Sessions / Descriptions for 2017 ITPS

KeynotesTuesday, November 7, 2017

8:30 - 9:30 am

Resilient Leadership: Prepare Today To Prevail Tomorrow 

Gen. Russel Honoré

From global and domestic terrorist threats to natural disasters, we encounter new risks to our individual,

community and economic security each day. And while we can’t predict what’s around the corner, we can

prepare—because when faced with seemingly insurmountable challenges, it is strong leadership guided

by clarity of purpose and practical tactics for overcoming adversities that drive us to prevail—better

prepared and more resilient.

Enter Gen. Russel Honoré, who expertly connects his 3+ decades of military leadership—including his

crucial role in managing New Orleans’ relief efforts post Hurricane Katrina—to the natural disasters and

man-made tragedies dominating global headlines to reveal critical strategies for transforming individuals

into leaders and helping organizations and communities effectively prepare, react, rebound and unify.

9:45 – 10:45

Cloud Computing Contracts: Six Common Mistakes

David Tollen

Sycamore Legal, P.C.

This program will explore how to draft and negotiate software-as-a-service (SaaS) and other cloud

computing agreements. It will explain the difference between software licensing and cloud computing

contracts and focus on six central clauses contract-drafters tend to misunderstand: • Effective date vs.

go-live: start dates for maintenance and other services • IP indemnities and their deadly exceptions •

Data breach indemnities (and related confusion) • Data security clauses (which does not involve NDA's)

• SaaS escrows • The central role of specifications

Cloud computing agreements do not involve copyright licenses.

SaaS escrows are generally useless.

Indemnities are often misdrafted, rendering them close to useless.

The exceptions to IP indemnities are confusing and, if mishandled, can cost the customer

protection.

Data security clauses are entirely separate from NDA's, and using one for the other is a mistake.

Git-Er-Done: A Category Strategy “How-To” Guide –

Jenni Gardiner / Andrea Shumaker

Assurant

By building, executing and managing Category Strategies, you can raise the value of your Sourcing

Organization, gain transparency with your Internal Stakeholders and further align your Suppliers to your

business needs. Through successful Category Strategy rollouts you can identify cost savings

opportunities, build successful internal relationships and foster stronger partnerships with your Supplier

base.

This session will be delivered in 2 Parts:

Part 1: Overview, Category Assessment and framework build out of your category strategy

Category Strategy Purpose Overview

Where do you start?

o Alignment on Category Types

Going in deep

o Category Maturity Assessment

o Spend Analytics

o Supplier Overview

o Holistic View

Part 2: Execution & On-going Management

How to implement and measure success

How to keep your internal stakeholders informed and engaged

How to address your Supplier base to drive cost savings while not jeopardizing quality

Walk through of a Hardware Category Strategy Example

Business Need for Speed: Building a Global Culture of Innovation

Stefana Saxton

Learn how Business Excellence (BEx) combines disciplined innovation methods with elements of venture

capitalism, crowdsourcing and collaborative leadership to deliver rapid and sustainable business

improvements and innovations in any industry.

Key Points

Understanding the keys to success by incorporating innovation, collaboration and leadership in

your work life.

Learn how to drive more effective and sustainable change.

11:00 – 12:00

Blockchain - Is it right for your Organization?

Tamra Pawloski

Chubb Group

In today's day of technology, will IT contracting jump on this "digital highway"? Blockchains could

become the norm for data records sooner than we think. Blockchain technology could be added to Smart

Contracts as more secure way to manage our contracts. Learn what Blockchain is and how it could impact

the contracting world.

Negotiating Telecom and Enterprise IT Agreements in an Interconnected World

Megan Troy

Troy Law Group PLLC

As network and communications infrastructure advances toward a 5G future, it is essential that those

negotiating telecommunications agreements are aware of the underlying issues, potential pitfalls, and

important opportunities presented by this new environment. This presentation will focus on the key

considerations to be mindful of when negotiating a telecom contract in a 5G world.

The talk will begin with an overview of the new technologies, why and how they are being used, and will

offer insights into the new technologies being developed. The session will then consider how best to

utilize and leverage these new technologies when determining your entity’s telecom needs. Attendees will

be presented with real-world case studies and provided concrete advice on how best to navigate the 5G

contracting space. Some of the highlights will include:

Key attributes of a 5G environment and networks of the future

How new network architectures will drive contracting decisions

Industry trends for mission critical deployments

Business case analysis and lessons learned

Git-Er-Done: A Category Strategy “How-To” Guide –

Jenni Gardiner / Andrea Shumaker

Assurant

By building, executing and managing Category Strategies, you can raise the value of your Sourcing

Organization, gain transparency with your Internal Stakeholders and further align your Suppliers to your

business needs. Through successful Category Strategy rollouts you can identify cost savings

opportunities, build successful internal relationships and foster stronger partnerships with your Supplier

base.

Part 2: Execution & On-going Management

How to implement and measure success

How to keep your internal stakeholders informed and engaged

How to address your Supplier base to drive cost savings while not jeopardizing quality

Walk through of a Hardware Category Strategy Example

1:30 – 2:30

Negotiating Enterprise Agreements with Microsoft

Robert Scott

Scott & Scott, LLP

As Microsoft and other major vendors emphasize their cloud offerings, the legal issues in enterprise

agreements have shifted dramatically. The key issues in modern enterprise agreements are driven by

privacy, security and regulatory compliance. Robert J. Scott will discuss traditional and newly developed

Microsoft licensing models, principal concerns about current licensing models, types of license

agreements, and primary causes of exposure in enterprise-level Microsoft software audits. Robert will

explain how he helps clients define their requirements up front, builds term sheets for negotiation, and

how he approaches negotiating the key issues in Enterprise deals with Microsoft’s legal and business

teams.

Learn about Microsoft Licensing Models

See Different Agreement Types

Get Key Legal Issues

Understand Regulatory Compliance

Managing an RFP with 1500 Subject Matter Experts

Ruth Ginzberg

University of Wisconsin System

Possibly the most important enterprise software a large statewide university system acquires is its

enterprise Learning Management System. This software will be used by every student and every faculty

member in the state. With over 200,000 strongly opinionated stakeholders, how do you ensure that the

foundational software devoted to your core mission (teaching and learning) will meet the needs of all

stakeholders?

Procurement needs to become more agile

Large scale enterprise RFPs can require managing highly diverse stakeholders

Technology can help

The RFP process can evolve with evolving technology

Some of the forward movement is really moving "Back to Basics"

Measuring Your Contracting Process for Success

Ivie Lilly

Liberty University

Learn business process re-engineering 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. Track business value for contract reviews in the ITIL framework (Supplier Management).

Learn business process re-engineering 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.

Track business value for contract reviews in the ITIL framework (Supplier Management).

2:45 – 3:45

Can’t We All Just Get Along: Understanding the Tech Company Perspective

Leonard Ferber

Katten Muchin Rosenman LLP

Too many negotiations over IT contracts get bogged down in large measure because the tech vendors and

their prospective customers fail to fully understand each other concerns, motivations and constraints. This

session will explore the tech company perspective in IT contracts in an attempt to find more paths to

compromise and quicker deal closings.

Learn the primary business concerns that drive vendor behavior

Understand the vendor perspective in key contract terms

Find appropriate compromises in "allocation of risk" provisions

Explore some of the “wording games” vendors play

Learn how to streamline negotiations to reach agreement faster

Mergers, Acquisitions, & Reorganizations – 

A winning strategy for all Companies, Nonprofits, & Governments 

 John Gonzalez and Elgin Ward

Why do Vendors of Software and Cloud Services look forward to reorganizations with so much

anticipation? The reorganization, merger, divestiture or acquisition of an unprepared Customer is a

major, money-making, bonanza for the Vendors! The unanticipated spike in the need to purchase or re-

purchase Software Licenses and Cloud Services can be financially crippling for the unprepared Customer.

Skillful preparation before and knowledgeable negotiations during such reorganizations can literally save

millions of dollars and can spare the Customer a massive loss of time.

 

In this Class, participants will come away with winning strategies like:

Structuring Software Licenses and Cloud Services for increased transferability

Wording contracts to maximize Customer rights to use Software and Cloud Services

Avoiding the need to buy additional Software Licenses in reorganization situations

Getting prior permission and commitment for transition support in mergers or acquisitions

Addressing confidentiality issues in advance to allow for reorganizational activities

Building negotiation leverage internally and with Vendors for upcoming reorganizations

Litigation and Pre-Litigation Strategies for Resolving Vendor DisputesDylan Steinberg

Hangley Aronchick Segal Pudlin & Schiller

This session will discuss approaches to navigating and resolving disputes that may arise with vendors. It

will focus on steps to take immediately when a dispute arises, how to work with in-house legal and

outside counsel, and particular contractual provisions that may be important in addressing the dispute.

Particular attention will be paid to how to maintain negotiating leverage as the dispute progresses.

Key steps to take as soon as a dispute arises

Tips for managing both internal and external communications

Key contract provisions that may affect the resolution of the dispute

Advice for working successfully with legal counsel

4:00 – 4;45

Networking Opportunity: Table Topics

Before heading into our evening social, pull up a chair and collaborate with your peers on some of the

most pressing issues facing technology procurement professionals today. Each table will have a set of

15 questions for open-ended discussion and debate. Peer-to-peer collaboration has been a staple of

CAUCUS membership since the organization’s inception and this new addition to the Summit lineup is

not to be missed.

Wednesday, November 8, 2017

8:30 – 9:30

CAUCUS Gets Hacked:  Live Hack and Cyber Security Discussion with “White Hat” Hacker

Vinny Troia

Vinny Troia

When NSA's digital armory was leaked, it was only a matter of time before the code was morphed into a

ransom seeking worm. What do these tools mean for the average user? How can they protect themselves?

This talk aims to educate the viewer on understanding their adversary by demonstrating a LIVE HACK

of a virtual environment, to show the ease in which any average user can leverage these tools and

infiltrate a fully secure network, and will provide users with a better understanding of how they can

secure their company systems against these and future attacks.

Current State of the global cyber security industry

o Understanding the modern adversary

Understanding the recent global Malware outbreaks

o how they started, where they came from, and how they are evolving

Live Hacking demonstration

o From downloading freely available tools all the way through compromising a fully

patched network

Ways to protect your organization.

o Overview of security control frameworks

The Cybersecurity Framework

General security awareness principles and ways to keep yourself safe

9:45 – 10:45

Negotiation Nuggets

Mark Kaufmann

Sidley Austin LLP

A well-executed IT procurement strategy will invariably include acquisition of network,

hardware, software and cloud-related assets, but the asset that may be the most important is

the acquisition of human talent – either as employees or consultants.

Learn strategies to mitigate risks relating to:

Onboarding and credentialing employees and consultants

Protecting confidential information

Securing ownership of work product and innovations

Exiting employees poaching customers, vendors and co-workers.

Meaningful SLAs for Cloud Deals

 John Gonzalez and Elgin Ward

As your company does more and more Cloud deals, is it buying Software? No! Hardware? No! What

then? If all goes well (and that may be a big “if”), the Customer gets its Data back in usable form at the

end of a Cloud deal. Until then, what does the Customer actually get? Service Levels – that’s it! Whether

SaaS, Platform as a Service or Infrastructure as a Service, the Customer of Cloud Services is buying

Service Levels. If the SLAs are poor or non-existent, or if they are not backed up by appropriate,

enforceable remedies, the Customer will pay a lot of money without getting its requirements met. Having

Meaningful SLAs is an absolute MUST for a successful Cloud Deal!

 

For meaningful SLAs, a Customer must have no less than:

Clear, detailed, results-based requirements

The right number and type of SLAs focused on those requirements

Remedies that focus Provider attention laser-sharp on specific outcomes

Remedies crafted to change behavior of the Provider to ensure the desired results

 

In this Class each attendee will experience the creation and benefits of such meaningful SLAs.

Tiered Vendor Engagement Model

AllysonWalter

Mosaic

How many vendors does your team manage and do they treat them all the same? Chances are your

organization has hundreds if not thousands of vendors and you are responsible for managing at least some

of those relationships. In this session you will learn about different tiered vendor models that will better

enable you to get the most value from your interactions with vendors. By utilizing a tiered model

approach for vendor management and then driving your engagement behavior based on that vendor’s

classification you can better manage meeting cadence and hierarchy, performance management,

contractual terms and more. Understanding the underlying value a vendor brings to your organization is

key to managing vendors efficiently and in helping you recognize when you have multiple vendors

providing the same services that could be consolidated for better benefit to your organization.

Not all vendors should be treated the same

Tier your vendor classifications to enrich vendor engagements

Value is a two way street

Formal reviews often yield optimization opportunities

11:00 – 12:00

Internet of Things (IoT): Legal Concepts You Need to Know

Mindi Giftos

This presentation will help procurement officers identify and manage the legal risks associated with the

Internet of Things (IoT). As companies deploy IoT service offerings, the purchase of IoT components

(such as software, hardware and services) and integration of those components into an IoT offering raise

significant legal issues. Among these are issues related to IP ownership, data privacy and security and

product liability. Attendees of this session will receive a check-list of legal items to consider when

negotiating transactions for IoT offerings.

Identify unique risks arising from IoT procurement deals.

Understand the legal relationship among multiple vendors in an IoT ecosystem.

Receive a checklist of legal considerations for negotiating an IoT procurement deal.

The Neuroscience of Better Negotiations

Jonathan Jordan

In this workshop, presented by a member of the prestigious Society for Neuroscience, you will discover

simple but proven brain-based methods to greatly enhance your negotiation skills and outcomes. You will

receive strategies and techniques to significantly improve your brain’s performance and learn how to

influence the brains of others to get the results you really want.

In this workshop you will discover:

The Two Brain Circuits That Most Influence Negotiations

What to Do When You First Meet the Other Party

How to Quickly Boost Your Brain Before a Negotiation

Body Language That’s Good for Brains and Negotiations

How to Lead and Not Be Led

Vulnerability Management is NOT Dead (Despite our Best Efforts to Kill It)

Nathan Wenzler

AsTech Consulting

Whether it's for network infrastructure devices, servers, workstations or applications, Vulnerability

Management is a key component to a successful security program. We’ll highlight issues that lead

companies to ignore their VM programs and provide real-world examples and case studies to resurrect

one of the best tools in your security arsenal.

Why companies shouldn't let their Vulnerability Management (VM) programs become ineffective

Highlight the issues that lead companies to ignore their VM programs

Provide real-world examples and case studies of solutions companies can use

Outline steps to implement a successful VM program

1:30 – 2:30

The Supplier's View of the Procurement Process

Michael Zazaian

National Education Association

An overview of the business cycle and negotiation process from the Supplier's perspective. As I was the

Director of Contracts at Oracle Software for five years, supporting the Sales team, I know first-hand what

the strategy and tactics are!

Key benefit will be:

Help the IT Purchasing Professional prepare for negotiations and achieve the best deal possible by

understanding the thought process, tactics, and approach of the sellers.

Add Vendor Management: Functions, Roles, and Responsibilities

Elgin Ward

A VMO quandary faces by many companies - Vendor Management Offices are organized in many

different ways within companies. Some report to the CIO, some to the Chief Procurement Officer.

Yet others follow a different reporting scheme. What are the pros and cons? Is there a best practice

approach? Are there direconsequences when a company gets it wrong?

In this session, we will discuss and explore together:

What principles should govern organizing a VMO

Approaches that might be fatal for your VMO program

Organizational approaches likely to produce the best results

NINE Keys for a world class VMO program

Come add your experience and opinion to the discussion to help

improve our VMO practice.

The Human Side of IT Acquisitions

David Adler

Adler Law Group

A well-executed IT procurement strategy will invariably include acquisition of human talent. Learn legal

tips and tricks affecting everything from onboarding and credentialing employees and consultants, to

protecting confidential information and securing ownership of work product and innovations, to

preventing exiting employees from poaching customers, vendors and coworkers.

New state and federal laws to protect trade secrets

Current trends in contract and intellectual property law enforcement

Key legal risks and “gotcha’s” in IT employment contracts

Best practices to develop enforceable policies and guidelines in these areas

2:45 – 3:45

Demystify Oracle Licensing and Optimize Spend

Scott Bickley

Info-Tech Research Group

Oracle’s multiple contract types, informal policies regarding acceptable license usage, and rigid and

complex support policies make understanding Oracle licensing incredibly difficult. Don’t be one of the

many organizations that are found noncompliant – take a proactive approach to mitigate risk.

Understanding of Oracle's business model and where there is flexibility

Key tenets of Oracle's software licensing model and how to effectively navigate compliance

issues

Learn how to negotiate with Oracle to obtain the best price and contract terms

Key issues to consider for ongoing management of the Oracle estate

Tips and Tactics for More Effectively Valuing Your Supply Chain $’s

Carrie Goetz

This presentation looks at supply chain, "or equal" and how to be sure that you are getting value for the various levels of markup you pay. Understand the behind the scenes tricks and treats that you may not know about, affecting your pricing. Better understand both technical and non-technical procurement. Is going direct better? Sit in and find out.

Technical insight to establish Strategies/Tactics for better Technical Procurement

Distribution vs Buying Direct

Purchasing Direct from Manufacturer

Pricing Direct from Manufacturer

Bidding Back to distribution

Maximizes discount and controls pricing

Understanding Vendor Shortfalls and Rebates

Understanding Value Proposition for Supply Chain

Understanding “or” Equal (Bid on this “or Equal”)

Benefits of RFI

Summary – Understand Critical Technical Values to ensure they are being Met

Procurement Gone Global: Everything You Need to Know to Successfully Negotiate International

Deals

Jerry Craig

"Like it or not, you ARE doing global IT Procurement and Sourcing - whether you realize it or not. The

only constant with IT suppliers is change. That change can be in the form of products, services,

agreements and as well the geography of their support to you. In this session Jerry Craig (formerly of

Eaton Corporation, PLC and Johnson Controls International PLC) will share some of his personal

experiences in the ever changing landscape of Global IT Procurement."

Your take-aways:

Not why but WHY NOT

Benefits of going global

What does global look like

What is a strategic global / partner supplier and why do I need them

What should I track and report on and how

So many "Human Capital" options - So little time....

Think OUTSIDE the box