Software audits often provoke anxiety for customers, visions of unexpected costs, potential penalties, and time-consuming compliance checks can make them feel more like a battleground than a strategic event. Yet, for publishers, audits represent a unique opportunity to uncover hidden value, strengthen customer relationships, and establish more robust operational processes. By helping customers shift from “defense mode” to “opportunity mode,” publishers can transform the audit experience into a milestone for mutual growth.

Below, we explore why software audits should be welcomed as a catalyst for improvement rather than viewed solely as a compliance hurdle.

Audits as a Launchpad for Optimization

1. Highlight Neglected or Obsolete Tools Over time, customer software portfolios evolve, sometimes leaving behind older versions or modules that no longer serve current needs. Through an audit, publishers can help identify where upgrades or replacements may streamline operations and eliminate unnecessary maintenance costs. By guiding customers in this discovery, publishers reinforce their role as proactive partners.
2. Maximize Feature Utilization Even in actively used software, certain features can remain dormant or overlooked. By examining real-world usage data during the audit, publishers can pinpoint underused functionalities and suggest targeted training or process refinements. This approach not only unlocks greater value for customers but also showcases a commitment to helping them optimize their investments.
3. Address Shelfware and Overuse It is not uncommon for organizations to discover software that is going unused, or, conversely, to find that usage exceeds licensed entitlements. By clarifying these discrepancies, publishers can advise on reallocation strategies, right-sizing licenses, or negotiating additional entitlements if needed. This approach demonstrates a focus on delivering the best fit rather than simply enforcing contractual terms.
4. Refine Future Roadmaps Insights gained from examining usage patterns, outdated versions, and organizational needs can inform joint planning sessions between publishers and customers. Whether suggesting upgrades, consolidating tools, or highlighting complementary products that meet evolving demands, publishers can serve as trusted advisors who help customers develop a more cost-effective, future-ready software ecosystem.

By proactively leveraging these insights, publishers can transform software audits from a dreaded compliance checkpoint into a powerful driver of operational excellence and strategic alignment for their customers.

Building Stronger Publisher Relationships

1. A More Collaborative Partnership By treating audits as a shared endeavor rather than a punitive check, publishers can engage customers in open dialogue about strategic objectives, operational challenges, and usage patterns. This transparent approach reframes the audit from a “gotcha” exercise to a meaningful exploration of how software aligns with real business needs. As publishers gain deeper insight into customer environments, customers feel more supported and less defensive, laying the groundwork for a lasting, trust-based relationship.
2. Tailored Recommendations and Roadmaps As publishers uncover how different teams actually use (or do not use) specific software features, they can propose relevant improvements or expansions. This might involve highlighting under-utilized functionalities that could boost productivity, consolidating redundant tools, or suggesting upgrades to eliminate version sprawl. By offering these tailored roadmaps, publishers demonstrate their investment in customer success while helping them make more informed decisions for the future.
3. Win-Win Contract Negotiations A well-managed audit clarifies exactly which licenses customers need and where they might be under- or over-licensed. Armed with accurate, mutually agreed-upon data, publishers can pursue negotiations focused on right-sizing and true-up strategies rather than penalty-driven discussions. This helps customers feel heard and fairly treated, which sets the stage for smoother renewals, deeper engagement, and fewer surprises over the long term.

When approached with openness and collaboration, software audits do not need to be punitive or adversarial. Instead, they become a strategic forum for aligning expectations, optimizing usage, and shaping stronger partnerships that last well beyond the audit itself.

Why It’s Not a Battle, But a Launchpad

• Collaborative, Not Confrontational By positioning the audit as an opportunity for customers to refine practices, communicate needs, and align licensing with real-world objectives, publishers eliminate the defensive tone audits often carry.
• Focus on Long-Term Benefits Rather than emphasizing short-term compliance pitfalls, publishers can champion long-term strategic advantages: better budget forecasting, clearer entitlements, and a healthier, more transparent publisher–customer relationship.
• Shared Ownership of the Outcome Both publishers and customers benefit when entitlements are accurate, software is fully utilized, and risks are minimized. By working together, compliance concerns are addressed while new avenues for growth are identified.

Ready to Turn Audits into Assets?

At Connor, we believe that a software audit is far more than a compliance checkpoint. It is an opportunity to leverage data-driven insights, enhance governance, and strengthen the bonds between publishers and their customers. By adopting a proactive and transparent approach, audits can become catalysts for operational excellence, strategic innovation, and genuine partnership.

For more insights on structuring a collaborative, value-oriented audit strategy, contact Connor Consulting. Let’s work together to seize the abundant opportunities these events present and lay the groundwork for lasting success in software compliance and customer satisfaction.

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