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Software Compliance Management
A Critical Component of Software Asset Management
Software Asset Management - Overview


                Software Asset Management is the practice of integrating people,
                processes, and technology to allow software licenses to be
                systematically tracked, evaluated and managed.

                The goal of Software Asset Management is to reduce IT
                expenditures, human resource overhead, and risk inherent to
                owning and managing software assets.

                                          Software Asset Management Key Process Areas
                                       Acquisition Management             Education
                                            Asset Identification     Financial Management
                                      Compliance Management         Legislation Management
                                               Communication          Policy Management
                                         Disposal Management         Project Management
                                               Documentation         Vendor Management



Copyright © 2009 The W Group. All rights reserved.                                           2
What is software compliance, and how does
 non-compliance happen?


                Software License Compliance is determined by whether you have
                legally acquired, configured, and are utilizing a genuine copy of a
                given copyrighted product in accordance to the licensed terms set
                down by the copyright holder.

                Non-Compliance is either the intentional, or unintentional misuse
                of copyrighted software assets. Many factors can contribute to
                non-compliance.

            Internet Piracy                          Soft Lifting              Complex Metrics        Counterfeiting




              Hard Disk Loading                         Virtualization              Poor Documentation Management




                   Bundled Suite Breaking                           Ineffective Policies         Software Rental


Copyright © 2009 The W Group. All rights reserved.                                                                     3
The W Group Software Compliance
                                                     Management Practice brings you skilled
                                                     sourcing executives, best in class
                                                     processes and tools to meet today's
                                                     complex software environment.



  Why Be Concerned about Software (SW) Compliance?
   In the current economic environment, SW vendors are under tremendous financial pressure to maintain
   and grow revenues. As a result, The W Group has seen an increase in the level of SW license
   compliance audits initiated by SW vendors. Penalties for non-compliance are often in the range of
   hundreds of thousands of dollars. Understanding where you are currently will save significant sums of
   money. The W Group Consultants are experienced at assessing the level of compliance of companies
   and can help ensure that you are effectively utilizing the SW to your fullest advantage.
   It is imperative that you understand what SW license rights you have acquired, where you have the
   licenses deployed and whether the license use complies with the terms of each SW license agreement.
   This information can be used to eliminate your risk of non-compliance and optimize your SW license
   investments.


              In a recent survey of 343 IT professionals -- about 24% were CIOs or other IT
                 executives -- most of them admit they've let licensing compliance slip.

Copyright © 2009 The W Group. All rights reserved.                                                         4
A recent survey of IT executives identified
 significant concerns regarding SW compliance.


 A survey of IT professionals was conducted in May 2008. The goal of the survey was to
 gather data about the current state of SW license compliance in corporate IT, including
 existence of unlicensed SW, efforts being made to ensure compliance, and perceptions
 of the impact of SW audits on IT teams.

         73% of IT executives and managers believe they are not prepared for a SW audit
         69% of participants are not confident that they are fully in compliance with SW
          license agreements
         67% of IT executives and managers do not believe their companies have taken
          appropriate steps to ensure compliance
         60% of IT executives and managers believe they have unlicensed SW deployed
         56% of participants track software assignments manually or not at all
         32% of total participants believe they are prepared for a SW audit
         16% of participants can automatically report on compliance; 20% are unable to report
          on compliance at all
         8% of participants have a fully automated process for tracking SW license compliance


                                                       Source: King Research, May 2008
Copyright © 2009 The W Group. All rights reserved.                                               5
The W Group can help you better understand
    your complex SW environment, minimize your
    compliance risk and optimize your spend.
• Do I have a SW compliance issue?
                                                                                                               License Models
• Do I have proof of purchase of my SW
  license(s)?                                                                                                                                                        er
                                                                                                              Per             Per       Value      Per           r Us
                                                                                            MIPS   Per Server
                                                                                                              CPU             Core      Units      Device      Pe
• Do I have a handle on where all of my SW is                                 O/S                                                                                   License
  deployed?                                                                                                                                                         Grant

• Is my company at risk if there is a SW




                                                                                                                                                                                 License Agreements
                                                                                                                                                               Acquisition
  audit?




                                                      Software Types
                                                                        Database
                                                                                                                                                               Records
                                                                                                                      e




                                                                                                                                         Op
                                                                                                                 nc




                                                                                                                                           tim
• Have I bought more software than I am                                                                     l ia             SW
                                                                                                           p




                                                                                                                                              iza
  using?                                                                                               m                   Inventory                           Warranty
                                                                       Middle Ware
                                                                                                    Co




                                                                                                                                                 tio
                                                                                                                                                    n
• Am I paying maintenance for unused
  software?                                                            Application                        SW                            SW                     Maintenance/
                                                                                                        Acquired                        Metering               Support
• Does my team have the right tools,
  processes, skills and knowledge?                                     Infrastructure
                                                                       Management                                                                              Indemnification
• How effective is my IT Asset Management                                                                             Client Responsibility
  program?                                                                                     n
                                                                                        a   tio                                                                     Pricing
• Are there better licensing models that I can                                    liz                                 Virtualization
                                                                               ua
  deploy? (i.e. user v. CPU)                                           V   i rt
                                                                                            Mainframe   Unix/Linux            Intel      Desktops           PDA’s
• Is my software pricing competitive?
• Are my software agreements terms flexible?                                                               Hardware Platforms
 Copyright © 2009 The W Group. All rights reserved.                                                                                                                              6
The W Group is focused on industry best-
 practices.




          The W Group uses processes and best-practices from the International Association
          of Information Technology Asset Managers (IAITAM) and the Information Technology
          Infrastructure Library Version 3 (ITIL V3).

                                                                  The W Group…
                                                            …has IAITAM Certified advisors.
                                                         …is an IAITAM Provider Member firm.
                                                            …has ITIL V3 Certified advisors.
                                                     …is an experienced firm in ITIL implementation.

Copyright © 2009 The W Group. All rights reserved.                                                     7
The W Group has many offerings to address
 your Software Asset Management needs.

                               Software Asset Management


                                   SAM Program Design   SAM Program Assessment




                             Compliance Assessment         SW Licensing Strategy
                                                         SW Deployment Strategies
                                  Assisted Self-Audit
                                                        Virtualization Impact Analysis
                            Compliance Audit Support
                                                         Server Consolidation Impact
                                SW Inventory Service
                                                        Maintenance Renewal Analysis
                          License Agreement Analysis     IT Asset Optimization Study


Copyright © 2009 The W Group. All rights reserved.                                       8
The W Group also has service offerings centered
 around SW sourcing and contract negotiations.




                                                          Information Requirements              Actions/Output
                                                                                     Develop/
                      The W Group                                        License Execute     Analyze Negotiate/
                      Offerings                      Strategy Reqmts.    Agmts. Strategy    & Assess Report

               SW Sourcing

               SW Contract
               Negotiations
               Contract
               Reviews
              Competitive Pricing
              Analysis




Copyright © 2009 The W Group. All rights reserved.                                                                9
The W Group delivers results through the use of
 our tools, templates and resources, each
 customized to meet your needs.
                                                                                                Process & Procedures
  Data Gathering                                     Software Maintenance Invoice Processing


                                                                                                      Vendor sends maintenance



  • SW license agreements
                                                                                                     renewal quote to Analyst two
                                                                                                      months before end of term.
                                                                                                                 1.1


                                                                                                                                                                                                                                                          Cost Savings Opportunities




                                                        Vendor
                                                                          Vendor re-submits
                                                                              quote.
                                                                                1.4




  • Entitlement/ordering process                                                                                                              Prepare purchase
                                                                         Send email to vendor
                                                                                                               Does the                     requisition with quote
                                                                         requesting new quote




                                                        Analyst
                                                                                                         invoice pricing align                on behalf of Asset
                                                                            and reason for      No                                  Yes
                                                                                                          with the contract?                Owner in purchasing
                                                                              rejection.



  • Purchase order history
                                                                                                                  1.2                              system.
                                                                                  1.3
                                                                                                                                                      1.5
                                                                                                                                                                                                                 A
                                                                                                     A




                                                        Asset Owner
                                                                                                                                               Review purchase
                                                                                                                                                                                  Did you                  Send email to
                                                                                                                                            requisition and confirm



  • Acquisition data from SW Reseller
                                                                                                                                                                           approve the purchase          Analyst with reason
                                                                                                                                          software is in use and that                              No
                                                                                                                                                                                requisition?                for rejection.
                                                                                                                                          the SLAs are appropriate.
                                                                                                                                                                                    1.7                           1.8
                                                                                                                                                       1.6




                                                        Procurement
                                                                                                                                                                                 Generate the
                                                                                                                                                                                purchase order.



  • SW deployment/inventory data
                                                                                                                                                                                      1.9




                                                      Accounts
                                                      Payable
  • Metering/usage information
  Assessment and Analysis                                                 Software License
                                                                      Management Maturity Model
  • Non-compliance analysis                                      Level        Ownership Tracking
                                                                              This is sample language
                                                                              from our Softwrae license
                                                                                                              Deployment Tracking
                                                                                                              This is sample language
                                                                                                              from our Softwrae license
                                                                                                                                                    Utilization Tracking
                                                                                                                                                    This is sample language
                                                                                                                                                    from our Softwrae license
                                                                                                                                                                                   Compliance Monitoring
                                                                                                                                                                                   This is sample language
                                                                                                                                                                                   from our Softwrae license
                                                                                                                                                                                                                Governance
                                                                                                                                                                                                                This is sample language
                                                                                                                                                                                                                from our Softwrae license
                                                                                                                                                                                                                                             Agreement Processes
                                                                                                                                                                                                                                             This is sample language
                                                                                                                                                                                                                                             from our Softwrae license
                                                                              Management Maturity             Management Maturity                   Management Maturity            Management Maturity          Management Maturity          Management Maturity
                                                                              Model template                  Model template                        Model template                 Model template               Model template               Model template

                                                                                                                                                                                                                                               Software Compliance and
  • License optimization analysis                    Optimizing           4
                                                                              This is sample language         This is sample language               This is sample language        This is sample language      This is sample language      This is sample language
                                                                              from our Softwrae license
                                                                              Management Maturity
                                                                              Model template
                                                                                                              from our Softwrae license
                                                                                                              Management Maturity
                                                                                                              Model template
                                                                                                                                                    from our Softwrae license
                                                                                                                                                    Management Maturity
                                                                                                                                                    Model template
                                                                                                                                                                                   from our Softwrae license
                                                                                                                                                                                   Management Maturity
                                                                                                                                                                                   Model template
                                                                                                                                                                                                                from our Softwrae license
                                                                                                                                                                                                                Management Maturity
                                                                                                                                                                                                                Model template
                                                                                                                                                                                                                                            Maintenance Payment Schedules
                                                                                                                                                                                                                                             from our Softwrae license
                                                                                                                                                                                                                                             Management Maturity
                                                                                                                                                                                                                                             Model template




  Deliverables                                       Advanced             3
                                                                              This is sample language
                                                                              from our Softwrae license
                                                                              Management Maturity
                                                                                                              This is sample language
                                                                                                              from our Softwrae license
                                                                                                              Management Maturity
                                                                                                                                                    This is sample language
                                                                                                                                                    from our Softwrae license
                                                                                                                                                    Management Maturity
                                                                                                                                                                                   This is sample language
                                                                                                                                                                                   from our Softwrae license
                                                                                                                                                                                   Management Maturity
                                                                                                                                                                                                                This is sample language
                                                                                                                                                                                                                from our Softwrae license
                                                                                                                                                                                                                Management Maturity
                                                                                                                                                                                                                                                      Initial    Future
                                                                                                                                                                                                                                            This is sample language
                                                                                                                                                                                                                                            from ourProduct license
                                                                                                                                                                                                                                                      Softwrae Product Discount
                                                                                                                                                                                                                                          Vendor Discount Discount Term Mntce Fees COLA
                                                                                                                                                                                                                                            Management Maturity
                                                                                                                                                                                                                                                                                              Renewal
                                                                                                                                                                                                                                                                                               Term
                                                                                                                                                                                                                                                                                                       Auto-
                                                                                                                                                                                                                                                                                                      Renew?
                                                                                                                                                                                                                                                                                                                                          Notice Parking Hours of Service
                                                                                                                                                                                                                                                                                                                                          Period   Lot
                                                                                                                                                                                                                                                                                                                                                                              Maintenance
                                                                                                                                                                                                                                                                                                                                                         Coverage Levels Reinstatement fees
                                                                              Model template                  Model template                        Model template                 Model template               Model template          Sybase template
                                                                                                                                                                                                                                            Model      60%       50%     5 yrs  17% of Net 3%   1 yr     Y                               30 Days    Y     24 x 7   Gold   Retro $ + 17% of Net
                                                                                                                                                                                                                                        BEA           20%         10%         2 yrs     21% of List    CPI          1 yr          Y      90 Days    N     24 x 7    NA    Retro $ + 21% of List
                                                                                                                                                                                                                                        EMC         eRoom         45%         3 yrs     22% of Net     3%           1 yr          Y      30 Days    N     24 x 7    NA    Retro $ + 22% of List


  • Compliance reporting
                                                     Evolving             2
                                                                              This is sample language         This is sample language               This is sample language        This is sample language      This is sample language     This is sample language
                                                                              from our Softwrae license       from our Softwrae license             from our Softwrae license      from our Softwrae license    from our Softwrae license
                                                                                                                                                                                                                                           Sample Compliance and Utilization Model
                                                                                                                                                                                                                                            from our Softwrae license
                                                                              Management Maturity             Management Maturity                   Management Maturity            Management Maturity          Management Maturity         Management Maturity
                                                                                                                                                                                                                                                      Product &                                                                              Actively
                                                                              Model template                  Model template                        Model template                 Model template               Model template            Vendor template
                                                                                                                                                                                                                                            Model Description         License Type Entitlement Deployed                    Compliance         Used      Shelfware      Notes
                                                                                                                                                                                                                                        Sybase PowerBuilder Named User                       80               55               25              45           35
                                                                                                                                                                                                                                        BEA        WebLogic       CPU                        35               45              -10              45            0
                                                     Basic                1


  • Risk mitigation strategy                                                                                                                                                                                    This is sample language EMCThis is eRoom language User
                                                                              This is sample language         This is sample language               This is sample language        This is sample language                                         sample                                   5000             4500             500             3900      500 - 1100
                                                                              from our Softwrae license       from our Softwrae license             from our Softwrae license      from our Softwrae license    from our Softwrae license    from our Softwrae license
                                                                              Management Maturity             Management Maturity                   Management Maturity            Management Maturity          Management Maturity          Management Maturity
                                                                              Model template                  Model template                        Model template                 Model template               Model template
                                                                                                                                                                                                                                            Sample Invoice Model
                                                                                                                                                                                                                                             Model template
                                                                                                                                                                                                                                                                                                                                              Term                Safeway
                                                                                                                                                                                                                                         Vendor    Product                Qty            Lic Type       Location               Cost           Start     Term End Contact
                                                     Chaos                0
                                                                                                                                                                                                                                        Sybase  PowerBuilder               80         Perpetual User   Walnut Creek          $ 90,000        1/1/08      12/31/08 Friedel


  • Detailed cost savings opportunities              Source: The W Group, Gartner Group
                                                                                                                                                                                                                                        BEA
                                                                                                                                                                                                                                        EMC
                                                                                                                                                                                                                                                WebLogic
                                                                                                                                                                                                                                                eRoom
                                                                                                                                                                                                                                                                           35
                                                                                                                                                                                                                                                                          5000

                                                                                                                                                                                                                                        Sample Maintenance Payment Schedule
                                                                                                                                                                                                                                                                                      Perpetual User
                                                                                                                                                                                                                                                                                      Perpetual User
                                                                                                                                                                                                                                                                                                       Walnut Creek
                                                                                                                                                                                                                                                                                                       Walnut Creek
                                                                                                                                                                                                                                                                                                                             $ 65,000
                                                                                                                                                                                                                                                                                                                             $ 100,000
                                                                                                                                                                                                                                                                                                                                             1/1/08
                                                                                                                                                                                                                                                                                                                                             7/31/08
                                                                                                                                                                                                                                                                                                                                                         12/31/08 Friedel
                                                                                                                                                                                                                                                                                                                                                          8/1/09   Friedel



                                                                                                                                                                                                                                         Vendor    Product                  Jan       Feb    Mar       Apr      May        June       July       Aug       Sep       Oct   Nov   Dec      Total
                                                                                                                                                                                                                                        Sybase  PowerBuilder             $ 90,000                                                                                                      $ 90,000


  • Process design documentations                                                                                                                                                                                                       BEA
                                                                                                                                                                                                                                        EMC
                                                                                                                                                                                                                                                WebLogic
                                                                                                                                                                                                                                                eRoom
                                                                                                                                                                                                                                                                         $ 65,000
                                                                                                                                                                                                                                                                                                                                              $ 100,000
                                                                                                                                                                                                                                                                                                                                                                                       $ 65,000
                                                                                                                                                                                                                                                                                                                                                                                       $ 100,000




Copyright © 2009 The W Group. All rights reserved.                                                                                                                                                                                                                                                                                                                                                 10
The W Group’s offerings will be customized to
 meet your needs. Timelines will vary based on
 scope and complexity.



           Data Gathering

          0 days - 3 weeks

          Discovery

          2 days – 10 days


          Utilization

          4-6 weeks

                                                     Analysis and Assessment

                                                     2 -3 weeks

                                                                                              Recommend

                                                                                              1-1.5 weeks



                                                                    6 weeks total

                                    Note: This sample shows a typical SW license compliance assessment.

Copyright © 2009 The W Group. All rights reserved.                                                          11
Practical. Adaptable. Experienced.


         Our consultants are:
            —      All senior-level professionals with an
                   average of 20 years’ experience
            —      Focused on using practical management
                   techniques that produce rapid
                   improvements
            —      Skilled at working with executive
                   management and dealing with a broad
                   range of cultural and jurisdictional issues
            —      Adept at bridging the communications gap
                   between technology and business metrics
            —      Experienced in both business processes
                   and information technology
            —      Dedicated to producing value for our
                   clients



Copyright © 2009 The W Group. All rights reserved.               12
Examples of our Fortune 500 software asset
 management and vendor management
 experience
    Kevin O’Hara:                                         Mark Vandergast:                               Stephen LeVine:
     6 years in software solution                           20 years in strategic sourcing,                 24 years in strategic sourcing,
     design, implementation, and                            vendor management, finance,                     vendor management, finance,
     complex software license                               logistics and operations                        logistics and operations
     agreements.                                            management                                      management
     Experience in pharmaceutical,                          Experience in pharmaceutical,                   Experience in insurance,
     healthcare, banking,                                   healthcare, banking,                            healthcare, banking, warehouse
     manufacturing, distribution,                           distribution, computer services                 and distribution, construction,
     insurance, technology                                  industries                                      manufacturing, facilities
     Practical knowledge of software                        Practical knowledge of best                     Practical knowledge of best
     compliance, IT Asset                                   practices in strategic sourcing                 practices in strategic sourcing,
     Management program design,                             and vendor management                           vendor management, domestic
     complex software licensing,                            Led IT sourcing team                            and international BPO
     vendor software agreements.                            responsible for $200M in                        Led multiple sourcing
     Led many internal audits for                           managed SW spend and                            organizations for fortune 500
     clients leading to penalty                             achieved 10+% year over year                    companies, influencing spend in
     avoidances of up to 90%.                               savings                                         the billions of dollars while
     Identified an auditor mistake                          Personally negotiated over 125                  consistently delivering hundreds
     that led to an $800k savings.                          IT contracts                                    of millions of dollars in savings

                            "Competition takes place between supply chains, not individual firms."
                          Dr. Simon Croom, Executive Director of the Supply Chain Management Institute at the University of San Diego

Copyright © 2009 The W Group. All rights reserved.                                                                                             13
The W Group has delivered results for our
 clients.


          A Midwest manufacturing company            A multinational pharmaceutical firm
          was facing a software compliance           was informed that a SW vendor
          audit bill for non-compliance in           suspected it was under-licensed. The
          excess of $800K. After analysis by a       W Group helped the firm optimize its
          W Group advisor, several major             licensing and negotiated a SW
          miscalculations by the audit firm          purchase which resulted in $300K+ in
          were identified and the compliance         savings over 3 years and a new
          bill was reduced to a little over          MSLA with improved T’s and C’s.
          $100K, a savings of $650K+.



          A Northeast financial services firm        A multinational pharmaceutical firm
          engaged The W Group prior to               was issued a $1.7M invoice for
          signing a proposed enterprise SW           unauthorized SW use. The W Group
          agreement. Based on our analysis,          helped the firm optimize its licensing
          the firm negotiated an additional $2M      and successfully negotiate the non-
          in savings and secured improved            compliance fee to $150K, a savings
          T’s and C’s.                               of $1.55M.


Copyright © 2009 The W Group. All rights reserved.                                            14
Quotes from our clients


“I would enthusiastically recommend your firm to anyone
Needing contract development expertise.
Equally important, I look forward to doing more business
with you in the future.”
Mark A. Ritter
Chief Operating Officer
Commerce Bank
                                         “The W Group did an excellent job reviewing our IT Services
                                         and Purchase Agreements helping us achieve savings and
                                         organizational improvements.”
                                         Robert Pompey
                                         Senior Vice President
                                         IT Operations
                                         TD Bank

                                                                 The W Group provided knowledgeable experts who
                                                                 reviewed our maintenance spend and helped us identify
                                                                 savings opportunities. This led to a 22% reduction in our
                                                                 server hardware maintenance.“
                                                                 Ryan Steinberger
                                                                 Vice President
                                                                 Wyeth Pharmaceuticals


Copyright © 2009 The W Group. All rights reserved.                                                                      15
Contact information




                                                     Harry Wallaesa
                                                     President and CEO
                                                     (610) 213-4701

                                                     hwallaesa@thinkwgroup.com




                                        Please Visit Us At www.ThinkWGroup.com
Copyright © 2009 The W Group. All rights reserved.                                          16

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Software Compliance Management Overview

  • 1. Software Compliance Management A Critical Component of Software Asset Management
  • 2. Software Asset Management - Overview Software Asset Management is the practice of integrating people, processes, and technology to allow software licenses to be systematically tracked, evaluated and managed. The goal of Software Asset Management is to reduce IT expenditures, human resource overhead, and risk inherent to owning and managing software assets. Software Asset Management Key Process Areas Acquisition Management Education Asset Identification Financial Management Compliance Management Legislation Management Communication Policy Management Disposal Management Project Management Documentation Vendor Management Copyright © 2009 The W Group. All rights reserved. 2
  • 3. What is software compliance, and how does non-compliance happen? Software License Compliance is determined by whether you have legally acquired, configured, and are utilizing a genuine copy of a given copyrighted product in accordance to the licensed terms set down by the copyright holder. Non-Compliance is either the intentional, or unintentional misuse of copyrighted software assets. Many factors can contribute to non-compliance. Internet Piracy Soft Lifting Complex Metrics Counterfeiting Hard Disk Loading Virtualization Poor Documentation Management Bundled Suite Breaking Ineffective Policies Software Rental Copyright © 2009 The W Group. All rights reserved. 3
  • 4. The W Group Software Compliance Management Practice brings you skilled sourcing executives, best in class processes and tools to meet today's complex software environment. Why Be Concerned about Software (SW) Compliance? In the current economic environment, SW vendors are under tremendous financial pressure to maintain and grow revenues. As a result, The W Group has seen an increase in the level of SW license compliance audits initiated by SW vendors. Penalties for non-compliance are often in the range of hundreds of thousands of dollars. Understanding where you are currently will save significant sums of money. The W Group Consultants are experienced at assessing the level of compliance of companies and can help ensure that you are effectively utilizing the SW to your fullest advantage. It is imperative that you understand what SW license rights you have acquired, where you have the licenses deployed and whether the license use complies with the terms of each SW license agreement. This information can be used to eliminate your risk of non-compliance and optimize your SW license investments. In a recent survey of 343 IT professionals -- about 24% were CIOs or other IT executives -- most of them admit they've let licensing compliance slip. Copyright © 2009 The W Group. All rights reserved. 4
  • 5. A recent survey of IT executives identified significant concerns regarding SW compliance. A survey of IT professionals was conducted in May 2008. The goal of the survey was to gather data about the current state of SW license compliance in corporate IT, including existence of unlicensed SW, efforts being made to ensure compliance, and perceptions of the impact of SW audits on IT teams.  73% of IT executives and managers believe they are not prepared for a SW audit  69% of participants are not confident that they are fully in compliance with SW license agreements  67% of IT executives and managers do not believe their companies have taken appropriate steps to ensure compliance  60% of IT executives and managers believe they have unlicensed SW deployed  56% of participants track software assignments manually or not at all  32% of total participants believe they are prepared for a SW audit  16% of participants can automatically report on compliance; 20% are unable to report on compliance at all  8% of participants have a fully automated process for tracking SW license compliance Source: King Research, May 2008 Copyright © 2009 The W Group. All rights reserved. 5
  • 6. The W Group can help you better understand your complex SW environment, minimize your compliance risk and optimize your spend. • Do I have a SW compliance issue? License Models • Do I have proof of purchase of my SW license(s)? er Per Per Value Per r Us MIPS Per Server CPU Core Units Device Pe • Do I have a handle on where all of my SW is O/S License deployed? Grant • Is my company at risk if there is a SW License Agreements Acquisition audit? Software Types Database Records e Op nc tim • Have I bought more software than I am l ia SW p iza using? m Inventory Warranty Middle Ware Co tio n • Am I paying maintenance for unused software? Application SW SW Maintenance/ Acquired Metering Support • Does my team have the right tools, processes, skills and knowledge? Infrastructure Management Indemnification • How effective is my IT Asset Management Client Responsibility program? n a tio Pricing • Are there better licensing models that I can liz Virtualization ua deploy? (i.e. user v. CPU) V i rt Mainframe Unix/Linux Intel Desktops PDA’s • Is my software pricing competitive? • Are my software agreements terms flexible? Hardware Platforms Copyright © 2009 The W Group. All rights reserved. 6
  • 7. The W Group is focused on industry best- practices. The W Group uses processes and best-practices from the International Association of Information Technology Asset Managers (IAITAM) and the Information Technology Infrastructure Library Version 3 (ITIL V3). The W Group… …has IAITAM Certified advisors. …is an IAITAM Provider Member firm. …has ITIL V3 Certified advisors. …is an experienced firm in ITIL implementation. Copyright © 2009 The W Group. All rights reserved. 7
  • 8. The W Group has many offerings to address your Software Asset Management needs. Software Asset Management SAM Program Design SAM Program Assessment Compliance Assessment SW Licensing Strategy SW Deployment Strategies Assisted Self-Audit Virtualization Impact Analysis Compliance Audit Support Server Consolidation Impact SW Inventory Service Maintenance Renewal Analysis License Agreement Analysis IT Asset Optimization Study Copyright © 2009 The W Group. All rights reserved. 8
  • 9. The W Group also has service offerings centered around SW sourcing and contract negotiations. Information Requirements Actions/Output Develop/ The W Group License Execute Analyze Negotiate/ Offerings Strategy Reqmts. Agmts. Strategy & Assess Report SW Sourcing SW Contract Negotiations Contract Reviews Competitive Pricing Analysis Copyright © 2009 The W Group. All rights reserved. 9
  • 10. The W Group delivers results through the use of our tools, templates and resources, each customized to meet your needs. Process & Procedures Data Gathering Software Maintenance Invoice Processing Vendor sends maintenance • SW license agreements renewal quote to Analyst two months before end of term. 1.1 Cost Savings Opportunities Vendor Vendor re-submits quote. 1.4 • Entitlement/ordering process Prepare purchase Send email to vendor Does the requisition with quote requesting new quote Analyst invoice pricing align on behalf of Asset and reason for No Yes with the contract? Owner in purchasing rejection. • Purchase order history 1.2 system. 1.3 1.5 A A Asset Owner Review purchase Did you Send email to requisition and confirm • Acquisition data from SW Reseller approve the purchase Analyst with reason software is in use and that No requisition? for rejection. the SLAs are appropriate. 1.7 1.8 1.6 Procurement Generate the purchase order. • SW deployment/inventory data 1.9 Accounts Payable • Metering/usage information Assessment and Analysis Software License Management Maturity Model • Non-compliance analysis Level Ownership Tracking This is sample language from our Softwrae license Deployment Tracking This is sample language from our Softwrae license Utilization Tracking This is sample language from our Softwrae license Compliance Monitoring This is sample language from our Softwrae license Governance This is sample language from our Softwrae license Agreement Processes This is sample language from our Softwrae license Management Maturity Management Maturity Management Maturity Management Maturity Management Maturity Management Maturity Model template Model template Model template Model template Model template Model template Software Compliance and • License optimization analysis Optimizing 4 This is sample language This is sample language This is sample language This is sample language This is sample language This is sample language from our Softwrae license Management Maturity Model template from our Softwrae license Management Maturity Model template from our Softwrae license Management Maturity Model template from our Softwrae license Management Maturity Model template from our Softwrae license Management Maturity Model template Maintenance Payment Schedules from our Softwrae license Management Maturity Model template Deliverables Advanced 3 This is sample language from our Softwrae license Management Maturity This is sample language from our Softwrae license Management Maturity This is sample language from our Softwrae license Management Maturity This is sample language from our Softwrae license Management Maturity This is sample language from our Softwrae license Management Maturity Initial Future This is sample language from ourProduct license Softwrae Product Discount Vendor Discount Discount Term Mntce Fees COLA Management Maturity Renewal Term Auto- Renew? Notice Parking Hours of Service Period Lot Maintenance Coverage Levels Reinstatement fees Model template Model template Model template Model template Model template Sybase template Model 60% 50% 5 yrs 17% of Net 3% 1 yr Y 30 Days Y 24 x 7 Gold Retro $ + 17% of Net BEA 20% 10% 2 yrs 21% of List CPI 1 yr Y 90 Days N 24 x 7 NA Retro $ + 21% of List EMC eRoom 45% 3 yrs 22% of Net 3% 1 yr Y 30 Days N 24 x 7 NA Retro $ + 22% of List • Compliance reporting Evolving 2 This is sample language This is sample language This is sample language This is sample language This is sample language This is sample language from our Softwrae license from our Softwrae license from our Softwrae license from our Softwrae license from our Softwrae license Sample Compliance and Utilization Model from our Softwrae license Management Maturity Management Maturity Management Maturity Management Maturity Management Maturity Management Maturity Product & Actively Model template Model template Model template Model template Model template Vendor template Model Description License Type Entitlement Deployed Compliance Used Shelfware Notes Sybase PowerBuilder Named User 80 55 25 45 35 BEA WebLogic CPU 35 45 -10 45 0 Basic 1 • Risk mitigation strategy This is sample language EMCThis is eRoom language User This is sample language This is sample language This is sample language This is sample language sample 5000 4500 500 3900 500 - 1100 from our Softwrae license from our Softwrae license from our Softwrae license from our Softwrae license from our Softwrae license from our Softwrae license Management Maturity Management Maturity Management Maturity Management Maturity Management Maturity Management Maturity Model template Model template Model template Model template Model template Sample Invoice Model Model template Term Safeway Vendor Product Qty Lic Type Location Cost Start Term End Contact Chaos 0 Sybase PowerBuilder 80 Perpetual User Walnut Creek $ 90,000 1/1/08 12/31/08 Friedel • Detailed cost savings opportunities Source: The W Group, Gartner Group BEA EMC WebLogic eRoom 35 5000 Sample Maintenance Payment Schedule Perpetual User Perpetual User Walnut Creek Walnut Creek $ 65,000 $ 100,000 1/1/08 7/31/08 12/31/08 Friedel 8/1/09 Friedel Vendor Product Jan Feb Mar Apr May June July Aug Sep Oct Nov Dec Total Sybase PowerBuilder $ 90,000 $ 90,000 • Process design documentations BEA EMC WebLogic eRoom $ 65,000 $ 100,000 $ 65,000 $ 100,000 Copyright © 2009 The W Group. All rights reserved. 10
  • 11. The W Group’s offerings will be customized to meet your needs. Timelines will vary based on scope and complexity. Data Gathering 0 days - 3 weeks Discovery 2 days – 10 days Utilization 4-6 weeks Analysis and Assessment 2 -3 weeks Recommend 1-1.5 weeks 6 weeks total Note: This sample shows a typical SW license compliance assessment. Copyright © 2009 The W Group. All rights reserved. 11
  • 12. Practical. Adaptable. Experienced.  Our consultants are: — All senior-level professionals with an average of 20 years’ experience — Focused on using practical management techniques that produce rapid improvements — Skilled at working with executive management and dealing with a broad range of cultural and jurisdictional issues — Adept at bridging the communications gap between technology and business metrics — Experienced in both business processes and information technology — Dedicated to producing value for our clients Copyright © 2009 The W Group. All rights reserved. 12
  • 13. Examples of our Fortune 500 software asset management and vendor management experience  Kevin O’Hara:  Mark Vandergast:  Stephen LeVine: 6 years in software solution 20 years in strategic sourcing, 24 years in strategic sourcing, design, implementation, and vendor management, finance, vendor management, finance, complex software license logistics and operations logistics and operations agreements. management management Experience in pharmaceutical, Experience in pharmaceutical, Experience in insurance, healthcare, banking, healthcare, banking, healthcare, banking, warehouse manufacturing, distribution, distribution, computer services and distribution, construction, insurance, technology industries manufacturing, facilities Practical knowledge of software Practical knowledge of best Practical knowledge of best compliance, IT Asset practices in strategic sourcing practices in strategic sourcing, Management program design, and vendor management vendor management, domestic complex software licensing, Led IT sourcing team and international BPO vendor software agreements. responsible for $200M in Led multiple sourcing Led many internal audits for managed SW spend and organizations for fortune 500 clients leading to penalty achieved 10+% year over year companies, influencing spend in avoidances of up to 90%. savings the billions of dollars while Identified an auditor mistake Personally negotiated over 125 consistently delivering hundreds that led to an $800k savings. IT contracts of millions of dollars in savings "Competition takes place between supply chains, not individual firms." Dr. Simon Croom, Executive Director of the Supply Chain Management Institute at the University of San Diego Copyright © 2009 The W Group. All rights reserved. 13
  • 14. The W Group has delivered results for our clients. A Midwest manufacturing company A multinational pharmaceutical firm was facing a software compliance was informed that a SW vendor audit bill for non-compliance in suspected it was under-licensed. The excess of $800K. After analysis by a W Group helped the firm optimize its W Group advisor, several major licensing and negotiated a SW miscalculations by the audit firm purchase which resulted in $300K+ in were identified and the compliance savings over 3 years and a new bill was reduced to a little over MSLA with improved T’s and C’s. $100K, a savings of $650K+. A Northeast financial services firm A multinational pharmaceutical firm engaged The W Group prior to was issued a $1.7M invoice for signing a proposed enterprise SW unauthorized SW use. The W Group agreement. Based on our analysis, helped the firm optimize its licensing the firm negotiated an additional $2M and successfully negotiate the non- in savings and secured improved compliance fee to $150K, a savings T’s and C’s. of $1.55M. Copyright © 2009 The W Group. All rights reserved. 14
  • 15. Quotes from our clients “I would enthusiastically recommend your firm to anyone Needing contract development expertise. Equally important, I look forward to doing more business with you in the future.” Mark A. Ritter Chief Operating Officer Commerce Bank “The W Group did an excellent job reviewing our IT Services and Purchase Agreements helping us achieve savings and organizational improvements.” Robert Pompey Senior Vice President IT Operations TD Bank The W Group provided knowledgeable experts who reviewed our maintenance spend and helped us identify savings opportunities. This led to a 22% reduction in our server hardware maintenance.“ Ryan Steinberger Vice President Wyeth Pharmaceuticals Copyright © 2009 The W Group. All rights reserved. 15
  • 16. Contact information Harry Wallaesa President and CEO (610) 213-4701 hwallaesa@thinkwgroup.com Please Visit Us At www.ThinkWGroup.com Copyright © 2009 The W Group. All rights reserved. 16