deploying saas licensing
TRANSCRIPT
© SafeNet Confidential and Proprietary
Deploying SaaSLicensing & Provisioning
for Cloud Applications
Shlomo WeissDecember 20, 2010
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© SafeNet Confidential and Proprietary
• About SafeNet
• Lessons Learned: Keys to Monetizing Cloud Applications
• Implementing SaaS Licensing & Provisioning
• Q&A
Agenda
#swlicensing
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Embrace evolving business realities to retain and attract new 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
for your Business │ for your Customers │ for your Budget │ for your Future
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
SafeNet Fact Sheet
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Business Segment Focus
• Network Encryption• Disk & File Encryption• Database & Application Encryption• Hardware Security Modules• Key Management• Multi-Factor Authentication• Content Security
• Software & IP Protection• License Enablement & Enforcement• License & Entitlement Management• SaaS Application Management
Solution Focus Products Markets
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- Out-of-the-box licensing security solution
Product & Service Portfolio
- Web-based software license and entitlement management system
Cloud Services
Software Protection and Revenue Enablement
Back Office Management and Customer Self Service
Software Licensing Professional Services
- Cloud services for SaaS application packaging, provisioning, control, metering and management
SaaS Revenue Enablement, Enforcement, and Management
- Flexible, highly scalable, enterprise-grade licensing toolkit
Professional Services - Software licensing consulting and implementation services
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On-Premise
Copy Protection
Product Catalog
Orders / Entitlement
Licensing
Tracking
Reporting
End-User Admin
Parallels – On Premise to Cloud
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SaaS
Authentication
Service Catalog
Provisioning, Contract, & Entitlements
Authorization & Compliance
Usage Tracking &Billing Mediation
Monitoring & Reporting
End-User Monitoring& Management
On-Premise
Copy Protection
Product Catalog
Orders / Entitlement
Licensing
Tracking
Reporting
End-User Admin
Parallels – On Premise to Cloud
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© SafeNet Confidential and Proprietary
• About SafeNet
• Lessons Learned: Keys to Monetizing Cloud Applications
• Implementing SaaS Licensing & Provisioning
• Q&A
#swlicensing
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© SafeNet Confidential and Proprietary
One size does not fit all
1. Product & Pricing Versatility
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Establish Market Share
Trial
Freemium
Feature limited
Test Different Pricing Models
Pay as you grow
Build
Customer Base
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Increase Profitability
Flexible packaging
Diverse license models
Monetize increasing sophistication
Build
Customer Base
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2. Make it Easy for Customers to Grow With You
Automate provisioning at every step
Trial
Initial Paid Users
Grow # of Users
Adopt New
Features
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3. Service Agreement Compliance
Proper controls in place to prevent costly overuse
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Usage Tracking for…
Metered Billing To Learn & Grow
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Increase Customer Intimacy
Who are your customers?
What have they purchased?
How do they consume your service?
Do they know what they purchased?
Do they know what upgrades are available?
Do you know how to improve your offering?
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5. Business Agility
Adapt Quickly…it’s a Dynamic MarketSeparate business
decisions from engineering rework
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On Premise
Cloud Service
6. Hybrid Delivery Models
What is it?• On premise or packaged offering
• Complimented with a service component
How is it being used?• Ease transition
• Increase value
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Product & Pricing Versatility
Make it Easy for Customers to Grow
Service Agreement Compliance
Measure Everything
Business Agility
Hybrid Delivery
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Control Contract Compliance
Define Service Catalog & License Models
Adapt Service Offering
Measure Service Usage
Provision Contracts & Automate Business Processes
Build a Strong Foundation for Successful Monetization
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© SafeNet Confidential and Proprietary
• About SafeNet
• Lessons Learned: Keys to Monetizing Cloud Applications
• Implementing SaaS Licensing & Provisioning
• Q&A
#swlicensing
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© SafeNet Confidential and Proprietary
Define
Provision
ControlMeasure
Adapt
DEFINE service catalog and pricing models at the feature-level to boost product versatility and business agility
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
CONTROL user authorization to enable serviceagreement compliance
PROVISION service agreements instantly to improve operational efficiency and minimize manual errors
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Licensing & Provisioning for Cloud Applications
Sentinel Cloud Services is a feature-based user provisioning, authorization, metering, and management solution for SaaS.
© SafeNet Confidential and Proprietary
Define
Provision
ControlMeasure
AdaptSentinel® Cloud Services is
currently in beta. Apply for our beta program by visiting
www.sentinelcloud.com
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