Presentation Transcript

1. Software Asset Management

2. Agenda What is SAM What is the Opportunity Why Partner with Microsoft Next Steps
3. What is SAM ?
4. What is Software Asset Management (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. What SAM is about: What SAM isn’t The right approach to license compliance Problem solver Cost cutter Maximizes infrastructure ROI Security and standardization 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
5. SAM solution lifecycle Problem – Maximizing the return of your “Software” Assets Critical Success Factors: Lessons Learned No centralized view of IT infrastructure No visibility of spend info Variety of suppliers and contracts Multiple standards No view of true TCO Service Solution Approach Senior management support Convincing local IT Management 25% savings on IT Spend - Gartner Full overview of installed base Fully auditable Closer relationship with Vendors Better re-negotiation Position Partner Service Revenue Stream Deeper customer relations Maximize Software ROI Avoid compliancy issues Have centralized view of contracts and assets Better control over processes Objective Results Service solution asopposed to tool or internal development Enterprise wide SAM solution Centralized management of assets and procurement Establish standards Approach
6. 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: 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 Save Money Manage Technological Change Become More Competitive Avoid costs and fines *”Life Cycle Management Underpins IT Asset Management” by Frances O’Brien – Gartner. August 6, 2004
7. What is the Opportunity?
8. Why Customers Need SAM Partners
9. 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: Uncover new business by discovering the need for more licenses, or the need for additional services such as architecture design consulting. Improve profitability by providing software asset management services to customers Receive repeat business by establishing lasting relationships with customers and building their loyalty Receive new business referrals from existing customers 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
10. Identifying SAM opportunities New Technology Roll-Outs Mergers & Acquisitions Complex Computing Environment Rapid Growth License or Regulatory Compliance Risk Desktop Standardization - Architecture review
11. Why Partner With Microsoft?
12. 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.
13. Why is Microsoft Sponsoring SAM? 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
14. Technical Other Two Individuals who pass: SAM MCP Exam 70-673 Three customer references and fee Software Asset Management Licensing Solutions Competency, Software Asset Management (SAM) Specialization “Software Asset Management” Specialization Requirements
15. Software Asset Management SAM ASSESSMENTS Reviews with evaluations of SAM business process excellence. Customers’ license compliance deficiencies can be mapped directly to a lack of proper SAM business practice. True-up services Provided by licensing partners a service in front of the yearly EA True Up an audit after the EA True Up date 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. 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. Mystery Shopping Mystery Shopping and follow-up visits are efficient ways to gather piracy intelligence about the breadth System Builder/reseller channel (SB, or SBC).. . Licensing Reviews The 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 Anti-Piracy System builder Channel Visits Number of in person SBC visits to a system builder with an AP message aimed at achieving business conversion. Accordo An established, proven process tele SAM which is successful across markets of all sizes, maturity and piracy rates BSA Business Software Alliance (BSA) is a nonprofit trade association created to advance the goals of the software industry and its hardware partners.