Selling A Client On Software Asset Management

Regaining Control

The “vital step” to regaining control of a company’s software assets is to present a “solid business case” that spells out how much the organization stands to lose if it doesn’t act, but also how much it stands to gain by changing its habits, the 1E study says. “Having this data in hand empowers the IT department to secure executive sponsorship” and the money to get a better handle on their software, the study says.

But while the money is, of course, important for a company when it looks to line up a solution provider or automate, attitude must also be there, says Chuck Fried, president and CEO of TxMQ, a software asset management specialist based in Getzville, N.Y., especially when it comes to avoiding the consequences of an audit.

“Most companies want to be compliant,” Fried says. “At the end of the day, you’ve got to want to do it.”