20 Year History of (I)SAM as Seen by an Insider

20 Year History of (I)SAM as Seen by an Insider

It was 22 years ago in 1994 when, in my new job with IT Finance, I was told to build a data repository of all our company’s hardware and software assets.  What made it challenging was to create a way to measure unit costs across hardware and software spend.  Since there were no robust tools… Continue Reading

Do the Best Negotiators Get the Best Deal

Do the Best Negotiators Get the Best Deal

With over 50 years negotiating with vendors in many countries and watching hundreds of companies negotiate with their software vendors, I’ve never met a negotiator who thinks he/she is a bad negotiator.  Of the thousands of software deals I’ve seen, I’ve never met someone who thought they negotiated a bad deal.  Yet by definition, there… Continue Reading

Is Your SAM Provider a Travel Agent or Tour Guide

How many of us have traveled to another part of the country or continent in search of new sights and adventures?  How many of us have had friends and relatives come from afar to visit with a list of places they wanted to see?  When we travel to visit a new country or continent, we… Continue Reading

Why Building an Effective SAM Team is like an NFL Draft

Why Building an Effective SAM Team is like an NFL Draft

Every year during the NFL draft, thousands of professional sports writers, prognosticators, coaches, managers, and millions of sports fans carefully watch which player their favorite NFL team will draft.  Although every professional writer and draft expert goes thru their own systematic criteria for determining which player will be drafted by each team, they all seem… Continue Reading

Why “Special Negotiators Often Pay More

For years, I’ve often heard someone tell me that they negotiated a best in class software deal because they are “special”.  The assumption is that they are a unique and “special” company therefore need to negotiate a software contract with their “special” considerations.  While I believe that every person is indeed “special”, we all work… Continue Reading

What the Software Industry Learned from the Airline Industry

What the Software Industry Learned from the Airline Industry

In the late 1970s, a global movement began to deregulate the airline industry.  At that time, airline load factors were averaging under 60% and the industry was losing billions.  Today their load factor is approaching 90% and US carriers made almost $30 billion in 2015. Unlike manufacturers that have invested heavily in plant and equipment,… Continue Reading

Is 100% Accurate SAM Good SAM?

Is 100% Accurate SAM Good SAM?

I recently saw a small booth in a mall advertising “100% Accurate” taxes completed. A first impression of a service that offers to be “100% Accurate” is that it must be good service. Yet, after some critical thinking, is the “100% Accurate” tax service really what it appears to be? Will they be able to… Continue Reading

Why the Best Deals May be Bad for your Health

Why the Best Deals May be Bad for your Health

Since the beginning of Gartner’s SWAMI Software Asset Management conferences over 20 years ago a large number of speakers, consultants, industry “experts”, and research analysts have given hundreds of presentations on how to negotiate a good deal. The measurement of a good software deal has consistently been measured by (1) how much you can get… Continue Reading