Jon Winsett

Software vendors are rewriting the rules, and they’re playing to win. Armed with aggressive sales tactics and AI-driven mandates, they’re outpacing traditional sourcing playbooks. Add in tariff-driven cost volatility, and it’s clear: procurement is no longer just negotiating contracts -it’s protecting the business. In this session, Jon will share how IT sourcing leaders can turn the tables. Key takeaways will include: 

• How software vendors are evolving their revenue strategies—and what sourcing must do to stay a step ahead 
• Smarter strategies to push back on pricing pressure, hidden costs, and vendor overreach 
• How to turn global uncertainty (including tariffs) into an opportunity for smarter, more resilient sourcing 
• What AI’s rapid rise means for IT procurement—and how to keep pace without losing control