Great companies consider and plan for the whole user experience – the product, its price, how its purchased, updates through its life and the service and support provided.
In the days when products were purchased up front – and the monetary relationship came to a close – all the burden was on the buyer to research, plan and hope that, after parting with their money (monetization ends), the product will have met and continued to meet or exceed their expectations. Because the customer experience often falls below this mark – and yes, sometimes with enterprise software – the dynamics of the buyer/vendor relationship are changing.
Part 1 of 3 from the series “Take on Licensing: What High-Tech Manufacturers Need to Know”
If you’re an equipment manufacturer in the high-tech sector, you are probably already deeply involved in the evolution from a pure hardware manufacturer to a software vendor. Whether you are in the business of selling software-driven equipment for the automotive industry, medical imaging and diagnostics, digital printing, sophisticated surveillance systems, coin-operated gaming and casino gambling, the change to software licensing is impacting your business.
There is a constant struggle between “lowest cost possible” and “simplicity of business model” that must be balanced between both ISV’s and CIO’s. Recently, I read a post on Computer Weekly titled “The Five Software Licensing Tricks CIO’s Hate” based on a Forrester report on unfair licensing practices. The title suggests that ISV’s as a category are generally engaged in misleading tactics targeted at CIO’s, which runs contrary to my experiences with most ISV business models and sales strategies. So, let’s try to look at this from a different angle as well.
SafeNet Sentinel® Cloud Services now supported by Dell Boomi AtomSphere platform for connectivity with back-office applications, including CRM, ERP, billing and marketing automation
BALTIMORE — July 12, 2011 — SafeNet, Inc., a global leader in information security, announced that Sentinel Cloud is now supported by the Dell Boomi AtomSphere cloud integration platform, enabling cloud service providers to easily connect SafeNet’s licensing and entitlement management services with their existing on-premise or cloud-based back-office systems. This capability speeds time-to-market for SaaS, PaaS, and other cloud service providers by significantly reducing the time required to integrate software licensing and entitlement management into their business processes.
Key Traffic Systems Ltd., the UK leader in highway and traffic management software, is also a longtime SafeNet customer. With a large and growing user base, KTS needed the ability …
Two recent events caused me to stop and consider whether piracy could be considered good for business.
The first example involves a children’s book. You may have heard of this particular book as it’s causing something of a stir. “Go the XXXX to Sleep” is written as a humorous book (a “Children’s book for Adults” per the author) that focuses on the difficulties some parents face when it comes to getting their children to sleep.
What’s remarkable is that it managed to grab the number 1 slot on Amazon’s bestseller list – a month before release. However, what makes it even more remarkable is