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Deploying SaaSLicensing & Provisioning for Cloud Applications<br />Shlomo Weiss<br />December 20, 2010<br />
Agenda<br /><ul><li>About SafeNet
Lessons Learned: Keys to Monetizing Cloud Applications
Implementing SaaS Licensing & Provisioning
Q&A</li></ul>#swlicensing<br />
SafeNet Fact Sheet<br /><ul><li>Global: 25,000 customers in 100 countries
More than 10,000 ISV Customers
Employees: 1,600 in 25 countries
Revenues:  ~$450 million
Scale: 4th Largest global security company
Founded: 1983
Ownership: Vector Capital
 Embrace evolving business realities to retain and attractnew customers
 Introduce innovative business models to reach valuable new markets
 Protect against reverse engineering to maintain competitive advantage
 Prevent unauthorized use and distribution to safeguard existing revenue
 Automate operational  tasks to save time, minimize errors, and reduce costs
 Simplify reporting and compliance to improve partner and end-user relations</li></ul>for your Business │ for your Custome...
Business Segment Focus<br />Solution Focus<br />Products<br />Markets<br /><ul><li> Network Encryption
 Disk & File Encryption
 Database & Application Encryption
 Hardware Security Modules
 Key Management
 Multi-Factor Authentication
 Content Security
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Deploying SaaS Licensing

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This presentation was given by Shlomo Weiss from Safenet as part of a Cloud seminar held on December 2010 by the Israeli Software Development Managers Forum - SD Forum

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Transcript of "Deploying SaaS Licensing"

  1. 1. Deploying SaaSLicensing & Provisioning for Cloud Applications<br />Shlomo Weiss<br />December 20, 2010<br />
  2. 2. Agenda<br /><ul><li>About SafeNet
  3. 3. Lessons Learned: Keys to Monetizing Cloud Applications
  4. 4. Implementing SaaS Licensing & Provisioning
  5. 5. Q&A</li></ul>#swlicensing<br />
  6. 6. SafeNet Fact Sheet<br /><ul><li>Global: 25,000 customers in 100 countries
  7. 7. More than 10,000 ISV Customers
  8. 8. Employees: 1,600 in 25 countries
  9. 9. Revenues: ~$450 million
  10. 10. Scale: 4th Largest global security company
  11. 11. Founded: 1983
  12. 12. Ownership: Vector Capital
  13. 13. Embrace evolving business realities to retain and attractnew customers
  14. 14. Introduce innovative business models to reach valuable new markets
  15. 15. Protect against reverse engineering to maintain competitive advantage
  16. 16. Prevent unauthorized use and distribution to safeguard existing revenue
  17. 17. Automate operational tasks to save time, minimize errors, and reduce costs
  18. 18. Simplify reporting and compliance to improve partner and end-user relations</li></ul>for your Business │ for your Customers │ for your Budget │ for your Future<br />#swlicensing<br />
  19. 19. Business Segment Focus<br />Solution Focus<br />Products<br />Markets<br /><ul><li> Network Encryption
  20. 20. Disk & File Encryption
  21. 21. Database & Application Encryption
  22. 22. Hardware Security Modules
  23. 23. Key Management
  24. 24. Multi-Factor Authentication
  25. 25. Content Security
  26. 26. Software & IP Protection
  27. 27. License Enablement & Enforcement
  28. 28. License & Entitlement Management
  29. 29. SaaS Application Management</li></ul>#swlicensing<br />
  30. 30. Product & Service Portfolio<br />Software Protection and Revenue Enablement<br />- Out-of-the-box licensing security solution<br />- Flexible, highly scalable, enterprise-grade licensing toolkit<br />Back Office Management and Customer Self Service<br />- Web-based software license and entitlement management system<br />Cloud Services<br />SaaS Revenue Enablement, Enforcement, and Management<br /> - Cloud services for SaaS application packaging, provisioning, control, <br /> metering and management<br />Software Licensing Professional Services<br />Professional Services<br />- Software licensing consulting and implementation services<br />#swlicensing<br />
  31. 31. Parallels – On Premise to Cloud<br />On-Premise<br />Copy Protection<br />Product Catalog<br />Orders / Entitlement<br />Licensing<br />Tracking<br />Reporting<br />End-User Admin<br />#swlicensing<br />
  32. 32. Parallels – On Premise to Cloud<br />SaaS<br />On-Premise<br />Authentication<br />Copy Protection<br />Service Catalog<br />Product Catalog<br />Provisioning, Contract, & Entitlements<br />Orders / Entitlement<br />Authorization & Compliance<br />Licensing<br />Usage Tracking &Billing Mediation<br />Tracking<br />Monitoring & Reporting<br />Reporting<br />End-User Monitoring& Management<br />End-User Admin<br />#swlicensing<br />
  33. 33. <ul><li>About SafeNet
  34. 34. Lessons Learned: Keys to Monetizing Cloud Applications
  35. 35. Implementing SaaS Licensing & Provisioning
  36. 36. Q&A</li></ul>#swlicensing<br />
  37. 37. 1. Product & Pricing Versatility<br />One size does not fit all<br />#swlicensing<br />
  38. 38. It starts with Business Objectives<br />#swlicensing<br />
  39. 39. Establish Market Share<br />Trial<br />Freemium<br />Feature limited<br />Test Different Pricing Models<br />Pay as you grow<br />#swlicensing<br />
  40. 40. Increase Profitability<br />Flexible packaging<br />Diverse license models<br />Monetize increasing sophistication <br />#swlicensing<br />
  41. 41. 2. Make it Easy for Customers to Grow With You<br />Adopt New Features<br />Grow # of Users<br />Initial Paid Users<br />Trial<br />Automate provisioning at every step<br />#swlicensing<br />
  42. 42. 3. Service Agreement Compliance<br />Proper controls in place to prevent costly overuse<br />#swlicensing<br />
  43. 43. 4. Measure Everything<br />#swlicensing<br />
  44. 44. Usage Tracking for…<br /> Metered Billing <br /> To Learn & Grow<br />#swlicensing<br />
  45. 45. Increase Customer Intimacy<br />Who are your customers?<br />What have they purchased?<br />How do they consume your service?<br />Do they know what they purchased?<br />Do they know what upgrades are available?<br />Do you know how to improve your offering?<br />#swlicensing<br />
  46. 46. 5. Business Agility<br />Adapt Quickly…it’s a Dynamic Market<br />Separate business decisions from engineering rework<br />#swlicensing<br />
  47. 47. 6. Hybrid Delivery Models<br />What is it?<br /><ul><li>On premise or packaged offering
  48. 48. Complimented with a service component</li></ul>Cloud Service<br />On Premise<br />How is it being used?<br /><ul><li>Ease transition
  49. 49. Increase value</li></ul>#swlicensing<br />
  50. 50. Build a Strong Foundation for Successful Monetization<br /><ul><li>Product & Pricing Versatility
  51. 51. Make it Easy for Customers to Grow
  52. 52. Service Agreement Compliance
  53. 53. Measure Everything
  54. 54. Business Agility
  55. 55. Hybrid Delivery</li></ul>DefineService Catalog & License Models<br />ProvisionContracts & Automate Business Processes<br />ControlContract Compliance<br />MeasureService Usage<br />AdaptService Offering<br />#swlicensing<br />
  56. 56. <ul><li>About SafeNet
  57. 57. Lessons Learned: Keys to Monetizing Cloud Applications
  58. 58. Implementing SaaS Licensing & Provisioning
  59. 59. Q&A</li></ul>#swlicensing<br />
  60. 60. Licensing & Provisioning for Cloud Applications<br />Define<br />DEFINEservice catalog and pricing models at the feature-level to boost product versatility and <br />business agility<br />Provision<br />Adapt<br />PROVISIONservice agreements instantly to improve operational efficiency and minimize manual errors <br />CONTROLuser authorization to enable service<br />agreement compliance<br />MEASUREcustomer usage for business intelligence <br />and billing support to simplify operations and<br /> improve strategic decision-making capabilities<br />ADAPTservice offerings and pricing models on the fly <br />without the involvement of engineering to <br />Instantly embrace evolving market demands<br />Measure<br />Control<br />#swlicensing<br />
  61. 61. Sentinel Cloud Services is a feature-based user provisioning, authorization, metering, and management solution for SaaS.<br />© SafeNet Confidential and Proprietary<br />Define<br />Provision<br />Adapt<br />Sentinel® Cloud Services is currently in beta. Apply for our beta program by visiting<br />www.sentinelcloud.com<br />Control<br />Measure<br />#swlicensing<br />
  62. 62. Questions?<br />#swlicensing<br />
  63. 63. Thank You!shlomo.weiss@safenet-inc.com<br />#swlicensing<br />
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