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Gartner Expert
Hannah Decker
Director Analyst
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.
Previous experience
Previously, Ms. Decker served as an IT Procurement Manager for the State of Florida where she was responsible for procuring hardware, software and staff augmentation services.
Professional background
State of Florida, Procurement Analyst, 2 years
Dulwich College Seoul, Procurement Manager, 4 years
Areas of coverage
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IT Contracts Negotiations
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IT Sourcing, Procurement and Vendor Management Operating Model
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IT Vendor Performance and Relationship Management
Education
MBA, Florida State University. USA.
M.A., Diplomatic Studies, University of Leicester, U.K.
B.A.(Hons), Applied Social Science, University of York, U.K.
Top Issues That I Help Clients Address
Negotiation strategies, terms and conditions and pricing for Salesforce SaaS contracts
Negotiation strategies, terms and conditions and pricing for Mulesoft contracts
Negotiation strategies, terms and conditions for SaaS contracts
Strategies around price increase mitigation (due to inflation, renewal increases) in SaaS contracts
Negotiating consumption-, credit- or token-based pricing models with SaaS vendors (for genAI or other capabilities)