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

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.

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.

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.

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.

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.

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.

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.

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

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.

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

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.