Gartner Expert

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. His most recent research focuses on the convergence of AI disruption and the enterprise SaaS market slowdown—a shift creating a rare window of renewed buyer leverage. He empowers executives to capitalize on this moment, guiding them to secure outsized discounts and concessions as vendors respond to investor pressure and new AI-native competitors. Mike helps leaders negotiate better pricing and terms, and protect software budgets against aggressive vendor tactics like forced AI migrations and compliance audits triggered by digital labor (e.g., Indirect Access 2.0).

Previous experience

Professional background