SAM means opportunities

Software Asset Mangement in good standing

With a new ISO Standard looming in Software Asset Management (SAM), VARs are well placed to reap the benefits of offering additional services.

SAM consultancy SAMpartners has claimed the channel should strike while the iron is hot when the issue is rising in importance for vendors.

“The new ISO Standard passed to Final Committee Draft status last May and is on track to be published next May. That doesn’t leave an awful lot of time for major software users who want to grab the opportunity and benefits of becoming ISO-accredited in SAM,” said Tony Fisher, chief executive at SAMpartners.

The cost to the UK channel of pirated software went up by £200m to a total £1bn in 2004, according to analyst firm IDC (CRN, 23 May). Fisher said resellers should offer SAM to customers as it can elevate a firm to be more than merely a software supplier.

“Awareness is rising and for the first time firms are approaching vendors and asking for guidance. Any reseller that is serious about adding value needs to offer SAM,” said Fisher.

Najeeb Khan, a representative for the Business Software Alliance, said SAM has been more prominent on business agendas. “Resellers can benefit from incorporating SAM into their after sales care. They can offer protection to their customers from being underlicensed, and they can also generate opportunities to sell auditing software and services,” he said.