Sage Case Study


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Sage Case Study

  1. 1. Following Several Acquisitions, Sage Implements SafeNet Sentinel RMS to Harmonize a Multitude of Disparate Licensing Systems Case StudyReplacing seven homegrown licensing systems required the cooperation of every department within Sage.Sentinel RMS was implemented into Sage business software, using a three-tiered approach, ensuring the smoothesttransition for both customers and employees. Sage provides business software, services and support to small and mediumsized businesses globally.BackgroundAlthough Sage is an international company, they have built their Challengesuccess on understanding and meeting the needs of customers in • Protect the company’s valuable business software.their local markets. In fact, about 90% of their products and services • Unify and automate the licensing of Sage Schweiz Products.are developed and supported locally. Sage provides ERP, CRM, HR • Separate the sales from the release cycle and give theand Payroll software tailored to the needs of small and medium- “definition” of a new product (by license) from R&D into productsized businesses. marketing department.Throughout the years, acquiring other companies has allowed Sageto continue to expand internationally. These acquisitions introduced Solutionmany different products, technologies and license models to the • Sentinel RMSorganization. However, every product team needed to maintainits own licensing system. Sage was left with the challenge ofintegrating seven different licensing systems into their operations Rewardsand fulfillment processes. • Robust and flexible protection. • Recouped lost revenue from customers through automated registration.These homegrown systems were hindering internal communications, • Unified licensing throughout all product linesresources and the valuable time of employees. • Reduced revenue leakage from piracy and unauthorized use • Ability to track and manage licensesThe Journey • Enhanced customer satisfactionSage realized they had to convert all of their licensing systems into • Flexibility on designing new products without R&D involvementone and contemplated building a system internally. “Sage is an expert • Reallocation of internal resources – 30% of our administrationon our customers and internal processes; however, we needed a resources could be shifted into customer service.system that would also protect against anti-piracy and simplify the“modeling” of new products. Our former licensing systems did notsolve this problem,” stated Ingo Sievers, Marketing Director at Sage.Therefore, Sage decided to look for experts on anti-piracy licenseprotection. After researching various companies, Sage chose SafeNet.Sage Case Study 1
  2. 2. “I can concentrate on the core business muchThe Solution and Implementation more than before. Sentinel RMS provides theSage chose Sentinel RMS for its robust license enablement andenforcement capabilities, as well as its flexibility in designing piracy protection, flexible licensing and supportnew offerings outside the (12 month lasting) development cycle. that have allowed Sage to provide a betterSentinel RMS provides Sage with control and visibility into how their customer experience.”applications are deployed and consumed. – Ingo Sievers, Marketing Director of Sage at Switzerland.It was important to Sage that they introduced their software, “The customer registration process brought a lot of licensingintegrated with Sentinel RMS to their customers with as little history to the surface and exposed many unregistered customers.disruption as possible. They chose to implement using a phased We were able to generate additional business by clearing upapproach. Initially, they implemented Sentinel RMS into Sage the discrepancies with these customers and receiving thePrivate Finance. Since Sage Private Finance was a new product, it compensation we were owed,” said Mr. Sievers. “We were alsogave the organization a perfect opportunity to launch and test the able to re-allocate 30% of administration staff into customersoftware in the field without disturbing their current customer base. service areas, once customer activation and registration becameThe Sage Private Finance implementation was a success, and automated. Now our customer support and sales teams can focussoon after Sage integrated Sentinel RMS into two other product on customer demands and not worry about licensing problems.”lines: Sage Start and Sage 100. This time, they successfully Prospective customers can also download trialware versions ofintegrated Sentinel RMS with their back office systems, order and Sage’s software. As Mr. Sievers stated, “Prospects can easilyfulfillment processes. download evaluations of our products for 60 days and then registerFinally, Sentinel RMS was integrated into existing products, Sage to purchase and activate the product.”50 and Sage 200. These products have a large installed base Sage intends to implement Sentinel EMS in the future to furtherconsisting of thousands of customers. Sage extended their back integrate their back office systems and improve the buying processoffice systems to also support license activation through an easy- for customers. There will be a closed customer area to upgradeto-use customer web interface. to new products, take advantage of specialized promotions and trial complementary products. Sentinel EMS will also provide an area where Sage can manage licenses and entitlements withThe Rewards partners and resellers.Thanks to the capabilities of Sentinel RMS, Sage licensing models’are really differentiated. “Sentinel RMS is extremely flexible, our About Sagecustomers can buy the modules of our software that they need Sage provides an extensive range of solutions which make it easierfor the way they really need it,” said Mr. Sievers. Before the Sage for customers to manage their business processes. Whether it becustomer service team had to manually issue paper certificates, their financial software enabling better cash flow management,now customers can simply activate their product over the internet. their CRM software helping to build profitable customerThis automated process requires that customers register and relationships or their HR and Payroll offerings being used tosince it’s fully integrated with the Sage CRM system, it can verify if improve employee performance and ensure legislative compliance,information entered on the registration page is accurate and Sage’s software and services enable customers to run theirauto-fill the order. businesses more effectively and overcome the challenges of today’s business environment. For more information visit, http://www.sage. com/ourbusiness/sageworldwide. About SafeNet Founded in 1983, SafeNet is a global leader in information security. SafeNet protects its customers’ most valuable assets, including identities, transactions, communications, data and software licensing, throughout the data lifecycle. More than 25,000 customers across both commercial enterprises and government agencies and in over 100 countries trust their information security needs to SafeNet.This is an Unregistered Version (Demo version) of Sage Start 2009. You can usethe product for the 53 days without restriction. Contact Us: For all office locations and contact information, please visit Follow Us: ©2012 SafeNet, Inc. All rights reserved. SafeNet and SafeNet logo are registered trademarks of SafeNet. All other product names are trademarks of their respective owners. CS (EN)-03.09.12Sage Case Study 2