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Cloud Licensing           A Revolution in Traditional Licensing        Todd Your        InsertSteel Name        Sr. Produc...
Agenda      Changing Sales Cycle      Affect on Monetization      R-Evolution in Licensing              • “Live” Licens...
Forecast: Getting Cloudy                   2009                  2010   2011   2012   2013© SafeNet Confidential and Propr...
Changing Sales Cycle    Source: Forrester Research                 Source: Forrester Research                       LINEAR...
Affect on Monetization                                         Linear          Continuous                        Static: O...
R-Evolution In Licensing      Cloud Licensing              • “Live” Licensing                       • Auto-Activation    ...
R-Evolution In Licensing      What is a cloud license?              • Connected to Back Office              • “Locked” to...
R-Evolution In Licensing      What is a cloud license?                                         “It’s ALIVE!”© SafeNet Con...
R-Evolution In Licensing      “Live” Licensing From Two Points of View:              • Customer View                     ...
Usage  Not Just For $$$   …Also Customer                       Intelligence
Usage: for $$$ - Post Paid In Action     1. CAD/CAM                      Design Catalog Monetization                     ...
Usage: for $$$ - Post Paid In Action     3. Software Development Kit                      My software is embedded in anot...
Usage: for $$$ - Post Paid In Action      Usage: uniform      policy for monetizing      your offering across      deliver...
Usage: Customer Intelligence                                    Business  Building a better offering                      ...
Hybrid Delivered Applications                                         OR© SafeNet Confidential and Proprietary        15
Hybrid Delivered Applications         Test the waters….                 • Initially use license                   models ...
Hybrid Delivered Applications              Attributes of Successful Hybrid Licensing                                      ...
Technology ConsiderationsA successful cloud licensing experience requires:   Service Agreement Compliance   Product Vers...
The Solution: Sentinel Cloud ServicesSentinel™ Cloud Services is a feature-based user provisioning, authorization,metering...
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The Revolution in Licensing - Cloud-Based Licensing

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Transcript of "The Revolution in Licensing - Cloud-Based Licensing"

  1. 1. Cloud Licensing A Revolution in Traditional Licensing Todd Your InsertSteel Name Sr. Product Manager Insert Your Title March 20, 2012 Insert Date© SafeNet Confidential and Proprietary
  2. 2. Agenda  Changing Sales Cycle  Affect on Monetization  R-Evolution in Licensing • “Live” Licensing • Auto-Activation • Updates • Usage • Post Paid • Customer Intimacy: Customer Intelligence • Hybrid Support© SafeNet Confidential and Proprietary 2
  3. 3. Forecast: Getting Cloudy 2009 2010 2011 2012 2013© SafeNet Confidential and Proprietary 3
  4. 4. Changing Sales Cycle Source: Forrester Research Source: Forrester Research LINEAR CONTINUOUS© SafeNet Confidential and Proprietary 4
  5. 5. Affect on Monetization Linear Continuous Static: One-Time Dynamic: Recurring Pre-Determined On-Demand This Computer/Server… This User/Company… Report: What are others Report: What am I doing? doing? Disconnected Backend Connected Backend Traditional Cloud© SafeNet Confidential and Proprietary 5
  6. 6. R-Evolution In Licensing  Cloud Licensing • “Live” Licensing • Auto-Activation • Updates • Usage • Post Paid • Customer Intimacy: Customer Intelligence • Hybrid Support© SafeNet Confidential and Proprietary 6
  7. 7. R-Evolution In Licensing  What is a cloud license? • Connected to Back Office • “Locked” to a User/Company – not a machine • Provides Usage© SafeNet Confidential and Proprietary 7
  8. 8. R-Evolution In Licensing  What is a cloud license? “It’s ALIVE!”© SafeNet Confidential and Proprietary 8
  9. 9. R-Evolution In Licensing  “Live” Licensing From Two Points of View: • Customer View • Better Customer Experience • Get Started More Quickly • Flexibility – Make changes when they what/how they want • Software Publisher View • Low Touch Sales & Upgrades • Improved Business Efficiency • Reduced Support Cost • Connected Licensing Experience • Real Time Control • Compliance Validation • Synchronization • Usage Collection & Aggregation© SafeNet Confidential and Proprietary 9
  10. 10. Usage Not Just For $$$ …Also Customer Intelligence
  11. 11. Usage: for $$$ - Post Paid In Action 1. CAD/CAM  Design Catalog Monetization  Offer the entire catalog, pay for what you use  Break Into Lower Tier Markets  Without eroding price point of high-tier customers 2. Monetizing a PaaS (platform as a service)  Bandwidth  Charge for data through-put  Storage  Charge for data Stored© SafeNet Confidential and Proprietary 11
  12. 12. Usage: for $$$ - Post Paid In Action 3. Software Development Kit  My software is embedded in another application  Concurrency – How many instances of the application are being used by a software developer at any given time 4. Financials  Transaction Model  Number of Invoices Generated© SafeNet Confidential and Proprietary 12
  13. 13. Usage: for $$$ - Post Paid In Action Usage: uniform policy for monetizing your offering across delivery methods • Mobile • Virtual • Installed • Cloud Services© SafeNet Confidential and Proprietary 13
  14. 14. Usage: Customer Intelligence Business Building a better offering Uncovering new ways to Intelligence delivers do business… customer insight for…Improving customer satisfaction Improved sales relations
  15. 15. Hybrid Delivered Applications OR© SafeNet Confidential and Proprietary 15
  16. 16. Hybrid Delivered Applications  Test the waters…. • Initially use license models which fit current offerings • Introduce and test new license models which fit service offerings • Flexible subscriptions • Usage • Prepaid pools • Overages, rollovers, peak usage© SafeNet Confidential and Proprietary 16
  17. 17. Hybrid Delivered Applications Attributes of Successful Hybrid Licensing 2 Supports Cloud Elasticity 4 Common Operational System - Provisioning - Business Metrics IS V OR 1 Common Source Code Licensing Operations Control Behavior Offline 3 - including usage collection© SafeNet Confidential and Proprietary 17
  18. 18. Technology ConsiderationsA successful cloud licensing experience requires:  Service Agreement Compliance  Product Versatility  Business Agility  Sophisticated License Models  Business Intelligence  Back Office Support
  19. 19. The Solution: Sentinel Cloud ServicesSentinel™ Cloud Services is a feature-based user provisioning, authorization,metering and management solution for Software delivered as a Service Define DEFINE service catalog and pricing models at the feature-level to boost product versatility and business agility Adapt Provision PROVISION service agreements instantly to improve operational efficiency and minimize manual errors CONTROL user authorization to enable service agreement compliance MEASURE customer usage for business intelligence and billing support to simplify operations and improve strategic decision-making capabilities ADAPT service offerings and pricing models on the fly without the involvement of engineering to Instantly embrace evolving market demands Measure Control
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