Assessing SAM Maturity

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Assessing SAM Maturity

By Martin Thompson

• Founder, ITAM Review, ITSM Review• Chief Agitator, Campaign for Clear Licensing


The ITAM Review• Independent voice since 2008• News, Reviews, Events, Networking• Monthly newsletter, Worldwide Events


SAM Industry Drivers

1.Audits

What is modern SAM?


Modern Audits

• Compliance teams– Organized, Experienced, Sales Driven – NOT about reducing compliance– Exploiting Greyness– Data to feed deals

• Important Revenue Stream– 50% UK Oracle DB Revenue – >25% SAP & IBM Revenue


SAM Industry Drivers

1.Audits 2.Financial Transparency 3.Innovation 4.Consumer-led demand

What is modern SAM?


Taxi Take-off Cruising Altitude

SAM Preparation SAM Project SAM as BAU

Estimate Risk Show Risk Manage Risk

• Understand Environment• Address most common pitfalls• Build Business Case• Stakeholder Engagement• Core SAM Processes

• Gain visibility • Build momentum • Build credibility• Grasp low hanging fruit• First reconciliations• Internal audit

• Maintain momentum• Management by exception • Continual Service Improvement• Demonstrate Strategic Value

SAM Implementation


Assessing SAM Maturity

Microsoft SOM •Microsoft centric •Built in a perpetual world•Built in a desktop world •Not enough emphasis on change

Introducing 12 Box •Vendor neutral •12 Boxes to tick•Audit Ready / CSI Focus •People, Process & Technology


12 Box Model• The correct level of strategic focus for your SAM practice

– People (hearts, minds, leadership, focus)– Process (Checks, balances, embracing change) – Technology (Record keeping, automation, business intelligence)


Authority

• Leadership– Thump the table– Get things done– Make things happen

• Manages Change– Cultural Changes– Changes in working

practices


“Begin with the end in mind” ~ Stephen R. Covey (1932 – 2012)

THE MASTERPLAN: •What’s the plan? •What does finished look like?•How will we measure success? •Who is doing what? •What won’t we do?


TeamWhat does

finished look like?

How do we measure our

consumption?

Who handles inventory?

Who knows the licensing

for this vendor?

Who is responsible?

Adobe ? ? ? ? ?

Microsoft ? ? ? ? ?

Autodesk ? ? ? ? ?

Gaps in the team / expertise – your virtual SAM team: •You and your SAM team •Other resources in the IT department •Stakeholders / System Owners / Product Specialists •External specialists / SAM Managed Service Providers


What about you? Qualities

1.Analyst 2.Licensing & Contract Smarts3.A licensing niche4.A business perspective5.Experience

Options

1.Smarter decision making2.Leading a team3.Becoming a specialist4.Bigger and better challenges


Steering Group / SAM Board•Reviews progress / takes action •Business Intelligence for IT •Coffee & Cake

Stakeholders


“50% of Vendors constituted only 1% of spend… top 20 vendors presented 80% of spend…”

- Anthony Porter, Electronic Arts


Technology

Data Model

1. What software publishers shall we focus on (Don’t boil the ocean)

2. What data do we need to manage our agreements? (Begin with the end in mind)

3. What tools can help us? (Record keeping, automation and heavy lifting)


Reporting• Key metrics to engage

stakeholders • Continual Service

Improvement - (Slowly, slowly catchy-monkey)

• Compliance, Efficiency, Agility


Verification• Audit Ready• Trustworthy Data


12 Box Model


12 Box Model

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Assessing SAM Maturity

Technology

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