Managing numerous hardware and software vendors can be time- intensive and complicated. Since we work with these technology vendors on an ongoing basis, we’ve developed the expertise to negotiate great pricing, terms, and conditions. We help with all aspects of procurement and lifecycle management, including defining requirements and specifications, vendor selection, purchasing, license management, renewals, warranties, and end-of-life management.
Mike: Hi, Mike Matchett with Small World Big Data. I'm here talking with Jeremy Kurth whose the CTO of Logically, and that is an MSP whose bringing a raft of services out to the IT enterprise market. We're going to explore a little bit more about some of those service offerings and why they're really important to enterprise IT.
Today, we're talking about enterprise license and procurement, which is kind of an interesting topic, for financial guys, mostly. But what do IT guys think about it? I don't know. Welcome, Jeremy.
Jeremy: Hey, Mike. How are you?
Mike: So, you heard me in that introduction. What should IT people be thinking about when they think about enterprise license and procurement? What's the challenge there?
Jeremy: I think one of the biggest things that we face is the ecosystem around technology, it's just changing all the time. When you're managing either thousands or even 10s of thousands of endpoints, there's software pieces that get deployed, engineers making changes to hardware assets, so it can be a very difficult thing to wrap your arms around and do really well.
The importance of it is really around risk management, and being able to identify items coming in and out of your environment, as well capturing, maybe, some aging and managing life cycles of things. So, if you have either operating systems or software platforms in the organization, you've got to stay on top of those.
Mike: So, just a little bit more about license procurement itself, is this something that happens everyday? Is this something that they go through once a year? What is the scale and time change of this thing?
Jeremy: No, great question. It varies. Different software providers will have different cost platforms as well as different mechanics as to when they should be moving or upgrading or looking at an update. There's a big corelation of all this data to make sure that what we do deploy or employ on a software side is going to be managed properly in that environment.
Mike: I'm going to just guess here, from my exposure to IT and financial management, there's a lot of money at stake, right? When it comes down to it, right? So, if I've got things changing in my environment, like you first said, and things are coming and going, and terms and conditions and contracts are all happening at different times in that, it must be pretty hard to really optimize the cost drain on a company through that license option.
Jeremy: Oh, 100%, and especially as the cloud transition and migrations are occurring from the enterprise licensing, many clients are on SPLA. There's different periods within our existing customers where they're on different platforms of licensing as well.
One of the big challenges for the financial side of the organization is projecting that budget and being able to look out 12 month, 24 months and understand, "If I'm going to convert" ... say, from an enterprise license, "over to my cloud model, what does that mean to my opex versus my capex?" F you don't have a solid, strong, real-time asset management solution or solutions, really, at this point, you're going to really miss out on those opportunities.
Mike: Which brings me to the question, then. Why would I expect an MSP to have a better grasp of my assets and do a better job with that than I can? What does an MSP do and bring to the table that makes that whole procurement thing more cost-effective for me?
Jeremy: Well, great question, Mike. I think that there are different maturity levels of different MSPs, but I would argue that change control is one of the biggest things. If you have an MSP who is operating under an ITIL standard, not only are they documenting what's going into your environment, but they're also monitoring real-time for those changes through different ecosystems.
Mike: As we move to the cloud, I'm assuming some of that licensing becomes more dynamic and elastic, so it's important to stay on top of it all the time.
Jeremy: Oh, absolutely. It is an ever-changing landscape. I think Microsoft, just last week, released a whole different set of skews, a whole different way of licensing, so you've got to stay on top of it, for sure.
Mike: Tell me a little bit about, then, Winxnet's sort of unique add here. When you guys go to a company, what do you say you can do better or different than the other MSPs in the market?
Jeremy: I would say it starts with the foundational assessment. From there, we're really utilizing the 20 years of experience that we have in combination with some off-the-shelf products but also some home-grown. The Oplogic Platform that we've developed over the past 12 years, for example, kind of plugs some holes and fills some blind spots that we've found, unfortunately, over the years, and we've baked those solutions and tools just to close the gap. So, I would add that it's, in addition to our experience of knowing the questions to ask for around different contracts, and understand that things do correlate with their ISP contracts and third-party software vendor, but then also using our discovery and our technologies to go make the heavy lifting work for us.
Mike: Right, so an IT enterprise organization faced with this license challenge, I guess for lack of better word of it, would actually probably be better served by looking for an MSP to help them with doing this than trying to necessarily do it themselves. This is a common task that you guys can do at scale, and with efficiencies and with automation and learning, that you can apply across all your clients.
Jeremy: Absolutely. I think it's a forced habit. As an MSP, we may service the SMB, but [inaudible 00:05:42] as a whole, we're really looked at as an enterprise company now with about 20,000 endpoints out there. So, it was innovate or die, quite frankly, when [inaudible 00:05:51] really good job of it.
Mike: Awesome. Awesome, well thank you for explaining that part about enterprise licensing and some enterprise procurement thrown in there as well, today, Jeremy.
Jeremy: Absolutely, no problem.
Mike: All right.
Jeremy: Have a great day.
Mike: Thanks, and we're going to come back and talk, I'm sure, about a few more unique MSP services. Talk to you guys soon.