Yanni Karalis, PhD

Critic
DISC Type : C

Chief of Research- Tech Sourcing, Procurement & Vendor Management at Gartner

Greater Boston, United States

Overview

Yanni Karalis is the VP and Chief of Research for Tech Sourcing, Procurement, and Vendor Management at Gartner. People who have worked with him describe him as astute, thoughtful, and sharp. He earned an MSc from Kings College London and also serves as an Adjunct Professor at the University of New Hampshire.

Originally from Greece, he had to support his family business during the financial crisis, an experience he says taught him empathy and how to operate under stress. He is a Co-Founder of the International Association of Outsourcing Professionals (IAOP) Charlotte Chapter, demonstrating deep community involvement in his field.

Unique fact: A former basketball player for the University of New Hampshire Wildcats, a 2006 game video exists online highlighting his big plays.

Personality Overview

Precise

Information Seeker

Objective Thinker

They like to do things independently and don’t look for support from others.  They choose to analyze logically and value facts to emotions. Unless the value is proven by data, they are unlikely to value fancy features.

Topics They Care About

AI Vendor Lock-in
He recently co-authored guidance on the growing concern of vendor lock-in as companies increasingly adopt AI technologies.
Tech Procurement Strategy
His research focuses on best practices for technology procurement, IT asset management, and vendor management to support business innovation.
Data Privacy & GDPR
He has been quoted as an expert on the role of sourcing and vendor management leaders as the 'first line of defense' in ensuring GDPR compliance.

Media Appearances

Yanni Karalis - Gartner. Featured in Gartner

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Expert Insight Video: Building the Capabilities of IT Sourcing …. Featured in Gartner

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Work History

8-2022
Chief of Research- Tech Sourcing, Procurement & Vendor Management at Gartner
1-2022
Adjunct Professor at University of New Hampshire
3-2021
Vice President, Research & Advisory, Technology Sourcing, Procurement , Asset & Vendor Management at Gartner
2018 - 3-2021
Senior Director, Research & Advisory, Procurement, Sourcing & Vendor Management at Gartner
1-2017 - 6-2017
Head of Strategic Procurement at Skillsoft

Education

MSc International Management from King's College London
BA from University of New Hampshire

More Information

Social Presence :

Prographics :

Exp : 13 Location : Greater Boston, United States Job Level : Senior Designation : Chief of Research- Tech Sourcing, Procurement & Vendor Management at Gartner
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Insights For Selling To Yanni

During A Call Or A Meeting

DO's

  • Be formal and objective, they will appreciate it more
  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories
  • Be ready to answer many clarity-seeking questions and requests for information

DONT's

  • Do not use very emotional or colorful language
  • Avoid pushing them too much to involve other stakeholders unless it is critical
  • Don't give superficial answers, they are easily rattled by them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Yanni is

  • Proven ROI, pricing and objective proof points are the factors that sway their decision.
  • Will you ever get a clear answer from Yanni

  • They are comfortable saying no if they are convinced that it is the correct decision.

Insights For Deal Planning

    How fast (or slow) will Yanni move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Yanni take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Yanni

Personality Compatibility


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