Why SAM Tool Implementations Fail

Lack of licensing reconciliation knowledge

Even assuming the tool is able to gather complete and accurate software deployment information (which is often not the case for various reasons), such deployment information in itself is insufficient to the customer. Deployment information needs to be transformed into a license consumption position, which requires significant knowledge and experience in the software licensing rules relative to all in-scope software publishers. This involves considerations for licensing metrics, bundling rules, product upgrades and migration history, rules governing use in non-production environments, and many others. In addition, the customer needs to establish its license entitlement position, by aggregating historical purchases and analyzing software license agreements. The license consumption position and license entitlement position then need to be reconciled, which requires specific knowledge and experience as well. Nearly all customers are lacking the knowledge to accomplish the above three tasks and thus any deployment information coming out of the tool, even if complete and accurate, is useless to the customer in itself.

Lack of effective integration into the customer processes

SAM is really about processes. Tools can help automate some of the processes to some degree, not replace the underlying need for effective processes. If a tool is implemented in a vacuum, without integration into effective SAM processes, the customer will not realize benefit from the SAM tool.

Anglepoint Can Help

In our experience, the above are the two main reasons why most SAM tool implementations are considered by customers to have been a failure, and, as a result, why savvy customers are not jumping to buy tools. This is exactly where Anglepoint can help, with our specific expertise in SAM process implementation and in licensing for the largest software publishers. While we do not endorse any specific tools and offer no exclusive partnerships, we can team together on opportunities to bring actual results and benefits to customers.