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itassetmanagement.net#SAMskills
Assessing SAM
Maturity
By Martin Thompson
• Founder, ITAM Review, ITSM Review
• Chief Agitator, Campaign for Clear Licensing
itassetmanagement.net#SAMskills
The ITAM Review
• Independent voice since 2008
• News, Reviews, Events, Networking
• Monthly newsletter, Worldwide Events
itassetmanagement.net#SAMskills
SAM Industry Drivers
1.Audits
What is modern SAM?
itassetmanagement.net#SAMskills
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
itassetmanagement.net#SAMskills
SAM Industry Drivers
1.Audits
2.Financial Transparency
3.Innovation
4.Consumer-led demand
What is modern SAM?
itassetmanagement.net#SAMskills
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
itassetmanagement.net#SAMskills
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
itassetmanagement.net#SAMskills
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)
itassetmanagement.net#SAMskills
Authority
• Leadership
– Thump the table
– Get things done
– Make things happen
• Manages Change
– Cultural Changes
– Changes in working
practices
itassetmanagement.net#SAMskills
“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?
itassetmanagement.net#SAMskills
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
itassetmanagement.net#SAMskills
What about you?
Qualities
1.Analyst
2.Licensing & Contract Smarts
3.A licensing niche
4.A business perspective
5.Experience
Options
1.Smarter decision making
2.Leading a team
3.Becoming a specialist
4.Bigger and better challenges
itassetmanagement.net#SAMskills
Steering Group / SAM Board
•Reviews progress / takes action
•Business Intelligence for IT
•Coffee & Cake
Stakeholders
itassetmanagement.net#SAMskills
“50% of Vendors constituted only 1%
of spend… top 20 vendors presented
80% of spend…”
- Anthony Porter, Electronic Arts
itassetmanagement.net#SAMskills
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)
itassetmanagement.net#SAMskills
Reporting
• Key metrics to engage
stakeholders
• Continual Service
Improvement - (Slowly, slowly
catchy-monkey)
• Compliance, Efficiency, Agility
itassetmanagement.net#SAMskills
Verification
• Audit Ready
• Trustworthy Data
itassetmanagement.net#SAMskills
12 Box Model
itassetmanagement.net#SAMskills
12 Box Model
66 / 100
itassetmanagement.net#SAMskills
Questions?
Upcoming Events
www.itassetmanagement.net/events
www.itassetmanagement.net/
martin.thompson@itassetmanagement.net
@itammartin

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