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Principal, Fulcrum Associates
As Principal of Fulcrum Associates since 2008, Joe provides senior IT executives, experienced negotiation teams, procurement, financial and legal professionals with the tactical information and strategic insight to effectively negotiate complex enterprise agreements. With over 25 years of experience in the IT industry, Joe has negotiated over $1Bil in IT deals, and his negotiation experience spans numerous engagements from both the client buy-side and vendor sell- side.
Prior to Fulcrum, Joe was a Vice President at Gartner Consulting, where he was responsible for the IT Cost Optimization/Contract Negotiation practice on the West Coast. Before joining Gartner Joe was a Partner at Jetstream Group, an IT Negotiation and Asset Management Consulting Firm founded in 2002. Previously Joe was a founding company officer at Scient from 1998 – 2001, an Internet e-Business Consulting and Professional Services Firm where he was one of three principal executives in the professional services operation responsible for recruiting, staffing and project delivery.
He holds a Bachelor of Science in Mechanical Engineering from The School of Engineering and Applied Science at the University of Buffalo, State University of New York.