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With the likes of the Business Software Association (BSA) continuing to hand out fines for illegal use of applications the interest in auditing and management tools has increased.
Matt Fisher, sales and marketing director at Software Asset Management (SAM) specialist Licence Dashboard, said that although more customers were facing up to the challenge there still needed to be more work done by the channel "to get people beyond that tipping point".
He said as well as reducing the risks of fines for failing to pay for their applications research had shown that the average saving of paying for only the software that was necessary and used was around 20%.
"Activity is still lagging and people can't see the positive side," he added "For the channel the message has to be that if you can help people save up to 20% of their budgets they are going to spend that money with you elsewhere."
Fisher also added that resellers needed to think carefully about what words were used in the pitch with experience showing that license management rather than SAM were words that had a better resonance with users.