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The ITAM Review AUS Conference 2018
How to be a SaaS Manager – tools,
processes, and people to grab your
share of AU$50bn
AJ Witt, Industry Analyst, The ITAM Review
The ITAM Review AUS Conference 2018
About Me
•  Former	IT	Asset	Manager	
•  Now	Industry	Analyst	for	the	ITAM	Review	
•  Focused	on	SaaS	Management	&	ITAM	Tooling
The ITAM Review AUS Conference 2018
Agenda
•  Overview
•  The Challenge
•  The Requirement
•  The Solution
•  Market Review
The ITAM Review AUS Conference 2018
Overview	
$150BN	PA	SPEND	
BY	2020	
45%	OF	SOFTWARE	
SPENDING	BY	2021	
37%	OF	SPEND	IS	
WASTED
The ITAM Review AUS Conference 2018
The	Challenge	
SAAS	SPRAWL	 DECENTRALISED	
PURCHASING	
DISCOVERY	 SECURITY	&	
COMPLIANCE
The ITAM Review AUS Conference 2018
Why	should	we	be	involved?	
RISK	VERSUS	
COST	
MOTIVATIONS	 SKILLS
The ITAM Review AUS Conference 2018
Risk vs Cost
The ITAM Review AUS Conference 2018
Risk	vs	Cost	
Zero	Compliance	risk?	
No	underlicensing	
No	Audits	
But	what	about	cost?	
Minimum	spends	
No	true-downs	
Multiple	contracts	
Unused	accounts	
Edition-sizing	
Leavers	
Deployment	lag
The ITAM Review AUS Conference 2018
Motivations & Skills
•  Departments don’t manage SaaS costs
•  ”We can just switch it off”
•  They may try to shift the cost to IT in Year 2
•  They don’t have the tools
•  We do!
The ITAM Review AUS Conference 2018
What	do	you	need?	
People	
Analysts	
Managers	
Process	
Procurement	
Compliance	
Financial	Management	
Tools	
Discovery	
Optimisation	
Automation
The ITAM Review AUS Conference 2018
Stakeholder	Engagement	
Everyone	is	potentially	a	
stakeholder	
They’re	not	like	internal	IT	
stakeholders	
Understand	their	motivations
The ITAM Review AUS Conference 2018
SaaS	Optimisation	Operations	
REPORT	 MONITOR	 AGGREGATE
The ITAM Review AUS Conference 2018
SaaS Discovery Methods
•  	 	 API	
•  	 	 Expenses/Accounts	Payable	
•  	 	 Single	Sign	On	(SSO)	
•  	 	 Inventory	Agent/Browser	plugin	
•  	 	 Web	Proxy/Endpoint	
•  	 	 App	Permissions
The ITAM Review AUS Conference 2018
Discovery Challenges
•  Privacy	
•  BYOD	
•  Browser-native	vs	Dedicated	application	
•  Proxy	bypass	
•  AP/Expenses	system	compatibility	
•  Agent/Browser	Plugin	deployment	
•  Core	vs	peripheral	functionality	
•  API	availability/complexity	
•  SaaS	Provider	resistance	
See	https://bit.ly/SaaSDiscovery	for	more	details
The ITAM Review AUS Conference 2018
Discovery Challenges
Discovery Methodology Privacy BYOD Proxy Bypass
Browser-native
applications
Dedicated
applications
AP/Expenses
System access
Agent/Browser
Plugin
Deployment
API Availability
InventoryAgent/Browser Plugin R R G G G G A G
API G G G G G G G R
App Permissions G G G G G G G R
CASB A R R G G G G G
Expenses/AP G G G G G R G G
Web Proxy/Endpoint R R R G A G A G
SSO G G G G G G G R
Challenge
The ITAM Review AUS Conference 2018
Market Overview
The SaaS Management market has seen
•  Several	similar	new	entrants	since	early	2017	
•  Two	acquisitions	of	startups	by	established	players	
•  Innovation	in	approach	to	inventory	and	discovery	
•  Rapid	product	delivery	by	established	SAM	tool	vendors	
	
What’s	next?	
•  Further	acquisitions	
•  Rapid	growth	
•  Rationalisation	among	startups	
•  Further	innovation,	particularly	around	BYOD	&	Privacy
The ITAM Review AUS Conference 2018
Vendors
The ITAM Review AUS Conference 2018
Questions?
The ITAM Review AUS Conference 2018
Thank You

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Australia Conference 2018_How to be a SaaS manager – tools, people and processes to get you a slice of $300m cost savings

  • 1. The ITAM Review AUS Conference 2018 How to be a SaaS Manager – tools, processes, and people to grab your share of AU$50bn AJ Witt, Industry Analyst, The ITAM Review
  • 2. The ITAM Review AUS Conference 2018 About Me •  Former IT Asset Manager •  Now Industry Analyst for the ITAM Review •  Focused on SaaS Management & ITAM Tooling
  • 3. The ITAM Review AUS Conference 2018 Agenda •  Overview •  The Challenge •  The Requirement •  The Solution •  Market Review
  • 4. The ITAM Review AUS Conference 2018 Overview $150BN PA SPEND BY 2020 45% OF SOFTWARE SPENDING BY 2021 37% OF SPEND IS WASTED
  • 5. The ITAM Review AUS Conference 2018 The Challenge SAAS SPRAWL DECENTRALISED PURCHASING DISCOVERY SECURITY & COMPLIANCE
  • 6. The ITAM Review AUS Conference 2018 Why should we be involved? RISK VERSUS COST MOTIVATIONS SKILLS
  • 7. The ITAM Review AUS Conference 2018 Risk vs Cost
  • 8. The ITAM Review AUS Conference 2018 Risk vs Cost Zero Compliance risk? No underlicensing No Audits But what about cost? Minimum spends No true-downs Multiple contracts Unused accounts Edition-sizing Leavers Deployment lag
  • 9. The ITAM Review AUS Conference 2018 Motivations & Skills •  Departments don’t manage SaaS costs •  ”We can just switch it off” •  They may try to shift the cost to IT in Year 2 •  They don’t have the tools •  We do!
  • 10. The ITAM Review AUS Conference 2018 What do you need? People Analysts Managers Process Procurement Compliance Financial Management Tools Discovery Optimisation Automation
  • 11. The ITAM Review AUS Conference 2018 Stakeholder Engagement Everyone is potentially a stakeholder They’re not like internal IT stakeholders Understand their motivations
  • 12. The ITAM Review AUS Conference 2018 SaaS Optimisation Operations REPORT MONITOR AGGREGATE
  • 13. The ITAM Review AUS Conference 2018 SaaS Discovery Methods •  API •  Expenses/Accounts Payable •  Single Sign On (SSO) •  Inventory Agent/Browser plugin •  Web Proxy/Endpoint •  App Permissions
  • 14. The ITAM Review AUS Conference 2018 Discovery Challenges •  Privacy •  BYOD •  Browser-native vs Dedicated application •  Proxy bypass •  AP/Expenses system compatibility •  Agent/Browser Plugin deployment •  Core vs peripheral functionality •  API availability/complexity •  SaaS Provider resistance See https://bit.ly/SaaSDiscovery for more details
  • 15. The ITAM Review AUS Conference 2018 Discovery Challenges Discovery Methodology Privacy BYOD Proxy Bypass Browser-native applications Dedicated applications AP/Expenses System access Agent/Browser Plugin Deployment API Availability InventoryAgent/Browser Plugin R R G G G G A G API G G G G G G G R App Permissions G G G G G G G R CASB A R R G G G G G Expenses/AP G G G G G R G G Web Proxy/Endpoint R R R G A G A G SSO G G G G G G G R Challenge
  • 16. The ITAM Review AUS Conference 2018 Market Overview The SaaS Management market has seen •  Several similar new entrants since early 2017 •  Two acquisitions of startups by established players •  Innovation in approach to inventory and discovery •  Rapid product delivery by established SAM tool vendors What’s next? •  Further acquisitions •  Rapid growth •  Rationalisation among startups •  Further innovation, particularly around BYOD & Privacy
  • 17. The ITAM Review AUS Conference 2018 Vendors
  • 18. The ITAM Review AUS Conference 2018 Questions?
  • 19. The ITAM Review AUS Conference 2018 Thank You