About the Event

Join us for LicensingLive! 2016

– The only event focusing on software monetization strategies for ISV’s and Hardware Manufacturers! LicensingLive! 2016 is taking place on November 1st – 3rd, 2016 in Cupertino, CA at the Juniper Hotel (formerly The Cypress Hotel).

The theme this year is “Next Generation Monetization Strategies for Embracing the NOW Economy”.  Learn from real life case studies, software executives, product managers, analysts, software developers and industry experts about the top things you can do today to future proof your business.  At the same time, engage in conversations and share your ideas.

Come and engage!  Register today to guarantee your seat! Space is limited! If you have any questions, please email marcy.clapp@gemalto.com


Event Video Resources

Terrell Owens - The NFL and the Internet of Things – LicensingLive! 2016

Event Schedule / Agenda

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day time speaker presentation
TueNov 1 6:30pm

Akamai


Simon Kucher & Partners


Aria Systems


Early Registration, Partner Forum and Networking Cocktail Reception

Early Registration

Demo Stations:
1. Cloud Licensing
2. Introducing Sentinel Fit
3. Enhanced Customer Portal / Channel Partner Portal

Partner Forum: Aria Systems, Simon Kutcher & Partners, Akamai, Gemalto IoT Solutions

Networking Cocktail Reception

WedNov 2 8:55am

Akamai


Simon Kucher & Partners


Aria Systems


Demo Stations and Partner Forum All-Day

Demo Stations:
1. Cloud Licensing
2. Introducing Sentinel Fit
3. Enhanced Customer Portal / Channel Partner Portal

Partner Forum: Aria Systems, Simon Kutcher & Partners, Akamai, Gemalto IoT Solutions

9:00am

LicensingLive! 2016

Breakfast and Registration

10:00am

Ariella Shoham Sr Director Marketing SM, Gemalto


Welcome

10:15am

Shlomo Weiss Senior Vice President, Software Monetization, Gemalto


Embracing Change: The Shift from Making Products to Selling Value

For a long time now, many product or device-oriented companies have been attempting to shift the primary focus of their business from shipping boxes to delivering positive outcomes for customers. The success of this approach typically involves a transition to new business models that rely more heavily on software to help cultivate customer relationships and future-proof business processes.

10:45am

LicensingLive! 2016

Coffee Break

11:00am

Amy Konary Research Vice President, Software Licensing and Mobile Enterprise Applications, IDC


Mark Seery Sr. Director, Strategy and Corporate Development, Juniper Networks


Delivering Software Driven Value

This presentation will focus on how cloud and virtualization are expediting the adoption of software business models and what this means for intelligent device vendors and software providers. Amy and Mark will discuss what software business models and monetization approaches made sense for Juniper Networks to successfully launch and grow innovative new businesses.

11:45am

Jeff Kaplan Managing Director, THINKstrategies


Laila Arad-Allan Director of Product Management, Software Monetization, Gemalto


Innovative Software Demands Innovating Licensing - Connected Cloud and Beyond

The rapid rise of Software-as-a-Service (SaaS), usage-based applications related to the Internet of Things (IoT) and other revolutionary forms of software-enabled innovations that have become mainstream has created unprecedented business opportunities and an equal number of organizational challenges. Established and emerging software vendors must implement a new set of software licensing and monetization policies, procedures and technologies to succeed in today’s increasingly complex competitive environment. This session will identify the key principles and critical components of an effective software licensing and monetization program that generates greater customer intimacy, improves product quality, and drives greater operating efficiency.

12:30pm

LicensingLive! 2016

Lunch

1:30pm

Joshua Bloom Partner, Simon-Kucher & Partners


Bill Graber Director of Marketing, Trimble Navigation Limited


Darim Rahmatallah Product Manager, Software License Enforcement Solutions, Gemalto


Andres Botero Senior Vice President of Marketing, Aria Systems


Crossing the Licensing Chasm - How to Transition to a Recurring Revenue Model Today

In his second consecutive year at LicensingLive – Bill Graber continues to discuss the licensing evolution Trimble Navigation are experiencing as they continue to evolve both their go to market strategy and their back office management systems to support how their business has changed over the years. From overcoming the challenges facing hardware manufacturers when it comes to delivering licenses on large-scale machines to introducing new recurring revenue models to support as-a-service requirements – Trimble have successfully crossed the “licensing chasm” by combining licensing, pricing and billing.
Joining Bill in his session will be Joshua Bloom, Partner at Simon Kutcher & Partners to share insights on licensing model transitions from their global pricing study and Andres Botero, Senior Vice President of Marketing at Aria Systems, who will tell us how recurring revenue models create numerous “revenue moments” throughout the customer lifetime.

2:15pm

Dave DiMillo Principal Consultant for the Software Monetization division at Gemalto


Vickie White Director of Virtual Products, Gemalto


Customer Driven Operational Efficiency

Like most companies, Gemalto is constantly striving to improve the experience of its internal and external customers. Dave and Vickie will describe how Gemalto’s customer focus and utilization of its own Sentinel products is helping to make both sets of customers happy. Internal customers are benefitting from backoffice automation, fewer systems to manage, scalable processes, clearer ownership and less confusion overall. Meanwhile, external customers are experiencing shorter lead times, more self-service options, and consistently error-free deliverables. The discussion will outline what has been implemented to date, as well as next steps and future direction.

3:00pm

LicensingLive! 2016

Coffee Break and Networking

3:30pm

Avni Rambhia Industry Principal, Digital Transformation, Frost & Sullivan


Mark Russell Head of Strategy and Business Development, Business Unit Media, Ericsson


Rishi Katdare Sr. Program Manager, Head of Licensing Operations, NetApp


Don’t Leave Money on the Table: Entitlement Management

A significant portion of the software management problem is solved in the back-office, through licensing and entitlement management solutions. In this session, we will look at the implications of changing business models on licensing requirements. We will also look at what good licensing and entitlement means to a company. Through conversations with our panelists, we will take a first-hand look at what are the business motivations, implementation challenges and end user benefits in getting this right.

4:15pm

Terrell Owens

Get your Popcorn Ready! - Terrell Owens discusses the Internet of Things and the NFL

Philanthropist, Entrepreneur, Fitness Expert, Model, Motivational Speaker, Humanitarian, Loving Father and the NFL’s 6-Time Pro Bowler Terrell Owens is a man on a mission. His extraordinary skills on the gridiron and elite athleticism raised the bar for Wide Receivers in the league. Owens is credited with being one of the most exciting and electrifying players to ever play the game, with 1078 Receptions, 15,935 yards, and 153 touchdowns during the span of his 15 year career.

4:45pm

Shlomo Weiss Senior Vice President, Software Monetization, Gemalto


Wrap-Up

5:00pm

Terrell Owens

Networking and Cocktails with Terrell Owens

6:30pm

LicensingLive! 2016

Customer Appreciation Dinner / Parkview Ballroom / Juniper Hotel (by invitation only)

ThuNov 3 8:55am

LicensingLive! 2016

Demo Stations All-Day

Demo Stations:
1. Cloud Licensing
2. Introducing Sentinel Fit
3. Enhanced Customer Portal / Channel Partner Portal

9:00am

LicensingLive! 2016

Breakfast and Registration

10:00am

Ariella Shoham Sr Director Marketing SM, Gemalto


Welcome

10:15am

Madhavan Ramanujam Board Member & Partner - Simon-Kucher & Partners


Monetizing Innovation: How Smart Companies Design the Product around the Price

Innovation is the most important driver of growth. Today, more than ever, companies need to innovate to survive. But successful innovation--measured in dollars and cents--is a very hard target to hit. Companies obsess over being creative and innovative and spend significant time and expense in designing and building products, yet struggle to monetize them: 72% of innovations fail to meet their financial targets--or fail entirely. Many companies have come to accept that a high failure rate, and the billions of dollars lost annually, is just the cost of doing business.

Radically improving the odds that your innovation will succeed is just a matter of removing the guesswork. That happens when you put customer demand and willingness to pay in the driver seat--when you design the product around the price. It's a new paradigm, and that opens the door to true game change: You can stop hoping to monetize, and start knowing that you will.

11:15am

LicensingLive! 2016

Coffee Break

Madhavan Ramanujam will sign copies of his new book, Monetizing Innovation- first come, and first serve basis

11:45am

Chris Kocher Founder and Managing Director, Grey Heron


Todd Steel Director, Product Management in the Software Monetization division at Gemalto


Kevin Coyne VP Product Marketing, West Corporation, Safety Services


Monetize the IoT: Show me the Money

IDC predicts 30 billion ‘things’ will be connected to the IoT by 2020. It’s an incredible opportunity, especially for device and software manufacturers. New service, subscription and recurring revenue models will extend and replace product sales to increase profitability. This session will focus on the experience of West Safety Services and how they went through an IoT transformation. Kevin Coyne will share insights about the impact IoT had on their product strategy, business model and pricing. Todd Steele will talk about other Gemalto customers’ issues and challenges in their IoT transformations. There will be a Q&A session at the end where the audience can ask questions.

12:30pm

LicensingLive! 2016

Lunch

1:30pm

Laila Arad-Allan Director of Product Management, Software Monetization, Gemalto


Sentinel Software Monetization Strategy

2:15pm

LicensingLive! 2016

Coffee Break

2:45pm

Jam Khan Vice President of Professional Services for the Software Monetization division at Gemalto


Software Monetization Best Practices Scorecard and Lifetime Implementation Plan

3:15pm

Todd Steel Director, Product Management in the Software Monetization division at Gemalto


Creating Value in the IoT - Introducing the newest member to the Sentinel family of products

3:45pm

LicensingLive! 2016

Coffee Break

4:15pm

Dave DiMillo Principal Consultant for the Software Monetization division at Gemalto


Entitlement Management Through the Channel

4:45pm

Michael 'Mizu' Zunke CTO - Software Monetization, Gemalto


5 Things to Avoid When Securing Your Licensing

Event Resources

Hide
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Show

Sentinel Strategy and Roadmap – LicensingLive! 2016

LicensingLive! 2016

Laila Arad-Allan
Director of Product Management, Software Monetization, Gemalto

Monetizing the IoT - Show Me the Money – LicensingLive! 2016

LicensingLive! 2016

Chris Kocher
Founder and Managing Director, Grey Heron

Innovative Software Demands Innovating Licensing - Connected Cloud and Beyond - LicensingLive! 2016

LicensingLive! 2016

Jeff Kaplan
Managing Director, THINKstrategies

How to Score Your Licensing Readiness - LicensingLive! 2016

LicensingLive! 2016

Jam Khan
Vice President of Professional Services for the Software Monetization division at Gemalto

Entitlement Management Through the Channel - LicensingLive! 2016

LicensingLive! 2016

Dave DiMillo
Principal Consultant for the Software Monetization division at Gemalto

Embracing Change - The Shift from Making Products to Selling Value - LicensingLive! 2016

LicensingLive! 2016

Shlomo Weiss
Senior Vice President, Software Monetization, Gemalto

Don't Leave Money on the Table - Entitlement Management - LicensingLive! 2016

LicensingLive! 2016

Avni Rambhia
Industry Principal, Digital Transformation, Frost & Sullivan

Delivering Software Driven Value - LicensingLive! 2016

LicensingLive! 2016

Amy Konary
Research Vice President, Software Licensing and Mobile Enterprise Applications, IDC

Customer Driven Operational Efficiency - LicensingLive! 2016

LicensingLive! 2016

Vickie White
Director of Virtual Products, Gemalto

Creating Value in the IoT - LicensingLive! 2016

LicensingLive! 2016

Todd Steel
Director, Product Management in the Software Monetization division at Gemalto

5 Things to Avoid When Securing Your Licensing - LicensingLive! 2016

LicensingLive! 2016

Michael 'Mizu' Zunke
CTO - Software Monetization, Gemalto

Event Speakers

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Amy Konary

Research Vice President, Software Licensing and Mobile Enterprise Applications, IDC

Amy Mizoras Konary is a Research Vice President with IDC focusing on software pricing, licensing, and delivery research. In this role, Ms. Konary is responsible for providing coverage of software go-to-market trends including volume license programs, evolving license models, global price management, and licensing technologies through market analysis, research and consulting. Ms.Konary is also spearheading IDC’s coverage of Mobile Enterprise Applications. This research includes an analysis of adoption trends and drivers as well as the associated market opportunity. Ms. Konary was also the lead analyst for IDC’s coverage of software as a service (SaaS) for eight years.

 

Since joining IDC in 1998, Ms. Konary has received a number of honors and awards, including several IDC Research Quality Awards, as well as Analyst-of-the-Year. Ms. Konary was also honored with IDC’s James Peacock award for research excellence. Ms. Konary has authored groundbreaking and award-winning research on many elements of software pricing and licensing, and is often quoted in the industry and business press. She is also a frequent speaker at high-level industry events and seminars around the world.

 

Prior to joining IDC, Ms. Konary worked in marketing at a mid-tier software provider. Ms. Konary holds a B.A. from Lehigh University, where she majored in science and technical writing and minored in environmental science.

 


Dave DiMillo

Principal Consultant for the Software Monetization division at Gemalto

As Gemalto’s Principal Consultant for the Software Monetization division, Dave is responsible for guiding enterprise-level software vendors through the daunting challenge of fully integrating license enforcement into their businesses. Dave specializes in top-down methodologies that include helping vendors define their corporate licensing goals and philosophies, designing system architectures, as well as developing business process and technology requirements that serve the myriad of needs across organizations.

 

Dave has an unparalleled amount of experience designing, launching, and managing some of the industry’s most complex licensing systems that manage millions of installed software seats including software development tools and CAD/CAM solutions. Prior to joining Gemalto (formerly SafeNet), Dave spent the previous 11 years leading the licensing strategy and implementation for the Rational software division of IBM.  Dave graduated with honors from the University of Maine with a degree in Mechanical Engineering.


Todd Steel

Director, Product Management in the Software Monetization division at Gemalto

A member of the Gemalto (formerly SafeNet) team for more than a decade, Todd Steel leads the product management efforts associated with Gemalto’s suite of software licensing and entitlement management cloud services.

 

Prior to his focus on cloud services for the software industry Todd has held multiple product management roles all focused on product lines designed to better service the licensing, entitlement management, and software protection needs of the software industry.


Michael ‘Mizu’ Zunke

CTO - Software Monetization, Gemalto

Today at SafeNet Software Rights Management in his CTO role, MiZu is driving new technologies and the strategic evolution of the platform. He is a specialist in application security for licensing, protection against reverse engineering and automated technologies to integrate security paradigms into applications. He is responsible for overall security architecture and innovation in the field of Software Security and Licensing.

MiZu is also holds several patents in the software security arena.


Darim Rahmatallah

Product Manager, Software License Enforcement Solutions, Gemalto

Darim Rahmatallah joined SafeNet in 2004 during the merger with Rainbow Technologies. Darim currently serves as a Product Manager within the SRM Business Unit at SafeNet, and focuses in software licensing. Darim has worked exclusively in the software licensing industry for the past 9 years and his expertise is applied in the definition of market requirements and product evolution to support SafeNet’s software licensing strategy going forwards.

 

Darim has a Bachelors degree in Aeronautical Engineering from Kingston University in London.


Jam Khan

Vice President of Professional Services for the Software Monetization division at Gemalto

Jamshed “Jam” Khan currently serves as Vice President of Professional Services for the Software Monetization division at Gemalto. Jam leads a team that is responsible for providing consulting services, product deployments, program management, and customer support while ensuring customer success globally.

 

Jam joined Gemalto (formerly SafeNet) in 2004 as part of the merger with Rainbow Technologies, and has over 17 years of experience specializing in the field of license and entitlement management. He has had roles in Engineering, Technical Sales and Product Management, giving him a broad perspective on the entitlement management market and the criteria required for customer success. Jam works directly with customers worldwide and is a frequent speaker at events held globally.

 

Jam holds a Bachelor’s degree in Computer Science from UCLA.

 


Joshua Bloom

Partner, Simon-Kucher & Partners

Joshua Bloom is a Partner at Simon-Kucher & Partners in San Francisco and specializes in marketing, pricing, and sales.  He has spent the last decade at Simon-Kucher & Partners advising companies of all sizes, ranging from public Fortune 500 companies, to private-equity owned businesses, to start-ups.

 

Joshua’s primary verticals over the years have been software and construction. Joshua has been a frequent conference speaker on topics as varied as B2B pricing, bundling, target pricing, and sales excellence. Joshua served as the internal editor of Simon-Kucher & Partners’s 2006 book “Manage for Profit, Not Share”, published by Harvard Business School Press.

 

Joshua received his bachelor’s degree in Economics from Yale University, where he graduated cum laude.  He received his MBA in Strategic Management and Finance from the University of Chicago Booth School of Business, where he graduated with honors and was a recipient of the Alumni Recognition Award and a Merit Scholarship.


Shlomo Weiss

Senior Vice President, Software Monetization, Gemalto

Shlomo Weiss is Senior Vice President and General Manager of the Software Monetization division at Gemalto. In this role, Shlomo manages product development, cloud service operations, strategic planning, and go to market activities for Gemalto’s Software Monetization solutions. Prior to his current role, Shlomo was VP of Business Development , responsible for global strategic partnerships and for driving new business initiatives.

 

Shlomo joined Gemalto (formerly SafeNet) via the acquisition of Aladdin Knowledge Systems in 2009, where he headed strategic business for Aladdin’s Software DRM unit. Prior to Aladdin, Shlomo held senior leadership positions in business development, marketing, and sales at Emblaze Mobile, Comverse’s Wydeband unit, and Multiple Zones.


Jeff Kaplan

Managing Director, THINKstrategies

Jeff Kaplan is the Managing Director of THINKstrategies (www.thinkstrategies.com) the only strategic consulting firm focused entirely on the business implications of the transition of the technology industry from a product-centric to services-driven solution model, including Software-as-a-Service (SaaS), Cloud Computing and Managed Services, and how organizations can leverage these trends to capitalize on Big Data and the Internet of Things (IoT). Kaplan is also the Founder of the Cloud Computing Showplace (www.cloudshowplace.com), the largest, vendor-independent, online directory and best practice resource center regarding SaaS, Platforms-as-a-Service (PaaS), and Infrastructure-as-a-Service (IaaS), including Managed Services. Kaplan is also the host of the Cloud Innovators Summit executive forum series (www.cloudsummits.com).


Chris Kocher

Founder and Managing Director, Grey Heron

With over 30 years in Silicon Valley, Chris has extensive strategic and hands-on operating experience helping high-tech companies increase their revenues and company valuations.

 

Chris is a founder and managing director of Grey Heron, a venture acceleration consulting company. He has worked with investors, CEO’s and executive teams on accelerating growth and revenues at over 100 innovative companies ranging from startups to mature Global 500 companies such as Apple, Cisco, HP, Oracle and Visa.

 

Prior to Grey Heron, Chris was a VP/GM at Symantec with complete P&L responsibility for a business unit where he doubled revenues. Earlier in his career, he spent 10 years at HP in management roles at several divisions where he helped pioneer HP’s first laser printer, its initial personal computers and early independent software vendor (ISV) programs.

 

Much of his work has focused on helping companies with breakthrough technologies and platforms translate them into compelling value propositions to achieve rapid adoption in evolving markets including: internet, SAAS, cloud, big data, analytics, on-line video, digital media, ecommerce, adtech and Internet of Things (IoT).

 

Chris earned his MBA from Columbia University in marketing and international business and his undergraduate degree at Princeton.


Bill Graber

Director of Marketing, Trimble Navigation Limited

Bill Graber manages the ecommerce and provisioning systems for Trimble Civil Engineering and Construction. He has been with Trimble for seven years. During that time he has been Construction Services Marketing Director, an AEMP committee member and a Westminster Legacy Foundation board member.  Bill has held marketing director positions with Direct Alliance, an Insight Enterprise company, and Gateway Inc., where he managed several emerging technology platforms including digital services. As part of the leadership teams for Gateway and Trimble, Graber acquired experience in international and global marketing. Graber holds bachelor degrees in mathematics and education.


Aria Systems

Aria Systems is an American software company based in San Francisco, California. Their software is built for enterprises with a focus on recurring revenue and subscription billing.


Simon Kucher & Partners

Simon-Kucher & Partners is a global consulting firm specializing in TopLine Power®, which encompasses strategy, marketing, pricing, and sales. Founded in 1985, the company now has 800 professionals in 29 offices worldwide. Our practice is built on evidence-based, practical strategies for profit improvement via the top line. Simon-Kucher & Partners is regarded as the world’s leading pricing advisor and thought leader.


Madhavan Ramanujam

Board Member & Partner - Simon-Kucher & Partners

Madhavan Ramanujam is a board member and partner at Simon-Kucher & Partners based in its San Francisco/Silicon Valley office. Advising companies of all sizes from Fortune 500s to startups, Ramanujam has led more than 125 monetization projects for Internet, software and technology clients, helping bring numerous new products to market.


Laila Arad-Allan

Director of Product Management, Software Monetization, Gemalto

Laila Arad-Allan is the Director of Product Management for Gemalto’s Software Monetization division.

 

In this role, Laila leads all product-related activities including product and go-to-market strategies, and aligning product development with emerging market trends.

 

Prior to her position at Gemalto, Laila held the VP Products position at Visonic, where she led the design and implementation of a groundbreaking wireless technology for alarm systems. Before her role at Visonic, Laila held the position of VP Digital Rights Management at Aladdin Knowledge Systems, having served many years as the business unit’s Director of Product Management. During this period, she contributed to increasing Aladdin’s market share, bringing the company to be the world leader in its field.

 

In 2012, Laila initiated and founded a successful community volunteers program for greeting tourists visiting Tel Aviv, which received recognition and support from the Tel Aviv municipality. She is still a board member to this day.


Avni Rambhia

Industry Principal, Digital Transformation, Frost & Sullivan

Avni Rambhia serves as Industry Principal, Digital Transformation at Frost & Sullivan. She is an image processing engineer by training, an anti-piracy technologist and strategist by experience, and a growth consultant to the image, video, and software productivity industries by profession. In her current role, Avni covers a number of markets including video encoding and transcoding, software license management, content protection (including DRM and CAS), consumer video devices, and enterprise rights management


Terrell Owens

Philanthropist, Entrepreneur, Fitness Expert, Model, Motivational Speaker, Humanitarian, Loving Father and the NFL’s 6-Time Pro Bowler Terrell Owens is a man on a mission. His extraordinary skills on the gridiron and elite athleticism raised the bar for Wide Receivers in the league. Owens is credited with being one of the most exciting and electrifying players to ever play the game, with 1078 Receptions, 15,935 yards, and 153 touchdowns during the span of his 15 year career.


Mark Seery

Sr. Director, Strategy and Corporate Development, Juniper Networks

Mark Seery is Senior Director of Strategy & Corporate Development, leading the Business Model Transformation group, which drives development and implementation of revenue/pricing models and business models. The cloud changes everything, and Juniper has responded by combining its best of breed routers, switches, and security systems with software and services, providing solutions that are relevant to customer transformation, in a cloud-enabled world. Prior to Seery’s 8 year career at Juniper in Strategy, Business Planning, and Operations, Seery had roles in consulting, market research, product management, product marketing, software development, systems programming, and network operations.


Vickie White

Director of Virtual Products, Gemalto

Vickie White recently stepped into the newly-created role of Director of Virtual Products within Gemalto’s IDSS division. This role was created based on the recognition that Gemalto’s offering is transitioning more and more from hardware-based solutions toward software and service based solutions. Vickie is responsible for conceptualizing and implementing a new organization tailored to operationalize virtual products, to include: standalone software, licenses, cloud/provisioned services and hybrid (hardware + virtual) products. In this role, Vickie is helping to create the vision and direction for Gemalto’s virtual product offering. She is working to gain cross-functional support to enable the entire virtual product life cycle from discovery through deployment and end of life management. Vickie’s key role is to set standards based on best practices. More specifically, her goal is to eliminate the practice of creating multiple solutions for similar offerings and to enable faster deployment with lower costs and with uncompromised quality. Her approach to this is to create a set of standards and automated systems which provide a “plug and play” type of experience for new product introductions.

 

Vickie joined SafeNet (now Gemalto) in 2006. Prior to her current role, Vickie has held leadership positions in the areas of Operations, Quality, Customer Program Management, and Business Process Improvement. Vickie holds a Bachelor’s degree in Electrical Engineering from Duke University and an MBA from Loyola University.


Akamai

Akamai is the global leader in Content Delivery Network (CDN) services, making the Internet fast, reliable and secure for its customers. The company’s advanced web performance, mobile performance, cloud security and media delivery solutions are revolutionizing how businesses optimize consumer, enterprise and entertainment experiences for any device, anywhere.


Kevin Coyne

VP Product Marketing, West Corporation, Safety Services

Kevin Coyne is VP of Product Marketing at West, Safety Services. In this role, he is responsible for market research and analysis, product positioning within targeted markets, competitive analysis and growth strategies.

 

With over 30 years experience in the high tech computer industry, Mr. Coyne has supported various markets including Telecommunications, Finance, Manufacturing and Engineering. Prior to joining West Corporation, he served in leadership positions over a 20-year period at Sun Microsystems including the implementation of the Oracle eBusiness Suite within the global sales and service organization. Mr. Coyne also served a four- year appointment on the University of Colorado, College of Engineering and Applied Science Advisory Board.

 

Mr. Coyne holds a Bachelor of Science Degree in Information Systems from Robert Morris University and earned a Certificate in Executive Management from the University of Colorado Leeds School of Business.


Mark Russell

Head of Strategy and Business Development, Business Unit Media, Ericsson

Mark has over 25 years of proven success driving product development, technical strategy, and managing engineering teams. As the Head of Strategy and Business Development at Ericsson, Mark drives the product and business strategy for the TV & Media business unit, managing all the products including; pay TV platforms, content delivery, cloud DVR, software and hardware compression, and related technologies. Mark oversees the business unit’s long range plan, strategic roadmap, and overall technical and IPR strategy. He is responsible for business development, partnerships, and mergers and acquisitions. Mark also serves as an executive contact for key customers, partners, standards and other industry bodies.

 

Mark joined Ericsson as part of the Mediaroom acquisition from Microsoft. During his 11 year tenure at Microsoft, Mark worked in the TV business including serving as the General Manager of Product Development at Mediaroom. Mark has led the engineering organization for Mediaroom from its inception to over 16 million subscribers today.

 

Prior to Microsoft, Mark was the Chief Technology Officer at Ceon Corporation (now a part of Convergys Corporation). Mark previously served as the Vice President of American Telecorp.

 

Mark received a Bachelor’s Degree in Electrical Engineering from Santa Clara University.


Rishi Katdare

Sr. Program Manager, Head of Licensing Operations, NetApp

With over 15 years in Enterprise Software, Rishi Katdare is an industry expert in Software Monetization.

Currently in this 7th year at NetApp, Rishi built a team of Licensing Operations and is accountable for NetApp’s licensing solutions for internal and external users. His team partners cross-functionally to support NetApp’s Product teams, Channel Partners, Global Alliances, Engineering DevOps, and USPS customers with software licenses.

Licensing Operations witnessed an estimated 123% growth per year to support NetApp’s NFR (Not-for-Revenue) Licenses, Licensing Helpdesk, Entitlement Transfers, Software Transition Licenses, and Customer corner cases related to licenses. The team has built an internal Entitlement Management platform that allows Pre-Sales license procurement per business case, while maintaining stringent audit-trails.

The internal portal built from the ground-up is one of the top 3 most visited, providing licensing & entitlement services for NetApp’s core product offerings. It enables capabilities such as programmatic interfaces towards dynamic & automated license creation and distribution, trial license distribution and management, entitlement enforcement, and the operational aspects of customer Entitlement Transfers.  

In 2017, Rishi co-invented NetApp’s licensing technology to serve as a platform that can be leveraged by new and existing products with embedded microservices and entitlement enforcement capabilities.

Rishi grew up in New Jersey and has earned an Executive MBA in Management of Technology and a Bachelors in Computer Engineering from the New Jersey Institute of technology (NJIT), Newark, NJ.


Andres Botero

Senior Vice President of Marketing, Aria Systems

Andres Botero serves as Senior Vice President of Marketing at Aria Systems. He has over 20 years of enterprise experience in growing enterprise software, big data, and SaaS/Cloud B2B companies. His ability to drive exceptional results spans across functions, geographies, cultures, and time zones. Prior to joining Aria, Botero was the Chief Marketing Officer at Steelwedge and led marketing globally for SAP’s Supply Chain Management (SCM) line of business.

 

Botero earned his Bachelors of Industrial Engineering from Universidad de Los Andes in Colombia and his MBA from Stanford University Graduate School of Business. Outside of the office, Andres enjoys classic literature, music and playing squash. Other interests include the opera, personal finance, and soccer.


Ariella Shoham

Sr Director Marketing SM, Gemalto

Ariella Shoham is the Senior Director of Marketing for the Software Monetization division at Gemalto. In this position Ariella leads a marketing team responsible for developing and executing a clearly defined marketing, communications and demand generation strategy in a manner that supports the consistent business growth and enhances brand equity and awareness for the company’s award-winning portfolio of Sentinel software licensing, and entitlement management solutions.

 

Ariella joined Gemalto (formerly SafeNet) in 2009 as the EMEA Field Marketing lead and then continued to lead the Global Field Marketing team in 2012, where she played a key role in creating market awareness and customer education during the launch of Gemalto’s Key strategic initiatives including Sentinel Cloud Services, Gemalto’s first cloud licensing offering and Sentinel Embedded Software Monetization Solutions – the only solution designed specifically for high tech device and equipment manufacturers.

 

Prior to Gemalto, Ariella held marketing leadership positions at various IT companies including IXI, Electronics line and Advanced Recognition Technologies. Ariella holds a Bachelor Degree in East Asian Studies from the Hebrew University in Jerusalem and a Masters in Business from the Interdisciplinary Center in Herzliya.