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False Expectations When Selling SAM Tools

False Expectations When Selling SAM Tools

On a recent webinar a vendor stated:

“We have the most advanced software recognition in the market”.

This was something I was guilty of quoting when I used to sell tools. A grand statement with no substantiating evidence. Worryingly, very few organisations test these statements before parting with their cash.

The same vendor also said that they made SAM “As easy as making a cup of tea”.

It’s a shame to let the facts get in the way of a perfectly good sales pitch – but I can’t help but feel discouraged for the poor users who fall into the trap that buying a SAM solution will be a silver bullet that will cure all of their woes.

Whilst there are some great, innovative software solutions out there – nobody has the Holy Grail. Every vendor’s software needs a great deal of human oomph behind it to make it work.

I would love to be corrected and told otherwise: but I am yet to find an organisation that has a perfectly automated system for managing their assets.

I think it is important to set expectations from the outset. To sell SAM software otherwise:

  • is a disservice to end users and only leads to disappointment
  • shows a lack of experience with implementation
  • does not bode well for keeping hold of the customer in the longer term.

In my experience, for even the most advanced organisations, it’s less making a cup of tea and more like herding cats.

About Martin Thompson

Martin is owner and founder of The ITAM Review, an online resource for worldwide ITAM professionals. The ITAM Review is best known for its weekly newsletter of all the latest industry updates, LISA training platform, Excellence Awards and conferences in UK, USA and Australia.

Martin is also the founder of ITAM Forum, a not-for-profit trade body for the ITAM industry created to raise the profile of the profession and bring an organisational certification to market. On a voluntary basis Martin is a contributor to ISO WG21 which develops the ITAM International Standard ISO/IEC 19770.

He is also the author of the book "Practical ITAM - The essential guide for IT Asset Managers", a book that describes how to get started and make a difference in the field of IT Asset Management. In addition, Martin developed the PITAM training course and certification.

Prior to founding the ITAM Review in 2008 Martin worked for Centennial Software (Ivanti), Silicon Graphics, CA Technologies and Computer 2000 (Tech Data).

When not working, Martin likes to Ski, Hike, Motorbike and spend time with his young family.

Connect with Martin on LinkedIn.

3 Comments

  1. Craig says:

    Brilliant!! Could not agree more Martin! In my experience all the tools have their short comings

    in one way or another, the trick is to have enough knowledge about these short comings to be able to sensibly mitigate them with the

    people and process that you build around the technology aspect.

  2. Craig says:

    Brilliant!! Could not agree more Martin! In my experience all the tools have their short comings in one way or another, the trick is to have enough knowledge about these short comings to be able to sensibly mitigate them with the people and process that you build around the technology aspect.

  3. Sandi Conrad says:

    Having made tea, herded cats and managed software assets, I have to agree

    that SAM is certainly the most challenging of the three! The tools can make a company very efficient, but rarely cover every component

    required by a company.

    This is why it is so important to set up policies and integrate SAM processes into every software

    touchpoint within the IT & HR processes. There are some tool companies out there that are encouraging this, but there are still too

    many that are using the “silver bullet” routine.

    I sold a product to a company a few years ago and set up their SAM practice for

    them, then trained them on maintaining it. One of the first things I noticed when reconciling their software was that they had 2 other

    SAM products on the network. They were a little surprised about 2 already being there, and said “well, likely no one knows what to do

    with them.”

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