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Gartner Expert
Mike Tucciarone
VP Analyst
Mike Tucciarone is Vice President in Gartner’s Software and Cloud Negotiation Practice, specializing in enterprise software and AI negotiations. He advises C-suite leaders on complex technology deals, drawing on Gartner’s proprietary data to help organizations anticipate market shifts, optimize ROI, and mitigate risk. Mike leads Gartner’s SAP licensing and negotiation cohort and is a regular contributor to Gartner Predicts. He is frequently quoted in outlets like CIO.com, and presents at Gartner flagship events—including IT Symposium—on software and AI negotiation trends.
Previous experience
Before joining Gartner, Mike was a Senior Practice Manager in UpperEdge’s Commercial Advisory business where he managed, led and delivered complex engagements for Fortune 500 companies negotiating enterprise software deals and evaluating, selecting and negotiating transformational implementation services. Prior to UpperEdge, Mike was employed by various law firms in the Boston, Massachusetts.
Professional background
UpperEdge, Senior Practice Manager, Commercial Advisory, 5 years
Areas of coverage
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IT Contracts Negotiations
Education
Mike is a licensed attorney and holds a J.D. from New England Law | Boston and a BA from the University of Massachusetts, Amherst.
Top Issues That I Help Clients Address
Understanding software vendor strategies, objectives and tactics
Developing effective sourcing and negotiation strategies for software or SaaS
Best practices in contracting software and SaaS agreements
Pricing strategies for software and SaaS vendors
How executive leaders can maximize negotiations and minimize risk