6 years ago
How Well Do You Sell?
One of the various definitions of sell according to Merriam-Webster is “to develop a belief in the truth, value, or desirability of”. There can be numerous reasons for the success …
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7 years ago
The Sweet ‘Snell’ of Success: IP Protection and Licensing Done Right with Sentinel
The broadcast industry is rapidly changing. We need only look as far as over-the-top (OTT) services such as Hulu and Netflix to see that traditional billing models are in a state of disruption. Streaming video over the internet has become a popular alternative to traditional distribution channels, and the creation of that content requires a powerful set of software-based tools.
7 years ago
Achieving a Competitive Advantage in the Cloud
In 1997, a pair of management consultants – Michael Treacy and Fred Wiersema – published a book entitled The Discipline of Market Leaders: Choose Your Customers, Narrow Your Focus, Dominate Your Market, which suggested that companies could only become dominant players in their industry by achieving a proficiency in one of the following areas:
8 years ago
The Best of Both Worlds – On-Premise Applications with Cloud Licensing
The WSJ recently ran an interesting article on the key challenges of moving to the cloud.
“When on-demand enterprise applications emerged about a decade ago, they were touted as a cheap and more flexible alternative to buying software outright – a move that comes with upfront infrastructure and licensing costs, on top of ongoing fees for maintenance, support, and upgrades. But in practice, these promises have been hard to fulfill”.
8 years ago
Pricing and Licensing Strategies for the IoT
The age of the Internet of Things (IoT) has dawned and we are heading toward a future filled with software-driven intelligent devices. To give you an idea of the magnitude of this transformation, IDC is predicting that there will be 30 billion units installed worldwide by the year 2020. Because every device in the IoT is connected, a whole new breed of tech company is emerging, forcing many traditional companies to innovate and go to market differently.
8 years ago
Cloud Licensing for Customer Success
At this year’s LicensingLive! event in Cupertino, CA, I spoke about the importance of Customer Success Programs, what they involve, and what businesses hope to achieve with them. The success of a software company is often measured in terms of how well it engages its customers. After all, a business without an active user base is like a bird without wings – it simply won’t fly. Read More
9 years ago
Internet of Things (IoT): Software Monetization’s Biggest Opportunity
Every so often, an opportunity presents itself that changes the software monetization industry for the better. Before the evolution of cloud, the move from on-premise hardware licensing methods to software licensing changed the way many ISV’s do business today. Brace yourselves, because the Internet of Things is poised to flip the software monetization market yet again.
9 years ago
Tracking Software Usage – Increasing ROI of Your Product Investments
It can be a balancing act when deciding what features to build into your software products. Some features have intrinsic value to the core functionality of the product, some features add a lot of marketing value, and there are some features that do nothing. How would you know which is which?
9 years ago
LicensingLive! 2014 Kicks-Off Today
Today begins one of software monetization’s most prestigious events, LicensingLive 2014!. Held in Cupertino, California, LicensingLive 2014! will feature several industry leaders including Amy Konary, Rhianna Collier, Ray Wang and Jeff Kaplan, discussing the opportunities that exist in the software licensing space.
9 years ago
Anytime, Anywhere, Any Device; Access Has Changed and Software Needs to Also
Technology has changed many industries in amazing ways. Transportation, manufacturing, healthcare—all have been transformed in the last decade due to increased collaboration, communication, and real-time access to contextual data facilitated by Cloud technologies, mobility, social networks, and analytics technologies. Despite being key enablers to advancement, technology software providers themselves have not always been at the forefront of using technology to transform their businesses from the inside out. However, pressure to transform is coming from all sides, most notably the outside–in. Customers are demanding change with their wallets. Cloud software is growing at more than five times the rate of the traditional packaged software market. By 2018, $1 of every $5 spent on software, and $1 of every $4 spent on applications, will be consumed via the cloud.
