We offer a limited number of open courses, but most of our training is delivered on demand. This means we come to your organisation and deliver the course specifically for your team, with the opportunity to tailor the programme to your needs and priorities.

Significant financial value is at stake when negotiating complex IT agreements, and the risk of accepting unfavourable commercial and contractual terms can be equally significant.

The larger the agreement, the better prepared the vendor is likely to be. The difference between a well-negotiated and a less favourable agreement can typically represent 15–30% of the total contract value.

The Negotiating Complex IT Agreements course equips you with the skills to plan and conduct negotiations of your organisation’s IT agreements, develop a structured and analytical approach to negotiation, and capture the financial value available through better commercial terms.

Among other things, you will learn how to identify and leverage your options throughout an IT negotiation, understand the vendor’s position and priorities, and navigate the key commercial elements of software and cloud negotiations. You will also learn how to build an effective negotiation team and manage challenging behaviours and difficult situations at the negotiating table.

Negotiating Complex IT Agreements combines a thorough introduction to the formal framework of negotiations with negotiation theory, practical methods, best practices, and hands-on exercises.
The course is designed for professionals on the customer side who are directly involved in negotiating IT agreements.

The course is led by Henrik Zangenberg of Zangenberg & Company, one of Denmark’s most experienced advisers in the field. All participants will also receive a copy of the book Negotiating IT Agreements.

The IT outsourcing market is changing rapidly as new sourcing models continue to emerge. These developments present IT organisations with a growing number of strategic choices about how to structure and manage their IT sourcing landscape.

The IT Sourcing Strategy course provides you with an understanding of the different sourcing options available, how to develop and evaluate sourcing scenarios, and the financial implications of different sourcing choices.

Among other topics, you will learn about:

  • The three phases of sourcing strategy: mapping, analysis, and planning
  • Defining sourcing scenarios
  • Sourcing economics
  • SWOT and risk analysis
  • Insourcing: When should you consider it, and what are the implications?
  • Sourcing management: Strengthening processes and competencies
  • Risk management in outsourcing and insourcing
  • RFPs and competitive tendering

The course is designed for professionals involved in developing, evaluating, or implementing IT sourcing strategies.

The IT Sourcing Strategy course is led by Henrik Zangenberg, one of Denmark’s most experienced IT strategy consultants, with more than 20 years of experience from leading international consulting firms.

Private companies and public-sector organisations alike are seeing IT account for an increasing share of their overall costs. At the same time, gaining a complete view of IT spend has become more difficult – and maintaining effective control over those costs even more so.

The Quarterly Analytics course IT Financial Management is designed for professionals who want to understand the key drivers of IT economics, develop and implement programmes to reduce IT costs, and ensure that their organisation gets the greatest possible value from its IT budget.

The course also introduces a practical and easy-to-understand methodology for building a clear picture of the organisation’s IT cost structure and covers key topics including:

  • Main categories of the IT budget
  • In-house IT vs. outsourcing of IT
  • Typical IT budgets and key financial benchmarks
  • Using an IT chart of accounts

Operating costs

  • Breakdown of operating costs
  • Market price developments over time
  • 10 key questions for managing IT operating costs

Maintenance costs

  • Key metrics and cost drivers: What drives IT costs?
  • How to reduce IT maintenance costs
  • 10 key questions for managing IT maintenance costs

Development costs

  • Estimating IT development costs: Why is it so difficult?
  • Controlling and managing development costs

The course is led by Henrik Zangenberg, founder of Zangenberg Group. With more than 20 years of experience from leading international consulting firms, Henrik is one of Denmark’s most experienced advisers in IT strategy and IT financial management.

The days when responsibility for IT decisions, strategy, and financial management rested solely with the IT department are over. For today’s executives and decision-makers, the ability to navigate an increasingly complex landscape of technology choices has become a critical leadership capability – and an important factor in ensuring the organisation’s long-term performance and success.

Successfully navigating this responsibility is not only about recognising the opportunities created by new technologies. It is equally important to understand the organisation’s existing IT landscape and the opportunities, constraints, and dependencies that come with it.

IT for Executive Leadership is a tailored training programme designed for executive teams, boards, and other groups of decision-makers outside the IT organisation. Across six modules, participants develop a shared language and understanding of IT while strengthening the knowledge and capabilities needed to make informed technology decisions.

Throughout the programme, participants learn to:

  • Asking the right questions of your organisation’s IT vendors
  • Understand fundamental IT concepts
  • Understand the key challenges of complex IT landscapes and major IT projects
  • Understand the fundamentals of IT financial management
  • Understand the opportunities created by digitalisation and emerging technologies
  • Understand the key risks associated with IT and how they can be managed
  • Engage more effectively with the organisation’s IT leadership

Creating a common language around IT starts with a shared understanding of the different layers that make up the organisation’s IT landscape and how they interact.

The IT Fundamentals module provides a practical and accessible introduction to the fundamental building blocks of IT. Participants will explore key topics including:

  • Operations
    • IT infrastructure: What does it consist of, and how does it work?
      • Mainframe vs. midrange: Understanding the difference and why it matters
      • Data centres, servers, storage, databases, and applications
      • Network, LAN, WAN, Wireless
      • Workstations and end-user devices: laptops, desktops, tablets, and smartphones
      • Peripherals, IoT, etc.
    • Organisation of IT operations
    • Outsourcing of IT operations
    • Cloud computing: What is it?
  • Development and maintenance
    • How are systems built?
    • IT architecture: What managers need to know
    • Development platforms and legacy
    • Custom or standard?
  • Standard systems
    • ERP, CRM, HRM, ESDH, SCM, WCM — there are many abbreviations. We explain what they mean and the role these systems play in the organisation.
  • Key elements of an IT and digitalisation strategy

Today’s technology megatrends create significant opportunities to optimise and transform business processes and business models, while also creating new requirements for the organisation’s existing IT landscape.

Low-cost sensors, vast amounts of data, advanced analytics, AI, and robotics are among today’s major technology trends. They create significant opportunities to optimise and transform business processes and business models, while at the same time placing new demands on the organisation’s existing IT landscape.

The Megatrends module introduces participants to the emerging technologies that are reshaping the world and explores how they are being applied in practice. The module covers key technologies and trends including:

  • Hype cycles: What they are and how to use them
  • Nexus of Forces: What will shape the next five years?
  • Government IT megatrends
  • Big Data and Analytics
  • Robotics and automation
  • Machine learning and AI
  • Internet of Things (IoT)
  • Postmodern ERP
  • Legacy modernisation
  • Cloud Computing
  • Blockchain
  • Conversational systems
  • Virtual Reality and Augmented Reality
  • Internet of Behaviors (IoB)
  • Intelligent composable business
  • Hyperautomation

Mange organisationer kæmper med at få styr på IT-økonomien. Modulet IT-økonomi introducerer en let forståelig metodik til at skabe overblik over organisationens IT-økonomiske virkelighed.

Many organisations struggle to achieve sufficient transparency into their IT costs to enable effective financial management and greater budget predictability. Without this transparency, organisations often end up paying too much for IT while finding it difficult to understand the relationship between cost and the value delivered.
The IT Financial Management module introduces a practical and easy-to-understand methodology for creating a clear picture of the organisation’s IT financial landscape. Key topics include:

  • Main categories of the IT budget
  • In-house IT vs. IT outsourcing
  • Typical IT budgets and key financial benchmarks
  • Operating costs
    • Breakdown of operating costs
    • Market price developments over time
    • 10 key questions for managing IT operating costs
  • Maintenance costs
    • Key metrics and cost drivers: What drives IT costs?
    • How to reduce IT maintenance costs
    • 10 key questions for managing IT maintenance costs
  • Development costs
    • Estimating IT development costs: Why is it so difficult?
    • Controlling and managing development costs
    • Offshoring and its implications

Without a clear framework for IT decision-making, governance can quickly become complex, fragmented, and lack clear accountability. Effective IT governance therefore requires the right processes, decision-making structures, roles, and responsibilities to be clearly defined.

This creates fundamental uncertainty about who has the authority to make which IT decisions and approve specific activities and investments. At best, employees compensate by relying on informal relationships and processes to get the necessary decisions made. At worst, decisions are made opportunistically – or not made at all.
It is therefore essential to establish the right governance processes, decision-making structures, roles, and responsibilities across the organisation.

The module covers key topics including:

  • The key functions of the IT organisation
  • Alternative IT organisational models
  • Organising IT in an outsourced environment
  • Specialist IT capabilities: BI, security, architecture, SAP, and more
  • Introduction to ITIL
  • Introduction to CoBIT
  • IT governance fundamentals
  • Decision domains
  • IT governance, structures

Most organisations have experienced an IT project that went wrong — and many have experienced more than one. As project sponsors, executives outside the IT organisation often carry formal responsibility while having limited visibility into, and understanding of, what is actually happening within major IT projects.
This module helps participants build a practical understanding of IT projects and, importantly, identify the questions they need to ask to maintain effective oversight and control.

Most organisations have experienced an IT project that went wrong — and many have experienced more than one. As project sponsors, executives outside the IT organisation often carry formal responsibility while having limited visibility into, and understanding of, what is actually happening within major IT projects.

This module provides participants with a practical understanding of IT projects and focuses on the key questions leaders need to ask to maintain effective oversight and control:

  • Different types of projects
    • Infrastructure
    • Maintenance, minor enhancements
    • Development
    • Implementing IT governance across the organisation
  • The key components of an IT project
  • Competencies
  • Project management models – Waterfall, Agile, etc.
  • What typically goes wrong?
  • Management focus areas

Private and public-sector organisations alike face growing demands for IT security while navigating an increasingly sophisticated threat landscape.

This comes at a time when organisations are more dependent than ever on IT to support critical business processes, while both the complexity of the IT landscape and the diversity of its users continue to increase.

The IT Security module covers key topics including:

  • Integrity, confidentiality, availability
  • Security megatrends
  • Where do the threats come from?
  • Security policy
  • The risk assessment
  • Data protection
  • Business Continuity
  • Organisation of security work
  • Key security controls

IT procurement stands out from many other procurement categories because of its complexity. If you are new to IT procurement, navigating the technologies, terminology, contract models, and negotiation strategies involved can be challenging.

That is why Quarterly Analytics has developed this course specifically for professionals who are new to IT procurement or have only recently moved into the role. We will guide you through the fundamentals, giving you the knowledge and confidence to become a stronger IT procurement professional and a more effective partner to the IT organisation.

The course is delivered over one day and is divided into two parts:

1. IT fundamentals

We start with an introduction to the key components of a modern IT organisation – from hardware and networks to IT operations, software, cloud services, and support.

You will gain a basic understanding of how these components fit together and what you, as a procurement professional, need to understand when working with IT procurement.

At the same time, you will develop the vocabulary and understanding needed to communicate and collaborate more effectively with specialists across the IT organisation.

2. IT economics, contract types, and negotiation

  • Pricing and costs: We explore the key drivers of pricing and costs across the different components of an IT solution, including both direct and hidden costs.
  • Price comparison: You will learn how to compare pricing across suppliers and technologies, and what to consider when evaluating different offers to ensure a fair and informed comparison.
  • Contract types and terms: We explore the most common contract types, licensing models, and contractual terms you will encounter in IT procurement, and how to read and understand them.
  • Negotiation: You will learn practical methods for negotiating the different elements of IT agreements — from pricing to contractual terms — to maximise the value delivered to your organisation.

The course is designed for professionals who may already have procurement experience from other categories but are new, or relatively new, to IT procurement and want to get up to speed quickly and confidently.
We keep the groups small, with a maximum of six participants, ensuring plenty of time for questions, discussion, and dialogue throughout the course.