Software Asset Management

Agenda

• What is SAM

• What is the Opportunity

• Why Partner with Microsoft

• Next Steps

What is SAM ?

Software Asset Management is all of the infrastructure and processes necessary for the effective, management, control and protection of the software assets within an organization, throughout all stages of their lifecycle.

The right approach to license complianceProblem solverCost cutterMaximizes infrastructure ROISecurity and standardization

What SAM is about:

SAM is not an audit SAM is not just about tools SAM is not just an IT problem SAM is not just about processes There is no quick fix or silver bullet solution SAM is not just about Microsoft software

What SAM isn’t

What is Software Asset Management (SAM)

SAM solution lifecycle

Maximize Software ROIAvoid compliancy issuesHave centralized view of contracts and assetsBetter control over processes

Obje

ctive

Critica

l Succ

ess Fa

ctors:

Less

ons

Learn

ed

Approach

Service solution asopposed to tool or internal developmentEnterprise wide SAM solution Centralized management of assets and procurementEstablish standards

Res

ults

25% savings on IT Spend - GartnerFull overview of installed baseFully auditableCloser relationship with VendorsBetter re-negotiation Position

PartnerService Revenue StreamDeeper customer

relations

Problem – Maximizing the

return of your “Software”

AssetsNo centralized view of IT infrastructureNo visibility of spend infoVariety of suppliers and contractsMultiple standardsNo view of true TCO

Service Solution ApproachSenior management supportConvincing local IT Management

Understanding the Customer Value Proposition

Most customers understand the importance and value of software asset management, but often have very little time to spend on effectively managing their software and licenses. SAM helps customers gain control of their IT infrastructure. Key customer benefits include:

*”Life Cycle Management Underpins IT Asset Management” by Frances O’Brien – Gartner. August 6, 2004

Save Money

Manage Technological Change

Become More Competitive

Avoid costs and fines

Companies that systematically manage the life cycles of their IT assets will reduce cost per asset by as much as 30 percent in the first year, and between 5 and 10 percent annually in the next five years (0.8 probability).* SAM makes IT investments more predictible.

SAM can help customers assess which software assets have proven beneficial plus highlight where upgrades or new programs may be needed. SAM helps create standards across the enterprise.

Make better, faster quality decisions based on actual data. Increase your productivity and decrease your time to market

Abuse of software licenses can result in financial penalties, legal costs and even potential criminal judgments. SAM helps maintain self compliance and reduce legal and financial exposure

What is the Opportunity?

Why Customers Need SAM PartnersWhy SAM Fails: Common Pitfalls

SAM Consulting Partners Offer:

Lack of management buy-in and business unit participation

Understanding of how to make the business case for SAM, define key metrics, and measure/report resultsIndependent, client-centric resource with track record of project success

Lack of SAM expertise

Poor definition of program objectives

Real-world knowledge of licensing options/termsApplication of industry SAM best practices in a cost-effective and efficient mannerVelocity and project management resources around SAM

Poor tool selection and/or implementation

Experience selecting/deploying SAM toolsAbility to leverage existing vendor relationships

Use the Business Opportunity Calculator to determine how SAM can benefit your business, see: http://www.microsoft.com/resources/sam/partnerguide/opp_valueyou_boc.aspx

Uncover new business by discovering the need for

more licenses, or the need for additional services such as

architecture design consulting.

Receive new business referrals

from existing customers

Receive repeat business by establishing lasting relationships with customers and

building their loyalty

Improve profitability by providing software asset

management services to customers

What is the Partner Opportunity?By becoming a trusted SAM service provider, your company

can gain access to key decision makers within the highest levels in the organization and:

Identifying SAM opportunities

RapidGrowth

ComplexComputing

Environment

DesktopStandardization -

Architecture review

Mergers &Acquisitions

New Technology

Roll-Outs

License or Regulatory Compliance

Risk

Why Partner With Microsoft?

Microsoft SAM Vision

Create committed, loyal and predictable Microsoft customers who accurately value their software assets and the investments they make in them.

Software Asset Management (SAM) is imperative for the protection of software assets throughout all stages of a customer’s business lifecycle. SAM partners help provide asset protection and management services that can help to relieve management workload and free up technology budgets.

• Increase license compliance• Help customers realize more value from their

software investment • Build a stronger relationship with customers by

adding value • Increase customer satisfaction by recommending a

Partner to assist with Software Asset Management • Make it easier for partners to do business with

Microsoft

Why is Microsoft Sponsoring SAM?

Software Asset Management

Licensing Solutions Competency, Software Asset Management (SAM) Specialization

• “Software Asset Management” Specialization Requirements

TechnicalTwo

Individuals who pass: SAM MCP

Exam 70-673

Other

Three customer references

and fee

Software Asset ManagementOpportunity

Piracy of software on personal computers (PC) in Ireland remained static at 34%, Industry losses, due to software piracy, in Ireland rose to €84million.

Software piracy negatively impacts software publishers, creates unfair competition for legitimate companies, damages brands through distribution of substandard products, and exposes customers to a range of IT risks including security breaches and data loss.

Strategy

SAM ASSESSMENTSReviews with evaluations of SAM business process excellence. Customers’ license compliance deficiencies can be mapped directly to a lack of proper SAM business practice.

Channel Enforcement Actions (Civil and Criminal) Channel enforcement actions that are executed across 5 categories: Police Raids, Customs Seizures, Investigative Seizures, Civil Lawsuits / Complaints Filed, Criminal Lawsuits / Complaints Filed.

Anti-Piracy System builder Channel VisitsNumber of in person SBC visits to a system builder with an AP message aimed at achieving business conversion.

True-up servicesProvided by licensing partners a service in front of the yearly EA True Up an audit after the EA True Up date

Mystery ShoppingMystery Shopping and follow-up visits are efficient ways to gather piracy intelligence about the breadth System Builder/reseller channel (SB, or SBC).. .

AccordoAn established, proven process tele SAM which is successful across markets of all sizes, maturity and piracy rates

OGA - Office Genuine Advantage Notifications is a program that helps Microsoft fight software piracy and helps you validate that the copy of Microsoft Office installed on your computer is genuine and properly licensed.

Licensing ReviewsThe purpose of the Microsoft Licence Review is to allow customers to fully understand your licensing position. The overall goal for License Reviews is to identify through data-mining efforts, the upper midsize and EPG customers who may potentially be out of compliance

BSABusiness Software Alliance (BSA) is a nonprofit trade association created to advance the goals of the software industry and its hardware partners.