Building a Software Asset Management (SAM) program is a substantial project and getting the support you need to drive this forward can be frustrating and overwhelming, but one thing is certain—securing executive buy-in and making sure you are relevant and align to their goals is paramount. Part of the work of a software asset management team is to learn how to listen and engage with stakeholders and to sell the value of SAM to executives who have many priorities on their plate.
Luckily, getting this essential buy-in can be successfully achieved through building a business case for software asset management, outlining current organization-wide IT cost, compliance and agility issues, and all associated business challenges that you will solve with your program.Figuring out these basics and knowing where to start is a challenge Anglepoint’s consultants see all too often. SAM leaders understand the importance of software asset management, but persuading management to see it from their perspective will require an understanding of your organization’s strategy and what outcomes matter to the business. All too often SAM programs fall at the first hurdle because business leaders don’t draw the parallels between the value of SAM and their goals and are therefore hesitant to invest.
This article acts as a toolkit with all the useful resources you may need to make the case to demonstrate value in a way leaders can understand.
Demonstrating the value of Software Asset Management
Articulating the need and value of a software asset management program is crucial when it comes to getting stakeholder buy-in. You will need to demonstrate clearly the required solution and the positive impact that this change will have on the business. The executive team will need to be shown in simple terms the return on investment (ROI) and KPIs on which this is measured before a budget can be agreed on in principle.
Be sure to include the cost and potential ongoing risk (potentially millions of dollars) of doing nothing as a comparison to the cost of your proposed program, as this will further align and make relevant the importance of SAM in your organization. Anglepoint has helped organizations across the world demonstrate why SAM programs can’t be ignored when their value is articulated in simple terms, by aligning the SAM program to the goals of their organization.
Check out this podcast for insights on the Strategic Importance of software asset management which will help to define the value you are looking to demonstrate.
Anglepoint’s Business Case Framework: the four key elements
- Understanding the priorities of your organization. Whether it is saving on costs, reducing overspend, or mitigating risk, your business case should align with what you value as an organization.
- Assessing your application portfolio. Which are the riskiest software publishers in your portfolio? Identify areas that are not covered by your inventory tools.
- Interviewing your IT stakeholders. Listen and understand, think of IT stakeholders as internal customers. What IT issues are causing headaches in your organization? Use your business case to address the specific pain points of your users.
- Justifying the resources you need. Paint a clear picture of the future with elements on ROI in their language and metrics, cost savings potential, and the risks of inaction. Our cost savings calculator will help quantify the potential cost savings that SAM excellence can deliver for your organization (see below).
You can learn more about each of these key points in these Anglepoint Resources:
- Delivering on Business Value
- Tier 2 Software Publishers: Why They Audit and What To Look Out For
- Anglepoint’s Cost Savings Calculator
Presenting your business case
Once you gather the information you need for the business case, you can present it to the stakeholders. Following these simple rules will ensure that you retain their attention and encourage an informed decision:
- Keep it brief and centered around them, not SAM—only deliver the essential information
- Keep it interesting—always remain clear and concise
- Avoid ambiguity—stay away from jargon
- Keep it in your organization’s voice and style
- Show value and benefits—focus on business priorities as a whole
- Show what ‘good’ looks like—use an example when possible
- Keep it readable—it should stand alone and be self—explanatory
Our team of experts has worked with numerous clients to ensure that the right information is gathered and delivered back to stakeholders to secure a budget for SAM tools and services. Our ITAM Program Transformation service delivers workshops that will support this process and help to outline the strategy to deliver SAM excellence.
You can download our ITAM Program Transformation eBook to see the step-by-step guide.
If you would like to speak to one of our experts about your SAM strategy and planned business case to support this, visit our dedicated web page and book a call today.
Anglepoint is recognized as a Leader in the 2023 Gartner® Magic Quadrant™ for SAM Managed Services Our completeness of vision and ability to execute ensures that our clients get the best-in-class support at every stage of their ITAM journey.