       
|
Open Channel Solutions
Jim Werner, Vice President of Business Development
Shift in Target Markets and Licensing Models Spawns New Management Challenges
Large enterprises are no longer the sole focus for today's high tech vendors. SMB represents a large and growing
market that has captured the attention of all players. The SMB market is unique, sharing characteristics of both
large enterprises and the consumer market. To effectively sell to the SMB vendors are more reliant on the channel
and have to evolve their licensing models. We will explore these trends and the additional burdens they are placing
on vendors to effectively manage their entitlements and renewals.
IDC
Amy Konary, Research Director, Software Pricing, Licensing & Delivery
Charting a Course for Subscription Licensing
Offering subscription licensing is one of many approaches that vendors are taking to try to improve customer
satisfaction with their licensing models, increase penetration in markets where high up-front licensing costs
prohibit adoption, and grow deferred revenue. Although subscription makes up a relatively small portion of
overall software industry revenue, IDC expects continued activity on the part of vendors, customers, and partners
due to software as a service and other subscription revenue drivers.
In this presentation, Amy Konary, Research Director for Software Pricing, Licensing and Delivery at IDC will provide IDC's latest forecast for subscription revenue and comment on the key drivers and inhibitors to subscription adoption. Key questions addressed will include:
- Why should a vendor considering offering subscription licensing, and what are the issues they face when
developing and launching a subscription model?
-
What are some of the key success characteristics for a subscription model?
-
Are utility pricing models emerging along with the growth in subscription?
-
What is the forecast for subscription licensing revenues, and how does this compare to traditional perpetual revenue?
SPSS
Vikas Sinha, Vice President, Research & Development
Leveraging Internet: Implementation of Licensing Technology
When a 39 year old global multi-product software company with several technologies, financial systems and fulfillment
procedures decides to adopt a new licensing technology, it faces some practical challenges to get the new system
integrated with a total transparency to the current process. There is also an added pressure to accelerate the
implementation to start seeing quick return on investment. This presentation will give detailed insight about how
SPSS Inc. overcame such challenges successfully and implemented a licensing system into its already existing workflow
and infrastructure.
Microsoft
Thomas Lindeman, Group Product Manager, Software Licensing and Protection Services
Software Licensing &Protection for ISVs
Each year billions of dollars are lost through software piracy, tampering, and reverse engineering, while at the
same time software vendors and partners are increasingly looking towards new online business models and software
as a service. Microsoft has been using innovative software protection technologies for its own products, including
Windows Vista, and is now offering new IP protection technologies to software developers of all kinds.
The Microsoft® Software Protection and Licensing Services product family enables ISVs to protect IP and revenues
from pirates and competitors, increase sales through SKU agility and flexible license models, and streamline
development and business workflows to get to market faster and for less money.
Open iT
Eistein Fosli, Founder Open iT, Inc.
PayPerUse Agreements Prove Valuable to Both Software Publisher and End Customer
Since 1998, Fortune 500 company Statoil (www.statoil.com) has deployed Open iT for usage reporting on their multi-million dollar software investment. Statoil was an early adopter of the concept of measuring usage and initially chose Landmark Graphics Corporation (www.lgc.com) over competitors because Landmark was open to a
usage-based contract for its core software product. Mr. Fosli will use Statoil as an example for how the software vendor benefits from an open relationship with their customer.
This talk will cover the most popular types of pay-per-use agreements and show how a vendor can use metering software to offer license agreements that meet customer needs in a variety of multiple vendor environments, and leverage advantage over the competition-all without changing a single line of code.
Accenture
Amy Horng, Senior Manager, Communications &
High Tech Strategy
License Management for Enterprise Software Companies:
What's Important to Get Right?
Today's enterprise software companies are faced with many decisions when it comes to effectively managing
licenses. This presentation addresses the most pertinent issues, including which key matters should be thought
through as changes are made to entitlements, and which cross-enterprise concerns require attention from
initial product engineering through support.
|
|
