Building the Business Case for IT Asset Management

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18 Νοε 2013 (πριν από 3 χρόνια και 10 μήνες)

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Kris Barker, Co
-
Founder and CEO

Express Metrix

Building the Business Case

for IT Asset Management

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


Agenda


ITAM Challenges


Common Pitfalls


Building the Business Case


Overcoming Management Objections


Quantifying ROI


Q & A


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

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


Building a Strong

Business Case

Align Business & IT!


Understand business initiatives, and IT’s 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



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

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”



Evangelize

the Benefits!!!

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

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


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

Competitive Advantage

(Revenue Acceleration)


$
Make better quality decisions via more
complete & transparent information

$
Rapidly handle IT aspects of M&A and
departmental changes

$
Improve worker productivity

$
Deploy new technology more quickly &
reliably

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 that’s appropriate for
executive audience


Find the right project sponsor to “champion” the
cause

Know the Management Objections

(and how to overcome them)



Objection:
We don’t have budget.

Argument:
We can’t 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.

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 ITAM’s specific impact on other projects.

Example:

Technology migration has impacts on licensing &
maintenance, who has it already, who needs it, what systems
are / aren’t prepared. ITAM addresses all of these.

Quantify the ROI


Rule of thumb: If it’s 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



Thank you!


Express Metrix:
www.expressmetrix.com

ROI Model:
www.expressmetrix.com/roi


Kris Barker:
kbarker@expressmetrix.com