What’s your main area of focus at Icon?
One of the services we provide is around managing new IBM software licenses and renewals. Because we’re an IBM Premier Business Partner, we’re very experienced with working with their licencing model and know how to ensure customers have the right software for the right price.
My role is to support customers with this – whether it is a new licence, an existing renewal or a trade-up/upgrade. I help them manage their existing and future software licences, keep track of upcoming renewals and update them on the latest software. Generally just providing assistance with IBM software wherever possible!
What does our licence management service cover?
To start with, our customers have a dedicated Account Manager (me!) to assist them with any software queries they have – from ‘what is the latest software version?’ to ‘where can I download my software?’. Because we have a strong relationship with IBM, I can find out the information they need quickly and efficiently.
I think our licence management service adds value too. Firstly, I can help customers (new and existing) understand the differences between the Passport Advantage Express (PAX – each licence has a different support coverage date ) or Passport Advantage (PA – all licences will coincide to one chosen coverage date) agreements.
And importantly, I proactively notify customers of their upcoming renewals in advance. By regularly reviewing their Passport Advantage Express (PAX) or Passport Advantage (PA) agreement, I can ensure that their software licences are up-to-date. I can also advise customers on which agreement best suits their needs, product changes or upgrades which would impact them or, even better, where they could save money!
What advice do you give customers with their sales/renewals?
I would say it’s more about asking the right questions. Many software licences are there for legacy reasons and may no longer be the correct ones to meet their business needs. That’s why I always proactively notify our customers of any software upgrades/trade-ups or other products that goes hand-in-hand with one another.
It is easy to forget about how much software you actually have (e.g. legacy purchases, various versions, different software types) so it can be hard to manage and keep track of! Especially since you could be paying for support and maintenance (IBM S&S) on licences you’re not using, or worse – not paying for support and maintenance (IBM S&S) when you DO use the software!
With a lot of changes around pricing, it can be a little confusing understanding exactly what discount bandings are available and how you can really leverage your buying power.
Hopefully having me on board helps reduce some of the stress around the whole process!
What do you enjoy about your role?
I guess what I enjoy most about my role is the fact that I am able to help the customers; I like to go that extra mile to ensure they are happy.
At the end of the day, if I can help customers on any software requirement, no matter how big or small, then I’ve done my job!
Find out more about our IBM Licence Management Service here.