As ISVs plan to expand their existing on-premise offering and evolving into additional cloud-service offerings, a very important consideration is often overlooked. Is it possible to effectively license the same application as both an on-premise solution and as a cloud-based service?
When looking for the right technology to monetize their offering from on-premise and into the cloud, an ISV must take into consideration these 4 critical aspects of licensing technology:
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.
As the head of new product development at SafeNet one of my key areas of focus is around bringing to market the types of tools and services ISVs need to help them manage the shift to the cloud – as you can imagine this means that I spend a lot of my time keeping an eye on what the industry is buzzing about!