SafeNet EMS Showcase: Moving From a Hardware Key to a Soft Key-Based Protection

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“Moving From a Hardware Key to a Soft Key-Based Protection” by Don Faegan, President and COO, SAi

“Moving From a Hardware Key to a Soft Key-Based Protection” by Don Faegan, President and COO, SAi

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  • 1. Moving From a HardwareKey to a Soft key-based Protection
    Donald S. Feagan
    President & COO
    SA International - SAi
    www.saintl.biz
  • 2. Who is SAi
    SA International (SAi) is recognized as a global leader in providing complete software solutions for the sign making, digital printing and CNC machining industries
    SAi has a loyal and well-distributed network of resellers around the world with more than 100,000 customers in more than 50 countries. The Company's products are translated into more than 25 languages. SAi has strong OEM relationships with industry leaders such as Xerox, Cannon and more.
    70% market share for sign making and franchise operations
  • 3. What we secure
    • Software for small to mid-size businesses running on Win & Mac
    • 4. Different languages
    • 5. Specific OEM differentiation requirements
    • 6. Client and server
    • 7. Specific output devices such asdifferent printers
  • What and how we sell
    Products have different levels + optional features
    Network of distributors around the world
    Distributors actually purchase the licensed software
    Range of product price is between $800 - $7500
    Different prices and different product configuration in different regions of the world
  • 8. Why we chose hard key based security
    • High level of security
    • 9. No other option at the time
    • 10. Added perceived value of the software
    • 11. Portable solution
    • 12. Good fit for our business models – selling features
  • Hard key limitation we faced
    • Key memory wasn’t able to hold all needed options
    • 13. Obtain user information – not only distributor information
    • 14. Reporting product usage
    • 15. Dealing with stolen keys and general key support
    • 16. Cost of a hard key
  • Reasons for developing our own soft key
    • Reduce cost!
    • 17. Better security
    • 18. Improved flexibility
    • 19. Monthly communication and validation of customers
    • 20. Reduce time and effort for key issue support
    • 21. Allow software portability (couldn’t find off-the-shelf solution)
  • Developing our own soft key – Did it work?
    • Reduce cost!
    • 22. Better security
    • 23. Monthly communication and validation of customers
    • 24. Reduce time and effort for key issue support
    • 25. Allow software portability (couldn’t find off-the-shelf solution)
  • Looking at EMS to
    • Reduce cost per copy
    • 26. Capture end user data – crucial to the success of SAi
    • 27. Move away from feature based product pricing
    • 28. Provide 24/7 automated fulfillment
    • 29. Concentrate on developing products and not security
  • Current status
    EMS is fully incorporated to our security system
    Testing is under way
    We are starting to see new business model opportunities by utilizing EMS
    Pay as you go
    Rent the software
    Payment plan
    etc
  • 30.
  • 31. Thank You