1. Software Asset Management

2. Agenda What is SAM What is the Opportunity Why Partner with Microsoft Next Steps

3. What is SAM ?

4. Software Asset Management is all of the infrastructure and processes necessary for the effective, management, control and protection of the software assets within an organization, throughout all stages of their lifecycle. The right approach to license compliance Problem solver Cost cutter Maximizes infrastructure ROI Security and standardization What SAM is about: SAM is not an audit SAM is not just about tools SAM is not just an IT problem SAM is not just about processes There is no quick fix or silver bullet solution SAM is not just about Microsoft software What SAM isn’t What is Software Asset Management (SAM)

5. SAM solution lifecycle Maximize Software ROI Avoid compliancy issues Have centralized view of contracts and assets Better control over processes Objective Critical Success Factors: Lessons Learned Critical Success Factors: Lessons Learned Approach Service solution as opposed to tool or internal development Enterprise wide SAM solution Centralized management of assets and procurement Establish standards Results 25% savings on IT Spend - Gartner Full overview of installed base Fully auditable Closer relationship with Vendors Better re-negotiation Position Partner Service Revenue Stream Deeper customer relations Problem – Maximizing the return of your “Software” Assets No centralized view of IT infrastructure No visibility of spend info Variety of suppliers and contracts Multiple standards No view of true TCO Service Solution Approach Senior management support Convincing local IT Management

6. Understanding the Customer Value Proposition Most customers understand the importance and value of software asset management, but often have very little time to spend on effectively managing their software and licenses. SAM helps customers gain control of their IT infrastructure. Key customer benefits include: *”Life Cycle Management Underpins IT Asset Management” by Frances O’Brien – Gartner. August 6, 2004 Save Money Manage Technological Change Become More Competitive Avoid costs and fines Companies that systematically manage the life cycles of their IT assets will reduce cost per asset by as much as 30 percent in the first year, and between 5 and 10 percent annually in the next five years (0.8 probability).* SAM makes IT investments more predictible. SAM can help customers assess which software assets have proven beneficial plus highlight where upgrades or new programs may be needed. SAM helps create standards across the enterprise. Make better, faster quality decisions based on actual data. Increase your productivity and decrease your time to market Abuse of software licenses can result in financial penalties, legal costs and even potential criminal judgments. SAM helps maintain self compliance and reduce legal and financial exposure

7. What is the Opportunity?

8. Why Customers Need SAM Partners Why SAM Fails: Common Pitfalls SAM Consulting Partners Offer: Lack of management buy-in and business unit participation Understanding of how to make the business case for SAM, define key metrics, and measure/report results Independent, client-centric resource with track record of project success Lack of SAM expertise Poor definition of program objectives Real-world knowledge of licensing options/terms Application of industry SAM best practices in a cost- effective and efficient manner Velocity and project management resources around SAM Poor tool selection and/or implementation Experience selecting/deploying SAM tools Ability to leverage existing vendor relationships

9. Use the Business Opportunity Calculator to determine how SAM can benefit your business, see: http://www.microsoft.com/resources/sam/partnerguide/opp_valueyou_boc.aspx Uncover new business by discovering the need for more licenses, or the need for additional services such as architecture design consulting. Receive new business referrals from existing customers Receive repeat business by establishing lasting relationships with customers and building their loyalty Improve profitability by providing software asset management services to customers What is the Partner Opportunity? By becoming a trusted SAM service provider, your company can gain access to key decision makers within the highest levels in the organization and:

10. Identifying SAM opportunities Rapid Growth Complex Computing Environment Desktop Standardization - Architecture review Mergers & Acquisitions New Technology Roll-Outs License or Regulatory Compliance Risk

11. Why Partner With Microsoft?

12. Microsoft SAM Vision Create committed, loyal and predictable Microsoft customers who accurately value their software assets and the investments they make in them. Software Asset Management (SAM) is imperative for the protection of software assets throughout all stages of a customer’s business lifecycle. SAM partners help provide asset protection and management services that can help to relieve management workload and free up technology budgets.

13. Increase license compliance Help customers realize more value from their software investment Build a stronger relationship with customers by adding value Increase customer satisfaction by recommending a Partner to assist with Software Asset Management Make it easier for partners to do business with Microsoft Why is Microsoft Sponsoring SAM?

14. Software Asset Management Licensing Solutions Competency, Software Asset Management (SAM) Specialization “Software Asset Management” Specialization Requirements Technical Two Individuals who pass: SAM MCP Exam 70-673 Other Three customer references and fee

15. Software Asset Management Opportunity Piracy of software on personal computers (PC) in Ireland remained static at 34%, Industry losses, due to software piracy, in Ireland rose to €84million. Software piracy negatively impacts software publishers, creates unfair competition for legitimate companies, damages brands through distribution of substandard products, and exposes customers to a range of IT risks including security breaches and data loss. Strategy SAM ASSESSMENTS Reviews with evaluations of SAM business process excellence. Customers’ license compliance deficiencies can be mapped directly to a lack of proper SAM business practice. Channel Enforcement Actions (Civil and Criminal) Channel enforcement actions that are executed across 5 categories: Police Raids, Customs Seizures, Investigative Seizures, Civil Lawsuits / Complaints Filed, Criminal Lawsuits / Complaints Filed. Anti-Piracy System builder Channel Visits Number of in person SBC visits to a system builder with an AP message aimed at achieving business conversion. True-up services Provided by licensing partners a service in front of the yearly EA True Up an audit after the EA True Up date Mystery Shopping Mystery Shopping and follow-up visits are efficient ways to gather piracy intelligence about the breadth System Builder/reseller channel (SB, or SBC)... Accordo An established, proven process tele SAM which is successful across markets of all sizes, maturity and piracy rates OGA - Office Genuine Advantage Notifications is a program that helps Microsoft fight software piracy and helps you validate that the copy of Microsoft Office installed on your computer is genuine and properly licensed. Licensing Reviews The purpose of the Microsoft Licence Review is to allow customers to fully understand your licensing position. The overall goal for License Reviews is to identify through data-mining efforts, the upper midsize and EPG customers who may potentially be out of compliance BSA Business Software Alliance (BSA) is a nonprofit trade association created to advance the goals of the software industry and its hardware partners.