Event Listing: IBM and SAP Seminar, 14th May (New York)

23 February 2015
6 minute read
ITAM News & Analysis

Event Listing: IBM and SAP Seminar, 14th May (New York)

23 February 2015
6 minute read

ITAM_SEMINAR_IBM_NY_MAYBuilding on our Oracle seminars, we’re pleased to continue our series of seminars on IBM and SAP licensing and audit defence with a stop in New York.

This seminar will cover the key issues of IBM and SAP licensing and will include expert industry speakers such as Eric Chiu and Mark Bartrick. There will also be interactive workshops and the chance to network with like-minded peers who are addressing similar issues.

You will also have an opportunity to discuss your own estate and gain advice on how it could be managed more effectively.

Attend this free* event for invaluable presentations from our IBM and SAP expert industry speakers covering topics such as:



  1. How to address the poor communications from SAP on license program changes
  2. Clarifying the exact attributes of different roles / user types
  3. Shining a light on the vagueness of SAP licensing and turning it into customer advantage
  4. Managing the risk of indirect access
  5. Winning SAP audit defence strategies


  1. How to navigate the inconsistencies across IBM terms and conditions
  2. I’m Being Misled (IBM) – How to ensure you are informed of all information that might benefit your environment, turning poor IBM internal communications to your advantage
  3. Common IBM audit triggers and addressing KPMG behaviour during audits
  4. Exploring the real value to be achieved from sub-capacity licensing
  5. Unpicking IBM bundling to ensure compliance

  • Who: The ITAM Review
  • What: IBM/SAP Seminar
  • When: 9.30am – 4.30pm Thursday 14th May 2015
  • Where: Baruch College, New York
  • Cost: Free*

 ITAM Register IBM NY



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christof Christof Beaupoil, President, Aspera Technologies Inc.

IBM Technical Fundamentals for Discovery and Effects on Other Vendor’s Metrics
  • IBM as a hardware manufacturer for different platforms (AIX, z/OS, Unix etc)
  • The significance for SAM
  • Effects on other vendor’s products (hard- vs. soft-partitioning)
  • What are appropriate discovery-solutions?
  • Alternatives to ILMT for PVU management
  • Challenges for hardware-asset-management (CPU type, etc.)
  • Optimization for PVU-licensed products

Speaker Biography –

Co-founder of Aspera, Christof Beaupoil has over 15 years’ experience in software asset management for large organizations. He studied mechanical engineering and information technology at RWTH Aachen, one of the most prestigious universities in Germany, and is a certified ITIL Foundation and Licensing Specialist.

As the leader of projects and consulting, Christof has extensive knowledge about risk management, process design, project management, international/enterprise-wide roll-outs, and training. He has successfully led numerous projects for international corporations in the healthcare, chemical, telecommunications, manufacturing, automotive, insurance, banking, and financial industries.

Today, Christof is the President of Aspera Technologies Inc. in the USA and lives in Massachusetts.


eric IBM Licence Management – Knowledge, Risks and Management Advice

  • IBM Products, Licencing Metrics and Key Risks
  • Understanding IBM licence ownership – ESSO, PA and Legacy Contracts
  • Measuring IBM license requirements correctly – the PVU, RVU, UVUs and many more
  • Positioning your SAM tool to support IBM license management
  • License Optimisation tips

IBM Licence Compliance Audits – understand and take advantage

  • IBM global licence compliance operation overview
  • IBM’s standard audit procedures and defence tactics
  • Audit case studies
  • Say goodbye to audits – understand IBM’s Licence Management Option (LMO)
  • Self-audit guide

Eric Chiu – Director, HW Fisher and Company

Eric leads the IT Asset Consulting practice at HW Fisher (FIAC), a top 30 professional service firm based in London.

Eric is a veteran of license compliance. In his previous role at Deloitte Eric was responsible for the design of License Compliance Programmes for many of the top-10 software publishers, including IBM, and has led hundreds of enterprise-level license audits on their behalf. In recent years his focus has been on advising end-user organisations over strategic and tactical matters in establishing and operating Software Asset Management (SAM)

 mark 50 Shades of Compliance Software license managers and Software procurement professionals should be compliant without being submissive. When big software vendors generate 20% or more of their new license revenue each year on the back of license audits and non-compliance, you know that something’s not right and someone’s not in control. Licensing rules are often a grey area and can include vague, out-of-date and confusingly opaque wording; one example being SAP’s indirect access rules. The best vendor relationships and contracts have clear and reasonable rules and if these are accidently or unwittingly broken then you should be prepared to negotiate an outcome that satisfies both parties.Let’s Clear Up This Indirect MessForrester sees an increase in questions from SAP clients about licensing disputes caused by so called “indirect access” scenarios. In these cases, software sales teams have told clients that they are under-licensed, based on broad interpretations of contracts’ definitions of terms such as “user,” “use,” and “access.” This interpretation does not accurately reflect the changing nature of software products and, ultimately, inflates user quantities beyond what clients are willing to accept.This problem generates many complaints from sourcing and vendor management clients, and it is set to get worse, as new, user-driven “systems of engagement” reduce direct use of back-end “systems of record.”This presentation will explain why indirect access is a growing problem that the software industry can fix and proposes a simple, clear guideline for suppliers and buyers. It also suggests ways to work with your software providers to embrace our proposed solution and clear up unnecessary confusion.Mark Bartrick – Principle Consultant, Forrester Research

As an expert in the software negotiation space, Mark believes that knowing what to ask for, how to ask, and when to ask are critical components of the software sourcing/negotiating process.Mark is adept at dissecting software contracts and vendor proposals in order to identify opportunities for reducing cost and/or improving value. He is also a capable negotiator and can offer on-site or remote advice to clients at any stage of the procurement cycle to help maximize their effectiveness at the negotiating table. Mark applies his expertise to help businesses negotiate Microsoft, Oracle and SAP software contracts, licensing and pricing, coach IT organizations during software sourcing and contract negotiations, and learn software negotiation best practices.

*Free to attend however cancellation charges may applyScreen Shot 2015-02-24 at 15.31.44


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