Southern V – Town Halls and Panel Rooms

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Interactive town halls will provide you with an opportunity to speak out on some of the most pressing topics facing IT procurement professionals today. Focused panel discussions will leave you with tangible tips and tactics for creating leverage with suppliers, developing a strong vendor management program, and effectively negotiating agreements across borders with international suppliers. Topics include: Negotiation Tactics with large suppliers, Sales Methods Suppliers are Using, Vendor/Supplier Management Programs, Supplier Due Diligence, Amazon vs. Azure vs. Rackspace, Negotiating Deals Across Borders (International Negotiations), Mobility as a Service, and Strengthening Your Anti-Corruption Plan.

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