Microsoft's 'sales-driven' SAM tactics criticised

The software asset management engagements of Microsoft partners are making customers 'numb' to actual licensing requirements, Campaign for Clear Licensing claims

Software asset management (SAM) engagements conducted by Microsoft via its partners are "sales-driven" and "make customers numb to their real licensing requirements".

That's the view of the Campaign for Clear Licensing (CCL), a body that has ripped into the licensing practices of Oracle and, latterly, SAP and IBM since it was formed last July.

In CCL's latest whitepaper, it's the turn of Microsoft to be hauled over the coals, although CCL praised it for generally being more "progressive" than the trio of software publishers mentioned above.

Based on feedback from over 100 worldwide Microsoft customers on their concerns and challenges with software licensing, CCL issued five ‘call-to-actions' for the software giant.

This included a recommendation that Microsoft separate its software asset management practice from its new business generation activities because engagements are currently too sales-led.

"Microsoft offers reviews via its partners for customers to establish an effective license position," CCL explained. "These are sales-driven activities with the aim of identifying any gaps and driving the customers towards new technology and longevity in the contract. We believe these SAM engagements make customers numb to their real licensing requirements and encourage immature software management processes."

CCL also called on the vendor to introduce clear and open measurement metrics and greater audit clarity.

CCL founder Martin Thompson praised Microsoft for promoting SAM within its partner ecosystem and lending support to the ISO SAM standard. Feedback from customers also points to less "hostile" working relationships that the likes of Oracle, he added.

"However, the overwhelming feedback from our research suggests that Microsoft licensing complexity, designed to give customers choice, is stunting their own growth and getting in the way of customer innovation," he said.

The organisations questioned, 20 per cent of which were UK based, had an average size of 12,000 seats.

A Microsoft representative issued us with the following comment:

"Microsoft does periodically conduct audits, as is fairly standard across the industry, however we have also made significant investments in training and consulting services to provide customers with customised, proactive SAM assistance. We continue long-term efforts to improve and simplify our licensing terms, based on valuable feedback from our customers and partners worldwide. We have also partnered with national standards bodies and industry leading groups to develop and adopt international standards which enable customers to not only manage their software licenses but also optimise their spend and improve overall IT security."