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.