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Hannah Decker
Director Analyst
Gartner
Speaker Topics
- Artificial Intelligence (AI) and Agents
- Contracting/Negotiating with Software Vendors
- Cost Optimization
Speaker Bio
Hannah Decker is a Director Analyst in the IT Sourcing, Procurement and Vendor Management practice. Ms. Decker provides expert guidance to clients in the areas of licensing, pricing and contract negotiation strategies for SaaS contracts with a particular focus on Salesforce and MuleSoft. She helps clients achieve best-in-class, sustainable and flexible deals by offering best practice advice on critical terms and conditions to negotiate. She advises organizations on how to combat significant vendor price increases. Recently, her business and technology insights focus has been on how to negotiate consumption-, token- and credit-based pricing models for generative AI (genAI), agentic AI and other capabilities and navigating the complexities of genAI pricing and contract terms.
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Sessions
Wednesday, 17 June, 2026 02:00 PM - 02:30 PM JST
How Organizations Can Avoid a Budget Blowout When Buying AI and GenAI
Hannah Decker,
Director Analyst, Gartner
AI and GenAI are more costly for vendors to deliver than a typical software or SaaS application. This creates margin risk for vendors, who pass it on to unsuspecting customers via pricing and packaging. Attend this session to learn four ways you can mitigate risks and prevent a costly budget shock.
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Thursday, 18 June, 2026 09:30 AM - 10:00 AM JST
Save Your Organization Millions: 3 Ways to Mitigate SaaS Vendor Cost Increases
Hannah Decker,
Director Analyst, Gartner
Software and SaaS costs are escalating at significant rates, materially impacting IT budgets. Price hikes are attributed to list price increases, the repackaging and rebundling of solutions, and changes to pricing metrics. This session will take you through three customer examples to demonstrate how you can effectively create leverage for negotiations to reduce uplifts.
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