Business Drivers for SAM Adoption

This is the second article from my SAM research project with Stephen Mann from Forrester Research looking at the partner / supplier element of our research. See also ‘Which services do SAM partners offer?‘.

This time we simply asked suppliers/partners and resellers “In your opinion what is the biggest driver for organizations adopting SAM?”

As you can see the three strongest business drivers were:

  • Cost Cutting – “We need to reduce software costs”
  • Vendor Audits – “We need to defend against, or clean up the mess after publisher-led audits”
  • Governance – “We need to reduce risk, unexpected software costs, adhere to regulations and maintain compliance”
Secondary business drivers were:
  • Software ROI – “We need to demonstrate the value of our software investments, return on investment, business value”
  • Visibility – “We just need better visibility of what we have so we can manage it more effectively”
  • Procurement – “We need to prepare for contract changes or renewals, we need to adhere to ever more complex license terms”
Finally, the last considerations with only minor influence included:
  • Operational Efficiency – “We need to reduce complexity on the Service Desk, improve service and manage the whole lifecycle more effectively”
  • Migration Planning – “We need to plan transitions to the cloud, new operating systems etc”
  • Security – “We need to monitor inappropriate apps, piracy, security risks”

In the next article I’ll dig into what blockers exist for SAM.


  • Survey conducted with ITAM Review newsletter subscribers in October 2012
  • Countries participating: 32
  • Total participants: 176

As always, I welcome your comments and feedback. Further analysis to follow. 

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Martin Thompson

Martin is owner and founder of The ITAM Review, an online resource and community for worldwide ITAM professionals.

Martin is an independent ITAM consultant for organizations seeking independent guidance on ITAM strategy or ITAM tool selection. Martin also reviews tools, technology and services in the ITAM market.

On a voluntary basis Martin is the Chief Agitator at the Campaign for Clear Licensing, a contributor to ISO WG21 which develops the SAM International Standard ISO/IEC 19770 and board member of Free ICT Europe which supports the ICT secondary market.

Learn more about him here and connect with him on Twitter or LinkedIn.

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  1. Stéphane Feuillu says:

    Hello Martin. I don’t know if I am anticipating your next article on the blockers. Anyway, I am curious to know to which extent CIO are reluctant to launch SAM efforts based on the idea of “If I start a SAM projects, it will end-up with true-up costs superior to potential savings” (at least in the short term).

    Or, to phrase my comment differently, which is the population talking about the “cost-cutting” driver ? Is it CEO, CIO, SAM people, consultants, etc…


  2. itsmreview says:

    The Blockers article will follow soon. We’ll then have the full picture.

  3. Björn Spåra says:

    Hi Martin,

    As the question was to identify the biggest driver for SAM (1) I think the total sum should be 100% right?

  4. itsmreview says:

    Hi Bjorn, answers were free form text and opposed to specific options, so some answers spanned multiple categories.

  5. I am suspecting the top 4 could actually be labelled the same thing, Vendor Audits.

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