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The ITAM Review UK Conference 2018
SaaS Management – how to save
your share of $30bn
AJ Witt, Industry Analyst, The ITAM Review
The ITAM Review UK Conference 2018
About Me
•  Former	IT	Asset	Manager	
•  Now	Industry	Analyst	for	the	ITAM	Review	
•  Managed	5000+	device	estate,	half	of	which	was	
floaAng!	
•  Experienced	in	audit	defence	and	managing	distributed	
estates	across	mulAple	countries	and	operaAng	
companies
The ITAM Review UK Conference 2018
Agenda
An introductory session looking at emerging trends in
SaaS Management
•  The Challenge
•  The Requirement
•  The Solution
•  Market Review
The ITAM Review UK Conference 2018
Background
SaaS Market overview
•  Expected to grow to $102bn pa spend by 2020
•  That’s just SaaS, not XaaS
•  45% of software spending by 2021
•  30% of spend is wasted
•  A $30bn per annum opportunity for SAM Managers
•  That’s 30 new cruise ships
•  What this means for you
The ITAM Review UK Conference 2018
The Challenge
•  SaaS Sprawl
•  Decentralised Purchasing
•  Discovery
•  IT vs ”The business”
•  Competing ”Digital” teams
•  Stakeholder Engagement
The ITAM Review UK Conference 2018
Why should we be involved?
•  Risk versus Cost
•  Motivations
•  Skills
The ITAM Review UK 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
The ITAM Review UK Conference 2018
Motivations & Skills
•  Departments don’t manage SaaS costs
•  Sales, Marketing, BI usually worst at this
•  They don’t have the skillset to do it
•  They don’t have the headcount to do it
•  The don’t see it as important - ”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 UK Conference 2018
Stakeholder Engagement
•  Everyone is potentially a stakeholder
•  They’re not like internal IT stakeholders
•  Understand their motivations
•  Be an enabler, not a blocker
•  Focus on costs, not risks
•  Steer clear of technical licensing wins
•  Tell success stories
•  Don’t talk about what other departments are doing
•  Don’t say you’re from IT
•  Leave auditing and compliance to the audit teams
The ITAM Review UK Conference 2018
What do you need?
•  People, Policies, and Tools (but mainly tools!)
•  Discovery is complex
•  Multiple channels
•  Multiple services
•  No one method to rule them all
The ITAM Review UK Conference 2018
SaaS Discovery
Many methods including
•  	 	 Inventory	Agent/Browser	plugin	
•  	 	 API	
•  	 	 App	Permissions	
•  	 	 Cloud	Access	Security	Broker	(CASB)	
•  	 	 Expenses/Accounts	Payable	
•  	 	 Web	Proxy/Endpoint	
•  	 	 Single	Sign	On	(SSO)
The ITAM Review UK Conference 2018
Discovery Challenges
Challenges include
•  Privacy	
•  BYOD	
•  Browser-naAve	vs	Dedicated	applicaAon	
•  Proxy	bypass	
•  AP/Expenses	system	compaAbility	
•  Agent/Browser	Plugin	deployment	
•  Core	vs	peripheral	funcAonality	
•  API	availability/complexity	
•  SaaS	Provider	resistance
The ITAM Review UK 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 UK Conference 2018
Market Overview
The SaaS Management market has seen
•  Several	similar	new	entrants	since	early	2017	
•  Two	acquisiAons	of	startups	by	established	players	
•  InnovaAon	in	approach	to	inventory	and	discovery	
•  Rapid	product	delivery	by	established	SAM	tool	vendors	
	
What’s	next?	
•  Further	acquisiAons	
•  Rapid	growth	
•  RaAonalisaAon	among	startups	
•  Further	innovaAon,	parAcularly	around	BYOD	&	Privacy
The ITAM Review UK Conference 2018
Vendors
Zylo
Cardlife
Blissfully
Cleanshelf
Torii
MetaSaaS (Flexera)
VendorHawk (ServiceNow)
Intello
Siftery Track
… and established vendors
The ITAM Review UK Conference 2018
Questions?
The ITAM Review UK Conference 2018
Thank You

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UK Conference 2018_SaaS Management - How to save your share of $30bn_AJ Witt

  • 1. The ITAM Review UK Conference 2018 SaaS Management – how to save your share of $30bn AJ Witt, Industry Analyst, The ITAM Review
  • 2. The ITAM Review UK Conference 2018 About Me •  Former IT Asset Manager •  Now Industry Analyst for the ITAM Review •  Managed 5000+ device estate, half of which was floaAng! •  Experienced in audit defence and managing distributed estates across mulAple countries and operaAng companies
  • 3. The ITAM Review UK Conference 2018 Agenda An introductory session looking at emerging trends in SaaS Management •  The Challenge •  The Requirement •  The Solution •  Market Review
  • 4. The ITAM Review UK Conference 2018 Background SaaS Market overview •  Expected to grow to $102bn pa spend by 2020 •  That’s just SaaS, not XaaS •  45% of software spending by 2021 •  30% of spend is wasted •  A $30bn per annum opportunity for SAM Managers •  That’s 30 new cruise ships •  What this means for you
  • 5. The ITAM Review UK Conference 2018 The Challenge •  SaaS Sprawl •  Decentralised Purchasing •  Discovery •  IT vs ”The business” •  Competing ”Digital” teams •  Stakeholder Engagement
  • 6. The ITAM Review UK Conference 2018 Why should we be involved? •  Risk versus Cost •  Motivations •  Skills
  • 7. The ITAM Review UK 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
  • 8. The ITAM Review UK Conference 2018 Motivations & Skills •  Departments don’t manage SaaS costs •  Sales, Marketing, BI usually worst at this •  They don’t have the skillset to do it •  They don’t have the headcount to do it •  The don’t see it as important - ”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!
  • 9. The ITAM Review UK Conference 2018 Stakeholder Engagement •  Everyone is potentially a stakeholder •  They’re not like internal IT stakeholders •  Understand their motivations •  Be an enabler, not a blocker •  Focus on costs, not risks •  Steer clear of technical licensing wins •  Tell success stories •  Don’t talk about what other departments are doing •  Don’t say you’re from IT •  Leave auditing and compliance to the audit teams
  • 10. The ITAM Review UK Conference 2018 What do you need? •  People, Policies, and Tools (but mainly tools!) •  Discovery is complex •  Multiple channels •  Multiple services •  No one method to rule them all
  • 11. The ITAM Review UK Conference 2018 SaaS Discovery Many methods including •  Inventory Agent/Browser plugin •  API •  App Permissions •  Cloud Access Security Broker (CASB) •  Expenses/Accounts Payable •  Web Proxy/Endpoint •  Single Sign On (SSO)
  • 12. The ITAM Review UK Conference 2018 Discovery Challenges Challenges include •  Privacy •  BYOD •  Browser-naAve vs Dedicated applicaAon •  Proxy bypass •  AP/Expenses system compaAbility •  Agent/Browser Plugin deployment •  Core vs peripheral funcAonality •  API availability/complexity •  SaaS Provider resistance
  • 13. The ITAM Review UK 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
  • 14. The ITAM Review UK Conference 2018 Market Overview The SaaS Management market has seen •  Several similar new entrants since early 2017 •  Two acquisiAons of startups by established players •  InnovaAon in approach to inventory and discovery •  Rapid product delivery by established SAM tool vendors What’s next? •  Further acquisiAons •  Rapid growth •  RaAonalisaAon among startups •  Further innovaAon, parAcularly around BYOD & Privacy
  • 15. The ITAM Review UK Conference 2018 Vendors Zylo Cardlife Blissfully Cleanshelf Torii MetaSaaS (Flexera) VendorHawk (ServiceNow) Intello Siftery Track … and established vendors
  • 16. The ITAM Review UK Conference 2018 Questions?
  • 17. The ITAM Review UK Conference 2018 Thank You