Mark Bartrick

Senior Analyst serving Sourcing & Vendor Management PROFESSIONALS

As an expert in the software negotiation space, Mark believes that knowing what to ask for, how to ask, and when to ask are critical components of the software sourcing/negotiating process. Mark is adept at dissecting software contracts and vendor proposals in order to identify opportunities for reducing cost and/or improving value. He is also a capable negotiator and can offer on-site or remote advice to clients at any stage of the procurement cycle to help maximize their effectiveness at the negotiating table.

Mark applies his expertise to help businesses negotiate software contracts and pricing, coach IT organizations during software sourcing and contract negotiations, and learn best software negotiation best practices. Mark also supports clients through the software procurement lifecycle (from initial market analysis of potential vendors, through RFI, RFP, shortlisting, and price and terms negotiation, and finally to preferred supplier and contract).

In his career, Mark has helped many businesses negotiate software contracts with leading software suppliers, including: Aquila, BEA, BMC, Business Objects, Chordiant, Coda, Cognos, Computer Associates (CA), Computacenter, Compuware, EMC, Epicor, GeTronics, HP, Hyperion, i2, iSoft, IBM, IFS, Infor, Intentia, Lawson, Legato, Mastek, Manugistics, Microsoft, MidlandHR, NorthgateHR, Oracle, Open Text, PegaSystems, PeopleSoft, Progress, QAD, RightNow Technologies, Sage, salesforce.com, SAP, SAS Institute, Serena, Siebel, SSA Global, Sterling Commerce, Sun Microsystems, Sword Ciboodle, Sybase, Symantec, Syspro, Tibco Software, and Veritas.

Previous Work Experience

Mark Bartrick has been involved in the software industry for more than 25 years. He started off selling for IBM in 1986, then joined Gartner in 1998 to help its clients negotiate software contracts. Mark left Gartner in 2002 and set up his own consultancy in the UK, specializing in helping blue chip businesses negotiate software contracts with the likes of IBM, Oracle, SAP, and Microsoft. Mark joined Forrester in December 2011.

Education

Mark has a degree in business studies from the Birmingham City University.

Mark Bartrick's Research

  • For Sourcing & Vendor Management Professionals

    Report: A Quick Guide To Help You Prepare For A Salesforce.com Negotiation

    Salesforce.com has become a giant in the enterprise software space and a behemoth in the software-as-a-service (SaaS) space — now boasting more than 120,000 customers. The SaaS poster chil...

    • Downloads: 106
  • For Sourcing & Vendor Management Professionals

    Report: Rimini Street Challenges Big Software Maintenance Fees

    The popularity of Oracle and SAP software is clear. All you need to see is their long client list and substantial revenues to know they are giants in the technology marketplace. But their high s...

    • Downloads: 342
  • For Sourcing & Vendor Management Professionals

    Report: Oracle Is Buffeted By Headwinds — Are You Prepared?

    As Larry Ellison's Oracle sailing team just won the 2013 America's Cup, it seemed timely to revisit the positioning of Oracle — the company — as it faces sea changes in the software ...

    • Downloads: 183
  • For Sourcing & Vendor Management Professionals

    Report: Navigating The Used Software Market

    After years of wrangling, on July 3, 2012, the European Court of Justice (ECJ) declared that trading in used software programs was legal in the European Union. This landmark decision reaffirmed ...

    • Downloads: 83
  • For Sourcing & Vendor Management Professionals

    Report: Software Audits: The Pain, The Shame, And The Gain

    Forrester sees a growing list of clients that find themselves forced to pay out for noncompliance. It seems that software audits are causing increasing pain as organizations struggle to keep abr...

    • Downloads: 277
  • For Sourcing & Vendor Management Professionals

    Report: Best Practices: Software Contract Negotiation

    This report describes best practices for the negotiation process, in the context of Forrester's strategic software sourcing approach. We get many inquiry calls from sourcing and vendor managemen...

    • Downloads: 400
  • For Sourcing & Vendor Management Professionals

    Report: How To Negotiate A Better Microsoft Office 365 Deal

    As many businesses are now evaluating moving their Microsoft Office applications online and into the cloud as a way of reducing infrastructure and staffing costs, sourcing and vendor management ...

    • Downloads: 413
  • For Sourcing & Vendor Management Professionals

    Report: Rimini Street Challenges Big Software Maintenance Fees

    The popularity of Oracle and SAP software is clear. All you need to see is their long client list and substantial revenues to know they are giants in the technology marketplace. But their high s...

    • Downloads: 342
  • For Sourcing & Vendor Management Professionals

    Report: How To Reduce IBM System z Mainframe Software Costs

    If your organization is running an IBM System z mainframe, there are several ways you may be able to do more with less. As a sophisticated sourcing and vendor management (SVM) professional, you'...

    • Downloads: 289
  • For Sourcing & Vendor Management Professionals

    Report: Business Outcomes Are The Future Of Technology Contracts

    Digital capability — mobile, social, cloud, and data and analytics — disrupts business models and value streams, introduces new competitive threats, and comes with new demands for sh...

    • Downloads: 327
View all of Mark Bartrick's Research

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