Asset Optimisation Practice
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Centrix Asset Optimisation Practice
IT Asset Management As a result of rapid growth and a programme of mergers and acquisitions, many Fortune 500 and FTSE 250 organisations have lost control of their IT assets, particularly software. This situation has arisen at a time when corporate responsibility, governance and cost control are high on the CEO, finance and legislative agenda. In a recent survey1 of CFOs and CIOs of multinational corporates, nearly two thirds of the respondents admitted to not knowing the size of their core software assets and an equal number did not know what software they actually used. In addition, less than half have ever tried to quantify the financial value of their IT assets and over half felt that the value of their software assets were either ignored or poorly evaluated compared to other assets including brands, property, and intellectual property. This situation has lead to, in some cases, significant and high profile discrepancies between the number of software assets owned by organisations and the number that are actually being used. The implications to software providers of this situation can translate to considerable revenue loss and erosion of intellectual property.
Our Approach Centrix is a leading independent consultancy with a mature Asset Optimisation Practice that works in close partnership with global software vendors. We are recognised as global thought leaders for effective asset management consultancy and have helped global software vendors and their clients achieve significant benefit from the implementation of asset optimisation programmes across their organisations. Our approach to asset optimisation has been developed alongside the world’s largest organisations and global software vendors. By using our proven tools, techniques and processes in partnership with the software vendor and where appropriate, third-party channel partners, a thorough asset review can be conducted with minimal disruption for the end user client. Our in-depth knowledge of asset optimisation processes and challenges enable us to successfully promote the asset optimisation message to internal teams and external end user clients. Furthermore, the software vendor gains access to methodologies that can ensure discrepancies between asset usage and ownership are addressed whilst laying a foundation for compliant and optimise asset management in the future.
1. Surveys conducted by Independent Research Company, Vanson Bourne
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Delivering change through partnership A Centre of Excellence Centrix has developed an asset optimisation Centre of Excellence framework for use by global software vendors. A key component of the Centre of Excellence is access to our core Asset Optimisation Practice team, combined with online support and an easily accessible knowledge base of best practice standards, tools, manuals, guidebooks and methodologies. Content is continually refreshed with insights and experiences that can only be gathered from real world engagements. The Centre of Excellence is the lifeblood of any global software vendor wishing to promote and encourage successful asset optimisation processes within their partner channel and end user clients.
Regional Pilot Programme To assist global software vendors in driving-through an asset optimisation strategy, Centrix has developed the concept of the Regional Pilot Programme (RPP). The RPP allows a global software vendor to trial the Centrix asset optimisation method on a regional basis. This approach has proven to be a successful revenue stream in its own right as well as showcasing regional capability and proving the Centrix method in real world scenarios. The RPP is broken down into several key stages: Playbook for business manager
1. Opportunity profiling
2. Initiation of a region
3. Pilot in a region
Playbook for account manager
Remote support per region
Opportunity Profiling Centrix works with the nominated region to identify candidate end user clients that are most appropriate for an asset review. This short list of potential pilot candidates is assessed in relation to their current approach to asset management. From this a final candidate list is established. Initiation of Region In tandem with the opportunity profiling stage, Centrix also works with the region to assess their current in-house resource capability. If necessary we provide training, mentoring and day-to-day support to ensure the region’s readiness for running an asset review programme. 4
Centrix Asset Optimisation Practice
Pilot Review Centrix works hand in hand with the region to execute a number of pilot asset reviews. Where necessary, Centrix supports and facilitates the relevant client engagements and negotiations to achieve agreement from the candidate to proceed with a review. Onsite and Remote Support During the review process, Centrix provides onsite and remote resource to the region. During this process of support, the necessary skills and knowledge are transferred to the region to allow these learned practices to be re-run on subsequent asset reviews. Standard Playbook An important element of the RPP is the standard playbook. A standardised process playbook defines the key stages and checkpoints of the successful asset review. This will include all aspects of the process, from initial client profiling through review implementation and on to post-review measurement and next steps.
Programme Management Support Centrix works in partnership with in-house corporate teams to ensure asset management programmes are defined and rolled-out successfully across their organisations. Centrix are able to assist and lead the central team in developing an asset management framework that can be adopted at a regional level, allowing for the flexibility that differing geographies, channel partners and client profiles may demand. This gives the software vendor a replicable but flexible blueprint for managing and repeating successful asset management programmes globally. Centrix’s Programme Management Support is broken down into several key services: Standard Central Playbook The Standard Central Playbook defines and documents the guidelines required to create and manage a regional asset management programme. The playbook will detail how to select and manage channel partners who will execute asset reviews, how asset reviews should be conducted, how Current State Assessments should be performed and how to define compelling value scenarios for client engagements. Regional Pilot Programme Methodology Working with the central management team, Centrix will coordinate each of the regional pilot programmes to ensure measurable success and return on investment. This coordination provides consistency of delivery across each of the pilot programmes. Centrix will also ensure the learning and knowledge from each programme is leveraged and reported on, whilst identifying possible areas for maximising budgets across the regions. Asset Optimisation Self Assessment Tool As part of the Centre of Excellence concept, our software partners will have the option to direct their clients and channel partners to a self assessment tool and scoring mechanism. This tool will survey the client and automatically create a value case linking expected value return to recommended actions.
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The Centrix SAM suite Centrix provide a suite of Software Asset Management (SAM) services that can be deployed either directly with end-user organisations or in partnership with your channel partners. These services review the client’s current asset position and Advise on remedial action, implement longerterm processes for business Change and Manage the ongoing SAM processes to ensure continuous improvement.
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SAM Fundamentals
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The Centrix SAM Suite is broken down as follows:
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Advise SAM Scan A rapid, high level assessment of the end user client’s SAM capability and overview of their strengths and weaknesses with regard to asset optimisation. The SAM Scan delivers a summary report and indicative value assessment for a SAM implementation and asset optimisation programme. This ‘snapshot’ view can quickly highlight any key risk areas facing the client. SAM Fundamental The SAM Fundamental provides all the benefits of the SAM Scan. In addition, the client can opt for one product-specific licence review and Actual License Position (ALP) report. The client will be presented with a more detailed SAM dashboard highlighting strengths and weaknesses and detailed understanding of the potential risks to their organisation. SAM Total SAM Total is a bespoke asset assessment, focussed upon all aspects of the SAM lifecycle. The client benefits from a full software licence review, ALP for all the client’s software licences and a value case for a SAM implementation and asset optimisation programme. The SAM Total also provides a SAM readiness assessment report, quick win identification and high level project plan for the setup of a strategic SAM service.
Change SAM Implementation A SAM implementation typically follows a ‘SAM Total’ assessment and involves the definition and rollout of a strategic SAM service within the client. The SAM Implementation is deployed over a three stage process:
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Centrix Asset Optimisation Practice
SERVICE IMPROVEMENT 1:
establishes the processes and services to take control of the licence estate and associated costs.
SERVICE IMPROVEMENT 2:
scaling, refining and measuring the business benefits of the SAM implementation and ensuring compliance practices and reporting mechanisms are in place.
FULL SERVICE:
the introduction and transition of a strategic SAM service to the client for realising ongoing saving opportunities.
Manage SAM Health Check In order to ensure that a SAM implementation does not stagnate or regress, it is important to embark upon a review and enhance programme of activity to ensure that initial benefits are maintained and identify areas for further improvement. The SAM Health Check service fulfils this need. The Health Check service can be performed after a SAM implementation that has been conducted by Centrix or by a third party. Through a course of client interviews, practice reviews, adoption level monitoring and risk assessments, a value case is produced to redress any issues and define plan for improvement.
Proven Expertise Through numerous asset optimisation engagements, Centrix has developed a unique set of skills. This skill set allows us to work hand in hand with global software vendors, third party channel partners and end-user organisations to conduct asset reviews that deliver strategic success for all parties. Some of the skills Centrix brings: - Licence management: knowledge, experience and expertise across the leading global software providers. - Asset Management tools: knowledge, experience and expertise using the market leading asset management tools. - Business consulting: experience of defining business cases and value cases for large enterprises and presenting these to board-level executives. - Service management consulting: experience of applying the theory of ITIL service management in real world scenarios for large enterprises. - Project management: Proven project management practices with suitable accreditations such as Prince 2 and hands on experience of delivering complex change projects for large enterprises.
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Centrix Asset Optimisation Practice Centrix House 5 Oxford Road Newbury Berkshire RG14 1PD United Kingdom Tel: +44 (0) 1635 239 800 Fax: +44 (0) 1635 239 801 Email: asset@centrix.co.uk Web: www.centrix.co.uk
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