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		<title>IBM chief says employees&#8217; careers could suffer if they continue to work from home</title>
		<link>https://easysam.co.uk/news/ibm-chief-says-employees-careers-could-suffer-if-they-continue-to-work-from-home/</link>
		
		<dc:creator><![CDATA[Mike Varney]]></dc:creator>
		<pubDate>Tue, 09 May 2023 08:37:08 +0000</pubDate>
				<category><![CDATA[News]]></category>
		<category><![CDATA[IBM]]></category>
		<category><![CDATA[Interview]]></category>
		<category><![CDATA[Remote Working]]></category>
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					<description><![CDATA[<p>He said some remote workers may struggle to get promoted, and has encouraged his staff to return to the office for three days a week.</p>
<p>The post <a href="https://easysam.co.uk/news/ibm-chief-says-employees-careers-could-suffer-if-they-continue-to-work-from-home/">IBM chief says employees&#8217; careers could suffer if they continue to work from home</a> appeared first on <a href="https://easysam.co.uk">EasySAM</a>.</p>
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					<h1 class="elementor-heading-title elementor-size-default">He said some remote workers may struggle to get promoted, and has encouraged his staff to return to the office for three days a week.</h1>				</div>
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					<h1 class="elementor-heading-title elementor-size-default">Published on 9th May 2023</h1>				</div>
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									<p>IBM&#8217;s CEO, Arvind Krishna, says employees&#8217; careers could suffer if they work from home. </p>
<p>Krishna told Bloomberg during a Monday interview that although he wasn&#8217;t forcing his own staffers back to the office, he thought remote workers may struggle to get promotions. </p>
<p>Tech industry leaders appear to be less enthusiastic about remote working than they once were, but switching tack could backfire and risk infuriating workers, as Insider&#8217;s Hasan Chowdhury reported.</p>
<p>Krishna told Bloomberg in the Monday interview: &#8220;In the short term you probably can be equally productive, but your career does suffer. Moving from there to another role is probably less likely because nobody&#8217;s observing them in another context,&#8221; he said. &#8220;It will be tougher. Not impossible, but probably a lot tougher.&#8221;</p>
<p>He added that remote workers don&#8217;t learn skills normally acquired in person, such as dealing with difficult clients, Bloomberg reported. </p>
<p>Krishna has been IBM&#8217;s CEO since 2020 and has encouraged workers to return to the office for three days a week. Nickle LaMoreaux, IBM&#8217;s HR chief, told Insider in 2021 that most employees would return to the office part-time after the pandemic. <br /><br />Most of IBM&#8217;s workers are co-located near one of the company&#8217;s offices or clients and often collaborate in person, the company said.</p>
<p>Krishna&#8217;s comments follow IBM&#8217;s recent announcement that it planned to slow or suspend hiring for back-office roles that AI could replace. A spokesperson previously told Insider that there was no blanket hiring &#8220;pause&#8221; and the company was being deliberate and thoughtful in its hiring.</p>								</div>
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		<p>The post <a href="https://easysam.co.uk/news/ibm-chief-says-employees-careers-could-suffer-if-they-continue-to-work-from-home/">IBM chief says employees&#8217; careers could suffer if they continue to work from home</a> appeared first on <a href="https://easysam.co.uk">EasySAM</a>.</p>
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		<title>Making Software Licensing Easier: Peter Bjorkman, CTO, Snow Software</title>
		<link>https://easysam.co.uk/knowledge-base/making-software-licensing-easier-peter-bjorkman-cto-snow-software/</link>
		
		<dc:creator><![CDATA[Mike Varney]]></dc:creator>
		<pubDate>Mon, 21 May 2018 13:39:00 +0000</pubDate>
				<category><![CDATA[Knowledge Base]]></category>
		<category><![CDATA[Interview]]></category>
		<category><![CDATA[SAM]]></category>
		<category><![CDATA[Snow Software]]></category>
		<category><![CDATA[Software Asset Management]]></category>
		<category><![CDATA[Technology]]></category>
		<guid isPermaLink="false">https://wptest.easysam.co.uk/?p=17832</guid>

					<description><![CDATA[<p>This week, Peter Bjorkman, CTO of Snow Software was asked various questions related to software asset management.</p>
<p>The post <a href="https://easysam.co.uk/knowledge-base/making-software-licensing-easier-peter-bjorkman-cto-snow-software/">Making Software Licensing Easier: Peter Bjorkman, CTO, Snow Software</a> appeared first on <a href="https://easysam.co.uk">EasySAM</a>.</p>
]]></description>
										<content:encoded><![CDATA[		<div data-elementor-type="wp-post" data-elementor-id="17832" class="elementor elementor-17832" data-elementor-post-type="post">
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							What is SAM						</a>
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							Services						</a>
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							<div class="elementor-icon-box-wrapper">

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				<a href="/partners" class="elementor-icon" tabindex="-1" aria-label="Partners">
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							Partners						</a>
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				<a href="/knowledge-base" class="elementor-icon" tabindex="-1" aria-label="Knowledge">
				<i aria-hidden="true" class="fas fa-lightbulb"></i>				</a>
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									<h5 class="elementor-icon-box-title">
						<a href="/knowledge-base" >
							Knowledge						</a>
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							News						</a>
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							Contact Us						</a>
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						<a href="/login" >
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																<a href="/">
							<img fetchpriority="high" decoding="async" width="3820" height="779" src="https://easysam.co.uk/wp-content/uploads/2022/04/easysam_logo.png" class="attachment-full size-full wp-image-13269" alt="" srcset="https://easysam.co.uk/wp-content/uploads/2022/04/easysam_logo.png 3820w, https://easysam.co.uk/wp-content/uploads/2022/04/easysam_logo-300x61.png 300w, https://easysam.co.uk/wp-content/uploads/2022/04/easysam_logo-1024x209.png 1024w, https://easysam.co.uk/wp-content/uploads/2022/04/easysam_logo-768x157.png 768w, https://easysam.co.uk/wp-content/uploads/2022/04/easysam_logo-1536x313.png 1536w, https://easysam.co.uk/wp-content/uploads/2022/04/easysam_logo-2048x418.png 2048w, https://easysam.co.uk/wp-content/uploads/2022/04/easysam_logo-294x60.png 294w" sizes="(max-width: 3820px) 100vw, 3820px" />								</a>
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			<div class="elementor-widget-wrap elementor-element-populated">
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							<div class="elementor-social-icons-wrapper elementor-grid" role="list">
							<span class="elementor-grid-item" role="listitem">
					<a class="elementor-icon elementor-social-icon elementor-social-icon-search elementor-repeater-item-f1656e5" href="#elementor-action%3Aaction%3Dpopup%3Aopen%26settings%3DeyJpZCI6IjIyNDcxIiwidG9nZ2xlIjpmYWxzZX0%3D" target="_blank">
						<span class="elementor-screen-only">Search</span>
						<i aria-hidden="true" class="fas fa-search"></i>					</a>
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							<span class="elementor-grid-item" role="listitem">
					<a class="elementor-icon elementor-social-icon elementor-social-icon-mobile-alt elementor-repeater-item-54c76a7" href="tel:08443%20578561" target="_blank">
						<span class="elementor-screen-only">Mobile-alt</span>
						<i aria-hidden="true" class="fas fa-mobile-alt"></i>					</a>
				</span>
							<span class="elementor-grid-item" role="listitem">
					<a class="elementor-icon elementor-social-icon elementor-social-icon-envelope elementor-repeater-item-40fce36" href="mailto:info@easysam.co.uk" target="_blank">
						<span class="elementor-screen-only">Envelope</span>
						<i aria-hidden="true" class="fas fa-envelope"></i>					</a>
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							<span class="elementor-grid-item" role="listitem">
					<a class="elementor-icon elementor-social-icon elementor-social-icon-linkedin elementor-repeater-item-05680fe" href="https://www.linkedin.com/company/easysam" target="_blank">
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						<i aria-hidden="true" class="fab fa-linkedin"></i>					</a>
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							<span class="elementor-grid-item" role="listitem">
					<a class="elementor-icon elementor-social-icon elementor-social-icon-bell elementor-repeater-item-3883275" href="/newsletter" target="_blank">
						<span class="elementor-screen-only">Bell</span>
						<i aria-hidden="true" class="fas fa-bell"></i>					</a>
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									<p><strong>Software Asset Management (SAM) is an essential mandate for CTOs/ CIOs and their teams. Why is SAM strategic to an organization and how can IT leaders create buy-in from business leadership for investing in it </strong></p><p>CTOs and CIOs need good quality data to base their business decisions – they need to understand how technology is being consumed, what it costs them, and what value it is generating.</p><p>To do this, they need clear visibility not only into the traditional IT environments within the organization, but also into the digital technology used or accessed throughout the organization. Software Asset Management provides CIOs and CTOs with the level of transparency required to make the appropriate decisions to manage technology risks and costs while providing business value and supporting business innovation and agile work.</p><p><strong>What is Virtual Desktop Access (VDA) and what advantages does it offer to organizations? Does it complicate the process of software licensing? How can </strong><strong>CTOs</strong><strong> ensure they have the correct license for VDI consumption?</strong></p><p>Virtual Desktop Infrastructure (VDI) allows organizations to offer a managed workplace (e.g., Windows 10) as a service available from any device, such as a thin client, mobile device, or external laptop (e.g., contractor).</p><p>The primary benefit is flexibility in devices used to access corporate IT functions, and the downside is the difference in software compliance considerations.</p><p>When using a VDI desktop image you do not need a license for the operating system of that virtual machine. However, you need a license for each device/user that accesses that virtual machine with a VDA license. Similarly, you need a license for the software running on the virtual machine based on the number of users/devices that use the software on the virtual machine or has potential access to use the software on the virtual machine.</p><p>VDI does not necessarily have a negative effect of your software compliance and software spend if configured correctly, but it definitely needs serious consideration before being deployed in the organization.</p><p>Snow’s customers have the benefit of having the license requirements for Virtual Desktop Access (VDA) licenses automatically calculated, taking Software Assurance (SA) into account, and offers the ability to detect the use of Virtual Desktop Infrastructure in the organization.</p><p><strong>What is Unified Endpoint Management (UEM) and why is it significant for large, connected enterprises? What is expected from the CIO in developing a sustainable UEM strategy?</strong></p><p>Managing your entire end-user computing estate from one platform has great potential to improve control and offer a stronger mobile experience. There is pressure to deliver information to staff whether they are on a corporate machine, corporate mobile or personal mobile. The CIO is expected to help solve this issue by providing access but at the same time reducing the risk of data loss or security issues. A sturdy UEM product has the potential to deliver both outcomes.</p><p><strong>How will the new General Data Protection Regulation (GDPR) compliance requirements impact CIOs and how can they support their functional counterparts to manage the risk optimally? </strong></p><p>GDPR is impacting CIOs in two ways. First, it generates discussion on the technical elements needed for compliance – for example, can we search for personal information in each application, what is our retention period, and so on. Secondly, it has led to greater interest from businesses on where their data is stored and how to protect it.</p><p>In my experience, these risk-based discussions surprise functional leaders when they discover just how much personal data they are holding.</p><p>By enforcing the need for data privacy questionnaires, challenges and ownership questions surface that were not previously being addressed.</p><p><strong>How do you see the relationship between the CTO’s office and business impact changing? What are your top tips for CTOs to align more effectively with the business goals of the organization?</strong></p><p>As far as digital transformation is concerned, businesses are undergoing a radical shift in the way they work. Digital technology underpins everything we do, and as a result, the CTO’s role needs to extend beyond IT strategy and into business strategy, helping business leaders to source the products and services they need to grow their business successfully. Business leaders do not necessarily consider that they are sourcing technology – they are buying services or outcomes.</p><p>CTOs need to learn to communicate effectively in business terms and demonstrate that they understand the issues and opportunities that business leaders are dealing with, in order to ensure that the technology underpinning these solutions will meet business needs. It’s important not just to spend time with business leaders and end-users, but also to interact with customers and the products and services themselves.</p><p><strong>Tell us what your customers are saying. What are the biggest challenges IT leaders face today? Is there any significant difference between the challenges faced by CIOs at B2B and B2C enterprises?</strong></p><p>I think IT leaders are facing a real issue with digital transformation as all businesses recognize the potential to gain efficiencies, leapfrog competitors and sell more effectively. Just look at the impact on the high street, and you can see a tangible impact that digital can have on business.</p><p>Although technology has become more critical, it is moving out of IT and coming under the control of the business functions.</p><p>IT must remain relevant and provide value by managing those technology choices, controlling costs, and providing consultancy. One of the first challenges to overcome is to have visibility of the software used across the organization for a complete picture of the organization.</p><p><strong>Is the SaaS world making CTOs redundant? What new skills do IT leaders need to develop to thrive in today’s connected, DIY, SaaS business environment?</strong></p><p>This depends on the CTO. Although business leaders can bypass IT and procurement to source the services and technologies they need to deliver business growth, they still need to research their options carefully. Where the CTO is engaged with the business and seen within the organization as an expert in both, technology and the business, then business leaders will seek out advice and guidance in their technology choices.</p><p>It is becoming more common to see CTOs sitting outside the IT department as organizations acknowledge that technology strategy applies across the organization rather than just to what is owned and managed by internal IT.</p><p>To survive and thrive, CTOs must not only acquire in-depth business knowledge and have access to detailed data about technology consumption but also develop the communication and influencing skills needed to establish their place as a trusted advisor and expert to whom business leaders will naturally turn for advice.</p><p><strong>What are the top five factors impacting software spend right now? What trends do you observe in the way CIOs are prioritizing their spends?</strong></p><p>CIO priorities reflect those of CEOs. So, they need to consider how they can support business growth, increase profitability, and deal with cybersecurity threats.</p><p>The trend towards cloud-based services is continuing, not just for SaaS but increasingly for IaaS as well.</p><p>At the same time, device proliferation continues as end-users are accessing these cloud-based systems from multiple devices and using smartphone-based access for business. Although this platform isn’t suitable for all business activities, the ability to deal with transactional tasks and communication across a range of channels rather than being restricted to desk-based exercise is supporting the more agile, flexible, and collaborative way that people work in when it comes to digital businesses.</p><p><strong>What is a technology asset? Does the traditional taxonomy still fit for classifying IT assets? Do you believe a fixed taxonomy is at risk of becoming irrelevant as new technologies develop?</strong></p><p>A technology asset is any digital technology that creates (or should create) value for the organization. <span class="clickToTweet"><a>While traditionally ITAM has been concerned with IT assets – owned, managed, and controlled by IT; in the age of digital business, we need to provide governance that embraces the entire digital ecosystem. </a></span>To do this, we need to move away from a hard and fast taxonomy (hardware/software) that restricts us and build methodologies that enable organizations to determine what digital technology they need to manage as an asset based on business priorities.</p><p>If we just stick to managing traditional hardware and software, we risk being left behind as new asset classes don’t fit into these boxes. We’ve already seen the arguments about whether subscription licenses and SaaS should fall under the remit of SAM (they’re still software, so in the past, that’s justified putting them into the software box, although not without a lot of discussion and disagreement), but now PaaS, IaaS, and even BPaaS (Business Process as a Service) have started raising issues. There is no logical reason that these services can’t be managed through ITAM best practices, but they don’t fit into either the hardware or software box, which means that organizations are often abdicating responsibility for managing them effectively.</p><p>As cybersecurity functions struggle to manage the risks associated with these services, ITAM needs to step up and take responsibility for treating these as assets and ensure that security professionals are appropriately supported with good quality data. Likewise, finance and other stakeholders.</p><p><strong>What are the key trends in the IT landscape that are exciting for you right now?</strong></p><p>Machine learning is an exciting area of interest for us and one we will be investing in, going forward. I believe it will radically improve our ability to quickly assess and mitigate risks in our IT landscape by constantly monitoring and calculating real-time events in the business. Snow Software already produces vast volumes of actionable data. And it’s the validation, filtering, processing, and benchmarking of that data to generate the necessary business intelligence, that will benefit from the support of machine learning.</p>								</div>
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		<p>The post <a href="https://easysam.co.uk/knowledge-base/making-software-licensing-easier-peter-bjorkman-cto-snow-software/">Making Software Licensing Easier: Peter Bjorkman, CTO, Snow Software</a> appeared first on <a href="https://easysam.co.uk">EasySAM</a>.</p>
]]></content:encoded>
					
		
		
			</item>
		<item>
		<title>SAP addresses the questions on its licensing and auditing news – an influencer event analysis</title>
		<link>https://easysam.co.uk/news/sap-addresses-the-questions-on-its-licensing-and-auditing-news-an-influencer-event-analysis/</link>
		
		<dc:creator><![CDATA[Mike Varney]]></dc:creator>
		<pubDate>Wed, 25 Apr 2018 12:36:00 +0000</pubDate>
				<category><![CDATA[News]]></category>
		<category><![CDATA[Announcement]]></category>
		<category><![CDATA[Interview]]></category>
		<category><![CDATA[SAP]]></category>
		<guid isPermaLink="false">https://wptest.easysam.co.uk/?p=15993</guid>

					<description><![CDATA[<p>Hot on the heels of SAP’s major licensing and audit announcements, a group of analysts and influencers pressed the issue in person.</p>
<p>The post <a href="https://easysam.co.uk/news/sap-addresses-the-questions-on-its-licensing-and-auditing-news-an-influencer-event-analysis/">SAP addresses the questions on its licensing and auditing news – an influencer event analysis</a> appeared first on <a href="https://easysam.co.uk">EasySAM</a>.</p>
]]></description>
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					<h1 class="elementor-heading-title elementor-size-default">Hot on the heels of SAP’s major licensing and audit announcements, a group of analysts and influencers pressed the issue in person.</h1>				</div>
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									<p data-incom="P0">On April 1, SAP publicly announced changes to its licensing and auditing practices. Coined as “Project Trust,” these announcements are a direct response to the PR nightmare and customer trust issues invoked by SAP’s prior approach to the now-notorious concept of “indirect access.” (IA)</p><p data-incom="P2">These announcements had two main components:</p>								</div>
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										<span class="elementor-icon-list-text">The unveiling of a new, opt-in “document-based” pricing structure that customers can choose as an alternative to user-based licensing. No software upgrades to S/4HANA are required, but it is an all-in model, meaning you can’t mix user-based and document-based licensing. SAP says its goal is to make transitions to document-based pricing “cost neutral” compared to the existing user licenses (assuming the licensing is currently accurate). A key goal of the document-based model: provide a predictable and transparent approach to licensing costs, one that accounts for new, data-intensive digital scenarios, e.g. processing IoT-based transactions in SAP-based systems. As Den Howlett has written, this is a move towards the consumption-based licensing we believe is the future of enterprise software pricing. This model applies to S/4HANA, S/4HANA (public) cloud, and SAP ERP.</span>
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											<span class="elementor-icon-list-icon">
							<i aria-hidden="true" class="fas fa-arrow-alt-circle-right"></i>						</span>
										<span class="elementor-icon-list-text">The formal separation of sales and auditing on a global level. SAP now audits independently; there are consequences for any rogue salesperson that attempts to leverage the fear of audits for new software purchases, an all-too-common practice in enterprise software. SAP will be providing customers with tools to track their own licensing use, including a dashboard currently called “Entitlement-to-Consumption,” which is still in development.</span>
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									<p data-incom="P3">Last week in its New York City offices, SAP’s leadership, including all of its cloud presidents, conducted an SAP Influencer Day, intended as a dialogue on SAP’s strategic priorities heading into Sapphire Now in June. A smaller group – including myself and diginomica colleague Phil Wainewright – remained for a day of discussions with the team responsible for SAP’s licensing announcements. Needless to say, the talks were spirited.</p><p data-incom="P4">The licensing day included group and 1:1 sessions which hit on how these announcements will impact SAP sales, auditing, and user licensing. We also honed in on the challenges SAP will face going forward. ASUG, “North America’s SAP User Group,” made a thirty minute NDA presentation on their views.</p>								</div>
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					<h3 class="elementor-heading-title elementor-size-default">Dialogue with users groups and externals has been central to these changes</h3>				</div>
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									<p data-incom="P5">I’ve seen loads of misconceptions about SAP’s announcements on social media. That’s understandable when you consider after last summer, SAP went publicly silent on this topic, giving the unfortunate impression they were making very little progress.</p><p data-incom="P6">CEO Bill McDermott set the right tone at Sapphire 2017 in his keynote by vowing SAP would address indirect access and regain customer trust. Soon after Sapphire Now, SAP released an underwhelming and tone deaf white paper, explaining new policies on the three most common “indirect access” scenarios, which SAP calculated as 80 percent of the problem: order-to-cash, procure-to-pay, and indirect static read.</p><p data-incom="P7">Though the document was a step forward, I was disappointed with the communications around it. I got the impression SAP considered the matter closed; communications fell off. Adding to the sense of disconnect, SAP’s handling of pricing questions during the fall TechEd season at public press sessions was also inadequate.</p><p data-incom="P8">It’s understandable that external frustration would mount between the July 2017 white paper and the announcements on April 1, 2018. But fortunately for SAP, their understanding of these issues – and policies to address it – took a big step forward during the year.</p><p data-incom="P9">One crucial factor: dialogue with key user groups around the world, including but not limited to DSAG, ASUG, UKISUG, and SUGEN, the “umbrella” user group which many regional user groups are a part of (after years of relative quiet, SUGEN has found its voice on this topic, from our video last Sapphire Now to their strongly-worded comments on April 1).</p><p data-incom="P10">Diginomica was one of the external groups SAP spoke with (repeatedly) on this topic during the last year. How SAP’s momentum developed is open to some debate, but we do know this:</p><p data-incom="P13">ASUG takes heat for not being vocal enough on issues for SAP customers. I’ve told ASUG’s leadership repeatedly I believe they should be more public in their concerns rather than their usual approach of airing out issues on the private channels and influence councils, etc. But that doesn’t take away from the comment made by SAP’s Hala Zeine last week (Zeine has led the licensing overhauls from SAP’s side).</p>								</div>
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				Every time we met, they held the mirror; they told us how many zits we had on our face. ASUG and other user groups improved the model.			</p>
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									<p>I bore witness to this in December, when we had a phone meeting with Zeine and her team. To be honest, I was dreading the meeting. I didn’t want to hear the same assurances and half-measures. Instead, I heard concrete plans on licensing and auditing, and: a much more sophisticated understanding of customer concerns.</p>								</div>
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					<h3 class="elementor-heading-title elementor-size-default">The work is unfinished – three priorities ahead</h3>				</div>
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									<p>That said, the April 1 news is not the end of the story for SAP – not even close. I’ve recommended SAP shift from an “addressing a problem” mindset to a “seizing competitive advantage” mindset, turning licensing from a tedious-but-necessary conversation to a source of market edge. Inherent in that shift: you never quit on this topic. You keep pushing and improving and the work is never done. I believe SAP is clear on that now, but time will tell. There are three main issues on the hot burner:</p>								</div>
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										<span class="elementor-icon-list-text">SAP must prove that document-based pricing is indeed price neutral and appealing for customers, rather than overly complex and cost-intensive. That will surely mean refining the model, with plenty of customer education and feedback.</span>
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							<i aria-hidden="true" class="fas fa-arrow-alt-circle-right"></i>						</span>
										<span class="elementor-icon-list-text">SAP must prove that separating auditing and sales is truly effective in the field. If rogue incidents of audit pressures from sales teams occur, customers must have recourse and see action taken.</span>
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										<span class="elementor-icon-list-text">With the help of user groups, SAP must help customers who are concerned about what these changes mean to come forward, without fear of negative pricing consequences. SAP has already stated that “SAP will waive back-maintenance for indirect access to SAP software for customers who pro-actively engage with us in good faith.” However, trust is a badge earned by a process of integrity. Statements must prove out. Customers who have been through these licensing transitions (SAP has some that fit the bill) will be crucial voices.</span>
									</li>
						</ul>
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					<h3 class="elementor-heading-title elementor-size-default">Issues for SAP to tackle</h3>				</div>
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									<p>Our discussions surfaced issues for SAP to tackle. Here’s a partial list:</p>								</div>
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					<h4 class="elementor-heading-title elementor-size-default">1. Will document-based pricing prove to be price neutral and effective?</h4>				</div>
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									<p data-incom="P18">To decide on the model for document-based pricing, SAP debated several options, including number of documents, dollar value of documents (pricing by value of transaction), and line item based pricing. SAP has chosen line item based pricing.</p><p data-incom="P19">Line item pricing has the advantage of addressing a range of scenarios, including a wholesale sales order with numerous line items. EDI, still a common method of data integration for SAP customers, can also be priced in this document model, though customers must do the full new contract conversion option to include EDI.</p><p data-incom="P20">In the case of a customer that orders only twenty planes a year, that big ticket item is broken down into parts, which also fits the line item model. Sonja Swann, GVP, Global Head of Pricing and Commercialization at SAP, spoke to a sales order example:</p>								</div>
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				We debated this a lot internally, I will tell you, on whether we should based on the number of orders, based on the value of orders, for example, or based on the number of line items. It’s not an easy debate. There are customers who would prefer number of orders. There are customers who would prefer number of line items and there are yet also customers who would prefer the value of orders. There is no perfect pricing model, I think we can all agree that.			</p>
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				Having considered all the different options, we felt that counting the line items is the best approach that addresses the different industries that we deal with.			</p>
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									<p data-incom="P23">In the case of a bulk order subject to change, additions, and cancellations, those changes would not be charged – only the initial line item creation. For industries with demand spikes like retail, SAP’s response is that the nine document types are interchangeable. You can use whatever combination of document types up to the limit. Each year, you license for a number of documents, for example one billion. That amount replenishes each year. If you exceed that by one million documents, e.g. a retailer during a busy holiday season, you can buy one million more. If that demand spike will be annual, you can speak to SAP about adding that one million to the renewing amount each year, as an incremental cost.</p><p data-incom="P24">SAP knows it has work to do defining industry practices for documents. However, we were also told that SAP’s industry solutions themselves have almost no indirect access issues, because they are not priced on user-based licenses.</p><p data-incom="P25">I see two big concerns with the document-based model. One is that SAP must ensure that examples of paying a huge amount more for transitioning to the document model are addressed. We are already hearing potential examples of this. SAP will need to intervene and assess the pricing there.</p><p data-incom="P26">If the document-based model is cost prohibitive, this all breaks down. There is one huge caveat here: customers who have not been properly licensed in the past for their indirect usage will have to address that from a go-forward angle. SAP will not pursue back maintenance as stated above, but it will look to price properly going forward. SAP’s document-based pricing is based on the premise that the customer always owns the data, but when it moves through an SAP system in a way that takes a forward action, then a price for that processing is invoked. As Zeine put it:</p>								</div>
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				We at SAP clearly felt that our entire pricing philosophy is based on the fact – which is what the company believes – is that the customer owns the data. It’s their data and we’re helping them process that data.			</p>
					</blockquote>
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									<p>If SAP is not careful, this will leave a sour taste for those customers who were told they were sufficiently licensed for their SAP usage in the past. If they can roll that usage into a document-based model that is cost neutral, no problem. But if they are paying more – even if SAP considers that to be fair based on their actual usage – that’s going to feel like a slap in the face for customers who felt they were licensed for their usage, and were told that by their account rep in the past. These are solvable problems but they are not insignificant.</p>								</div>
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					<h4 class="elementor-heading-title elementor-size-default">2. SAP must now address how their partner ecosystem approaches indirect access with the same diligence.</h4>				</div>
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									<p data-incom="P30">One of the most potent issues that surfaced during our talks was the future of licensing with partners. Analyst Josh Greenbaum argued that partners are at a disadvantage to SAP’s own price list in this pricing plan.</p><p data-incom="P31">SAP partners that are on the price list are covered by this plan, but only a fraction of SAP partners are on the price list. Greenbaum made the case that there is another class of valuable SAP third party partners that deserves some type of new partner class that gives them a more equal playing field with SAP’s own solutions (because everything on the SAP price list, including SuccessFactors and other SaaS offerings, is not subject to IA licensing considerations).</p><p data-incom="P32">SAP is in a bit of a no-win situation on this point. The company believes that supporting end-to-end options across SAP software is the right thing to do, so they don’t want to charge for data access to Ariba and Hybris and so on from SAP ERP. I believe SAP is also correct that if they starting charging for IA licensing into these solutions, customers would be unhappy about being “double charged” for that access (I just talked to an SAP Microsoft customer who is upset with Microsoft for trying to charge for access between Microsoft products).</p><p data-incom="P33">There’s been some social media debates on whether SAP not charging for access to their own third party apps on their price list is in fact illegal. I asked SAP’s licensing and pricing leads about this in New York and they are confident they could withstand a legal challenge on this front.</p><p data-incom="P34">But this isn’t really about legality in my view. It’s about two key points:</p>								</div>
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				<div class="elementor-element elementor-element-0033b1c elementor-icon-list--layout-traditional elementor-list-item-link-full_width elementor-widget elementor-widget-icon-list" data-id="0033b1c" data-element_type="widget" data-e-type="widget" data-widget_type="icon-list.default">
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										<span class="elementor-icon-list-text">Doing right by SAP partners, many of whom have important value-add solutions, and making sure customers have fair pricing for those partners.</span>
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											<span class="elementor-icon-list-icon">
							<i aria-hidden="true" class="fas fa-arrow-alt-circle-right"></i>						</span>
										<span class="elementor-icon-list-text">Educating the partner community on these changes as well as customers. Example: just because a partner solution is “SAP certified” doesn’t mean that it is compliant with these new pricing plans.</span>
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									<p>Some third party solutions – I won’t name any here – are based on a user/data hybrid model. In other words, they have one licensed SAP user, and within that user, they might process ten sales orders, or a thousand, externally from SAP. That “hybrid” model is not a fit with the document-based pricing plan. It’s also not a fit with SAP’s new view that all system activity should be visible and measurable. They want to provide that kind of visibility to customers in the future. If you’re a partner that fits that description, I’d suggest that change is on the horizon.</p>								</div>
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					<h3 class="elementor-heading-title elementor-size-default">Final thoughts – modern licensing is there for SAP to seize</h3>				</div>
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									<p data-incom="P36">Don’t look for SAP to put licensing front and center at Sapphire Now. The whole point of the April news (and talks) is to shift the focus of the Sapphire Now event. I don’t have a problem with that AS LONG AS SAP finds the will and fortitude to press on. With this exception: if SAP doesn’t have some kind of customer licensing panel at Sapphire Now, featuring customers who have worked on this new document model, that will be a big mistake.</p><p data-incom="P37">I’d like to see ASUG hit on this topic in their keynotes. ASUG’s presentation at our event was informative and strongly worded. ASUG Board Member and customer Ron Gilson did a fine job. Unfortunately, it was the only slide deck of the day that was NDA. ASUG has plenty of resources on this topic for customers, including a licensing resource center; hopefully public comments at the annual conference will add to that.</p><p data-incom="P38">Zeine spoke openly about trust and the road ahead:</p>								</div>
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				Trust is not built by just saying you’re going to do it. Trust is built by actually doing it on a permanent basis and proving it every step of the way, which is why we were leading in now with the sales and audit practice, because this has to be done on a customer by customer basis. It’s also why we put in a conversion policy in place but, of course, we would have to convert customer by customer. I also believe as the metering gets put into place, some customers may say, “I’m going to wait and see. Is it really better for me, financially, commercially, to move?” They will not believe us for awhile.			</p>
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									<p data-incom="P40">One big concern for SAP is that Zeine has moved on from her current role. She’s been promoted to lead SAP’s digital supply chain management. When I asked her about it, Zeine was quick to emphasize that this has been a team effort, and licensing was hardly the only part of her prior portfolio management job. That may be the case, but Zeine was exceptional at communicating with externals and getting into the fray of difficult conversations. She won’t be easily replaced.</p><p data-incom="P41">Swann has also been terrific. SAP handed these two a scorching hot potato and they have managed, through some duress and dealing with difficult/opinionated people like, say, the diginomica team, to forge something that may well serve as a bridge to a modern and better SAP.</p><p data-incom="P42">It’s true that no large enterprise ERP product is priced as purely consumption-based. When I think about the licensing of the future, it should be:</p>								</div>
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				<div class="elementor-element elementor-element-2c7b627 elementor-icon-list--layout-traditional elementor-list-item-link-full_width elementor-widget elementor-widget-icon-list" data-id="2c7b627" data-element_type="widget" data-e-type="widget" data-widget_type="icon-list.default">
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										<span class="elementor-icon-list-text">Consumption-based, pay-as-you-go.</span>
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										<span class="elementor-icon-list-text">Transparently metered and monitored. No need for audits because the customer and vendor will look at the same monitoring tools and make adjustments on the fly.</span>
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										<span class="elementor-icon-list-text">Easily structured around seasonal fluctuations and data types, favoring digital scenarios where data moves freely across products and APIs.</span>
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						</ul>
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									<p data-incom="P43">SAP has a chance to press on with all three of these points, turning a self-inflicted PR and trust crisis into a competitive edge. SAP is now providing some of its auditing tools to customers, and sometime in the future – SAP declined to give a timeframe – the consumption dashboard will add another key piece towards these goals.</p><p data-incom="P44">But I’m going to add another point to this modern pricing list. In the future of enterprise software, charging for data processing in back end systems is going to become a commodity. Charging based on external customer value and outcomes is the final piece of the puzzle.</p><p data-incom="P45">For now, SAP has to protect the licensing income and not take a loss on the document pricing conversion, but this is a position of diminishing returns. Yes, there is value in data processing. But the real value is partnering with businesses to grab new markets. Take what Swann said about impact of this new plan on SAP’s industry solutions:</p>								</div>
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				This doesn’t affect 99 percent of industry solutions at all, because industry solutions are not price based on the user metric. They are priced based on business metrics that are relevant for those industry solutions.			</p>
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				<div class="elementor-element elementor-element-d31aee9 elementor-widget elementor-widget-text-editor" data-id="d31aee9" data-element_type="widget" data-e-type="widget" data-widget_type="text-editor.default">
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									<p data-incom="P47">Exactly. Business metrics/outcomes on the one hand, and consumption on the other. Those are the cornerstones of future pricing models. Facilitating transactions is less valuable than helping a company earn those transactions by co-designing and implementing new digital models. I believe customers will feel the same way, and structure their budgets accordingly.</p><p data-incom="P48">I’m not sure if SAP is completely convinced of the benefits of hitting on this difficult topic relentlessly until it becomes a win. Global issues like security, licensing, GDPR/data privacy are areas where SAP has a strong story. Most vendors shy away from these topics in their public discussions and keynotes; SAP shouldn’t.</p><p data-incom="P49">SAP is not the only vendor that needs to be more transparent about pressurized sales tactics and audits. I’m not going to name names here, but if you jotted down a list of vendors with “legacy” install bases who are making cloud revenue transitions under the scrutiny of Wall Street, I’ve heard stories about all of them. Josh Greenbaum is researching that now. I look forward to seeing his published work, and how vendors are stepping up – or not.</p><p data-incom="P50">SAP was upfront that the SAP Cloud Platform doesn’t fit into this pricing picture yet. SAP is working on that, and looking at options. This article is long enough so I’ll leave that hanging. Finally, some <del>pesky</del> savvy analysts brought up SAP Business One and SAP Business ByDesign, which are now part of the same business unit.</p><p data-incom="P51">For now, SAP isn’t including either in their indirect access pricing models. We were told this issue has not come up as a widespread problem for either. But those are the kinds of questions you get when you invite a group of analysts/influencers to spend the day with you.</p>								</div>
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									<p><span style="text-decoration: underline;"><a href="https://diginomica.com/2018/04/23/sap-addresses-the-questions-on-its-licensing-and-auditing-news-an-influencer-event-analysis/" target="_blank" rel="noopener">https://diginomica.com/2018/04/23/sap-addresses-the-questions-on-its-licensing-and-auditing-news-an-influencer-event-analysis/</a></span></p>								</div>
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		<p>The post <a href="https://easysam.co.uk/news/sap-addresses-the-questions-on-its-licensing-and-auditing-news-an-influencer-event-analysis/">SAP addresses the questions on its licensing and auditing news – an influencer event analysis</a> appeared first on <a href="https://easysam.co.uk">EasySAM</a>.</p>
]]></content:encoded>
					
		
		
			</item>
		<item>
		<title>How to manage your Oracle licences</title>
		<link>https://easysam.co.uk/knowledge-base/how-to-manage-your-oracle-licences/</link>
		
		<dc:creator><![CDATA[Mike Varney]]></dc:creator>
		<pubDate>Mon, 19 Feb 2018 17:04:00 +0000</pubDate>
				<category><![CDATA[Knowledge Base]]></category>
		<category><![CDATA[Interview]]></category>
		<category><![CDATA[Licences]]></category>
		<category><![CDATA[Management]]></category>
		<category><![CDATA[Oracle]]></category>
		<guid isPermaLink="false">https://wptest.easysam.co.uk/?p=17928</guid>

					<description><![CDATA[<p>We asked the experts for their top tips to avoid getting burned by those notorious Oracle licence agreements</p>
<p>The post <a href="https://easysam.co.uk/knowledge-base/how-to-manage-your-oracle-licences/">How to manage your Oracle licences</a> appeared first on <a href="https://easysam.co.uk">EasySAM</a>.</p>
]]></description>
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									<p>Oracle, the enterprise technology giant founded by Larry Ellison in 1977, has developed a notorious reputation for its software licensing agreements.</p><p>As Craig Guarente, CEO at Palisade Compliance puts it: “Vague contracts, aggressive audits, unlimited access to Oracle software, and dozens of acquisitions make Oracle the most difficult technology vendor to manage.”</p><p class="">Oracle, for its part, has worked to offer database customers a new flat-price ‘Perpetual User License Agreement’ (PULA) – moving away from its longstanding Unlimited License Agreement (ULA) – but the pricing can still be somewhat Byzantine.</p><p class="">It has also recently looked to ‘simplify’ its cloud pricing while also effectively doubling the cost of running its software on rival infrastructure from the likes of AWS. Ahead of Oracle OpenWorld 2017 Oracle chairman and CTO Larry Ellison announced customers can bring their on-premise licences to its IaaS and PaaS platforms and introduced “universal credits” into its cloud pricing.</p><p>So we went out and asked a handful of consultants and experts for their top tips on managing Oracle licences and how to avoid getting burned.</p>								</div>
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									<p class="">This may seem basic, but understanding an Oracle contract requires “an advanced degree in Oracle contracting,” according to Guarante.</p><p class="">“Not only do you have to know your contracts, you have to know Oracle’s policies, and how Oracle interprets those policies in various situations,” he says. “With that knowledge you can navigate an Oracle audit, effectively manage your enterprise agreement, or certify out of your ULA.</p><p class="">“The contract is the key. The first thing in understanding your contracts is having access to them. You would be amazed how many companies do not have a central repository for all of their Oracle agreements.”</p>								</div>
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									<p class="">“The number one issue we see customers face is that they have simply over-deployed their Oracle licences,” says Guarente.</p><p class="">He recommends taking stock of how software is being used instead of focusing on licences. “What I mean is, their compliance problem is not because they are using 20 units of software but only have 10 licences,” he explains, talking about clients of Palisade Compliance.</p><p class="">“Rather, their compliance issues stem from who is using the software, what are they doing with the software, and where is the software being used. These are all contractual and business issues that get companies of all sizes into a non-compliant position.”</p><p class="">Christian den Boer, director services and support for Benelux, France and Iberia at Snow Software makes a similar point, saying: “Being licensed for something does not mean that you are actively using that software.”</p><p class="">He advises “a good software asset management practice” so that organisations can get their arms around what is and is not properly licensed.</p>								</div>
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					<h3 class="elementor-heading-title elementor-size-default">Understand the risks of virtualisation</h3>				</div>
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									<p class="">According to den Boer at Snow Software: “Oracle has a rather archaic view on virtualisation and has always been very keen on keeping the link between its software and the physical processors on which these products run.”</p><p class="">The key comes down to Oracle’s definition of hard- and soft-partitioning.</p><p class="">“Hard-partitioned environments are considered ‘approved’ which can limit the number of required licences for any product installed on that environment,” den Boer says.</p><p class="">“Soft-partitioned environments on the other hand are not approved as a method to limit the number of required licences.”</p><p class="">“[Therefore] not understanding on which environment you are using Oracle can have an enormous impact on the number of required licences. Having a database on a VM in your VMware estate that you are unaware of, may lead to a multimillion-pound compliancy issue.”</p>								</div>
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					<h3 class="elementor-heading-title elementor-size-default">Be aware of long-term cloud pricing</h3>				</div>
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									<p class="">Shawn Donohue, vice president of marketing at Miro Consulting says: “Using Oracle on Amazon Web Services or Microsoft Azure requires double the licences as Oracle Cloud.</p><p class="">“When considering cloud PaaS or IaaS subscriptions, and this relates to any of the cloud platforms that you wish to run Oracle products on, you need to make sure you factor in the long-term costs.</p><p class="">“Since it is a subscription it will eventually surpass perpetual licence costs. Obviously, hardware maintenance costs are built into cloud subscriptions but hardware is much less expensive than software costs in the long run.”</p>								</div>
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									<p class="">If your business has recently taken part in some M&amp;A activity your Oracle licences may have been affected.</p><p class="">“When negotiating any new Oracle contracts it is very important to understand how any future mergers, acquisitions or divestitures could impact your licensing requirements,” Donohue says. “For example, Oracle ULA agreements contain some of the most customised contracts. There is no default approach in such language as it can really depend on the licences being purchased as well as the business requirements of the client.”</p>								</div>
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					<h3 class="elementor-heading-title elementor-size-default">Be aware of renewal pricing</h3>				</div>
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									<p>Donahue warns that the initial licensing price may not be the same as the one you get on renewal. “While the initial pricing can be attractive, it’s critically important to know renewal pricing when you sign the contract. Don’t assume that pricing will rise at a modest level and that initial ‘teaser rate’ may literally be just that, a ‘teaser rate’,” he wrote in a blog post on the Miro Consulting website.</p>								</div>
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					<h3 class="elementor-heading-title elementor-size-default">Do some conversion planning</h3>				</div>
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									<p class="">If you are planing on making a technology change, like moving from Dell Servers to IBM Servers, or shifting some on-premise systems into the cloud, you should take account of your existing licensing agreements to avoid getting burned.</p><p class="">“It is very important to consider not just the technical business reasons for making the change, but also identifying the licensing impact of such a change,” Donohue says. “We often get clients coming to us after they have already made the changes only to discover that the move will cost them significantly more in licensing-related costs than they assumed.”</p>								</div>
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					<h3 class="elementor-heading-title elementor-size-default">Have the right compliance tooling</h3>				</div>
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									<p class="">Guarente from Palisade Compliance preaches the use of relevant tools to keep track of Oracle licences. “Tools have a role in your Oracle licence management program,” he said. “If you don’t have a tool, or some way to collect information on your Oracle usage, you are playing with fire.”</p><p class="">However, he warns: “There is no tool on the market today that can be deployed and give you a compliance position on your Oracle licences.”</p>								</div>
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									<p><span style="text-decoration: underline;"><a href="https://www.computerworld.com/article/3427627/how-to-manage-your-oracle-licences" target="_blank" rel="noopener">https://www.computerworld.com/article/3427627/how-to-manage-your-oracle-licences</a></span></p>								</div>
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									<a href="https://easysam.co.uk/tag/interview/" rel="tag">Interview</a> | <a href="https://easysam.co.uk/tag/licences/" rel="tag">Licences</a> | <a href="https://easysam.co.uk/tag/management/" rel="tag">Management</a> | <a href="https://easysam.co.uk/tag/oracle/" rel="tag">Oracle</a>								</div>
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			<div class="elementor-post__thumbnail"><img loading="lazy" decoding="async" width="370" height="240" src="https://easysam.co.uk/wp-content/uploads/2026/04/saas-sprawl-has-become-the-new-shadow-it-why-traditional-security-struggles-to-see-and-stop-it-featured-image-370x240.jpg" class="attachment-rara-business-blog size-rara-business-blog wp-image-37349" alt="" srcset="https://easysam.co.uk/wp-content/uploads/2026/04/saas-sprawl-has-become-the-new-shadow-it-why-traditional-security-struggles-to-see-and-stop-it-featured-image-370x240.jpg 370w, https://easysam.co.uk/wp-content/uploads/2026/04/saas-sprawl-has-become-the-new-shadow-it-why-traditional-security-struggles-to-see-and-stop-it-featured-image-300x195.jpg 300w, https://easysam.co.uk/wp-content/uploads/2026/04/saas-sprawl-has-become-the-new-shadow-it-why-traditional-security-struggles-to-see-and-stop-it-featured-image-1024x664.jpg 1024w, https://easysam.co.uk/wp-content/uploads/2026/04/saas-sprawl-has-become-the-new-shadow-it-why-traditional-security-struggles-to-see-and-stop-it-featured-image-768x498.jpg 768w, https://easysam.co.uk/wp-content/uploads/2026/04/saas-sprawl-has-become-the-new-shadow-it-why-traditional-security-struggles-to-see-and-stop-it-featured-image-770x499.jpg 770w, https://easysam.co.uk/wp-content/uploads/2026/04/saas-sprawl-has-become-the-new-shadow-it-why-traditional-security-struggles-to-see-and-stop-it-featured-image-93x60.jpg 93w, https://easysam.co.uk/wp-content/uploads/2026/04/saas-sprawl-has-become-the-new-shadow-it-why-traditional-security-struggles-to-see-and-stop-it-featured-image.jpg 1110w" sizes="(max-width: 370px) 100vw, 370px" /></div>
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			<a href="https://easysam.co.uk/knowledge-base/saas-sprawl-has-become-the-new-shadow-it-why-traditional-security-struggles-to-see-and-stop-it/" >
				SaaS Sprawl has become the new Shadow IT: why traditional security struggles to see (and stop) it			</a>
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			<p>SaaS – now deeply intertwined with AI – has redefined the enterprise technology stack; and it&#8217;s leaving security teams with minimal visibility and even less control</p>
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		<p>The post <a href="https://easysam.co.uk/knowledge-base/how-to-manage-your-oracle-licences/">How to manage your Oracle licences</a> appeared first on <a href="https://easysam.co.uk">EasySAM</a>.</p>
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