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

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”

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)

17. Know the Management Objections(and how to overcome them)

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.com ROI Model: www.expressmetrix.com/roi Kris Barker: kbarker@expressmetrix.com