1. Kris Barker, Co-Founder and CEO Express Metrix Building the Business Case for IT Asset Management

2. 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

3. Agenda ITAM Challenges Common Pitfalls Building the Business Case Overcoming Management Objections Quantifying ROI Q & A

4. 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

5. 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

6. Building a Strong Business Case

7. 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

8. 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

9. 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”

10. Evangelize the Benefits!!!

11. 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

12. 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

13. 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

14. 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

15. 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

16. 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.

17. 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.

18. 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

19. Thank you! Express Metrix: www.expressmetrix.comwww.expressmetrix.com ROI Model: www.expressmetrix.com/roiwww.expressmetrix.com/roi Kris Barker: kbarker@expressmetrix.comkbarker@expressmetrix.com