Kris Barker, Co-Founder and CEO

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Building the Business Case for IT Asset
Management

• Kris Barker, Co-Founder and CEO
• Express Metrix

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About Express Metrix

• Provider of IT asset management solutions
• Hardware Software Inventory
• Software Usage Metering
• License Management
• Profitable and privately held
• Over 1.8 million users worldwide
• 13 years of continuous product development
• Recognized for quality of products and support

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Agenda

• ITAM Challenges
• Common Pitfalls
• Building the Business Case
• Overcoming Management Objections
• Quantifying ROI
• Q A

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ITAM Challenges

• Building a strong business case / internal
  selling
• Cross-departmental coordination / support
• Competing objectives among business IT
• Disconnect between those with the power to say
  yes and those who understand the problem
• Internal resistance course corrections are to
  be expected

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Common Pitfalls

• Failure to obtain management buy-in
• Lack of ITAM knowledge
• Lack of dedicated cross-functional team
• Failure to recognize inform less obvious
  stakeholders
• Poor process definition,
  over-emphasis on tool
• Biting off too much at once
• Failure to document share
  successes

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• Building a Strong
• Business Case

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Align Business IT!

• Understand business initiatives, and ITs role
  relative to those initiatives
• Reduce costs?
• Increase revenue?
• Improve service levels?
• Manage risk?
• Map ITAM business case to initiatives
• Ensure metrics for measuring program success are
  connected to business initiatives

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Understand Your Stakeholders Hot Buttons
Information Technology Service levels Staff efficiency Security Employee productivity TCO reduction Desktop standards
Finance Assets vs. liabilities Chargeback Maximizing return on capital Asset depreciation
Purchasing Better price points Re-allocation of assets Improving negotiating power Order fulfillment
Legal Minimizing risk License compliance Government regulations Protecting intellectual property
Business Units Increasing revenue Employee productivity Employee satisfaction
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Debunk the Myths

• ITAM is not
• A technology solution
• Just about licenses or compliance
• A silver bullet or quick fix
• Just an IT issue
• A one-time project

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• Evangelize
• the Benefits!!!

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Cost Reduction(Hard-Dollar Savings)

• Reclaim unused licenses avoid unnecessary
  purchases maintenance fees
• Take advantage of the best licensing program
  options
• Standardize the desktop environment
• Establish more effective long-term IT planning
  budgeting practices

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IT Efficiencies(Soft-Dollar Savings)

• Automate manual processes
• Centralize hardware software asset tracking
• Prepare for technology upgrades / migrations
• Extend inventory data to support staff for
  troubleshooting
• Reduce support incidents training costs via
  software standards

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Risk Mitigation(Cost Avoidance)

• Monitor ensure license compliance
• Mitigate regulatory compliance risks via improved
  IT governance controls
• Reveal intellectual property liabilities
  vulnerabilities (music piracy, spy ware, chat
  programs, file-sharing apps)
• Ensure machines meet security software standards

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Competitive Advantage(Revenue Acceleration)

• Make better quality decisions via more complete
  transparent information
• Rapidly handle IT aspects of MA and departmental
  changes
• Improve worker productivity
• Deploy new technology more quickly reliably

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Employ Successful Selling Techniques

• Be patient and stay the course it will pay
  off!
• Understand the CXO mindset, speak the language
• Embrace a presentation style thats appropriate
  for executive audience
• Find the right project sponsor to champion
  the cause

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Know the Management Objections(and how to
overcome them)
Objection We dont have budget.
Argument We cant afford NOT to make this investment.
Tip 1 Show how investment will save in short and long run (ROI metrics).
Tip 2 Emphasize the risks of NOT acting, for example Compliance penalties Ongoing purchase maintenance of unused software Security breaches
Tip 3 Request resources for pilot program.
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Know the Management Objections(and how to
overcome them)
Objection Other projects take priority.
Argument ITAM will allow other projects to be implemented more efficiently and successfully.
Tip 1 Familiarize yourself with priority projects.
Tip 2 Interrelate ITAMs specific impact on other projects.
Example Technology migration has impacts on licensing maintenance, who has it already, who needs it, what systems are / arent prepared. ITAM addresses all of these.
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Quantify the ROI

• Rule of thumb If its not an essential
  program, you need to justify it
• Start with software higher level of investment
  and therefore savings potential
• Under-promise and over-deliver
• Communicate only those results you can document
  verify
• Run pilot program, demonstrate potential impact
  of broader program

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• Thank you!
• Express Metrix www.expressmetrix.com
• ROI Model www.expressmetrix.com/roi
• Kris Barker kbarker_at_expressmetrix.com