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In this demonstration, Jim Berthold, Principal Solutions Engineer with Flexera Software discusses how software vendors and device manufacturers can drive incremental revenue from innovative software licensing models with FlexNet Licensing and FlexNet Operations. He discusses how vendors can drive between 10-200% more revenue and successfully expand into new markets by aligning pricing and licensing with customer value. He demonstrates how subscription, term and usage-based license models have helped many vendors capture incremental revenue, expand into new markets and reduce sales time and cost.
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© 2014 Flexera Software LLC. All rights reserved. | Company Confidential 1
Incremental Revenue From Innovative
Software License Models
© 2014 Flexera Software LLC. All rights reserved. | Company Confidential 2
New & Updated License Models
• Incremental Revenue
• Market Expansion
• Reduced Sales Time & Cost
Time, Cost & Operational Disruption
• Inflexible Systems
• Process Complexity
• Core Competency
Op
po
rtu
nit
y
Ch
alle
ng
es
Incremental Revenue From Innovative Software
License Models
© 2014 Flexera Software LLC. All rights reserved. | Company Confidential 3
Challenge Details
Business
System
Business Processes
Customer Software
w/ Licensing Order
New Models & Changes To Existing Models
Update & Integrate
Business Systems
Update Business
Processes
Update
Products
Test & Release
Updates
Purpose-Built
Time Consuming, Expensive & Disruptive
© 2014 Flexera Software LLC. All rights reserved. | Company Confidential 4
Challenge Details Continued
Core Competency Gap
• Cross-Functional
Knowledge
• Systemic Impact
• Continuous Balance
• Future Proofing
© 2014 Flexera Software LLC. All rights reserved. | Company Confidential 5
Flexera Software’s Solution
Application w/
Electronic Licensing
Entitlement
Management
SW Monetization
Model
• License Models
• License Metrics
• Product Structure
• Compliance Policy
• License Activation
• Variable Enforcement
• Update Management
• Usage Capture …
• Self Serve Fulfillment
• Software Download
• Installed Base
• Reporting …
Configure vs. Fixed New License Model Support
© 2014 Flexera Software LLC. All rights reserved. | Company Confidential 6
Why Flexera Software?
• People:
– Industry Leading
Expertise
• Process:
– Reliable Success
Framework
• Technology:
– Configurable Electronic
Licensing & IT System
– Standards-Based
Integration
IT Business Systems
Business Processes
Electronic Licensing
© 2014 Flexera Software LLC. All rights reserved. | Company Confidential 7
© 2014 Flexera Software LLC. All rights reserved. | Company Confidential 8
Innovative Packaging and Flexible License Models Demo Flow
• Setup: – “Let’s assume that you are software company ABC Corp.. You have
historically sold your products using a perpetual license model.
Customers find great value in your products but often complain about
the upfront cost.
– Your marketing department has determined that you could increase your
overall revenues by moving to an annual subscription model. This would
also be a welcome change to your customers, since the up-front costs
would be lower.
– Now, let’s see what happens when using Flexera Software’s Entitlement
Management system. For this scenario, we will assume an order has
already been placed for product ABC using a perpetual license model.
© 2014 Flexera Software LLC. All rights reserved. | Company Confidential 9
Order Notification Email
© 2014 Flexera Software LLC. All rights reserved. | Company Confidential 10
Self-Service Portal provides Order History
© 2014 Flexera Software LLC. All rights reserved. | Company Confidential 11
Configuring the sample application
© 2014 Flexera Software LLC. All rights reserved. | Company Confidential 12
Using the Activation code to activate a license
© 2014 Flexera Software LLC. All rights reserved. | Company Confidential 13
Activation results in Permanent licenses
© 2014 Flexera Software LLC. All rights reserved. | Company Confidential 14
Create the new license model
© 2014 Flexera Software LLC. All rights reserved. | Company Confidential 15
Simply copy the existing catalog item
© 2014 Flexera Software LLC. All rights reserved. | Company Confidential 16
Assign the Subscription-based license model
© 2014 Flexera Software LLC. All rights reserved. | Company Confidential 17
Create a New Entitlement
© 2014 Flexera Software LLC. All rights reserved. | Company Confidential 18
Self-Service Portal provides Order History
© 2014 Flexera Software LLC. All rights reserved. | Company Confidential 19
Subscription Entitlement Details
© 2014 Flexera Software LLC. All rights reserved. | Company Confidential 20
Activate product using new Activation ID
© 2014 Flexera Software LLC. All rights reserved. | Company Confidential 21
Activation results in expiring licenses
© 2014 Flexera Software LLC. All rights reserved. | Company Confidential 22
Innovative Packaging and Flexible License Models
• Recap:
– Many companies utilize rigid license models that are very difficult to
change
– That’s a challenge because the need to change these license models
quickly is a fact of today’s market
– Flexera Software addresses this challenge by giving you the tools to
enable your company to quickly develop and deploy new license models
– The only alternative to a dynamic licensing system is to have hard-coded
licensing which requires engineering involvement for every change or to
remove licensing entirely which is unacceptable to most companies
• Demonstration Summary
– In the demonstration we showed a product with a perpetual license
– We created a new SKU (Catalog Item) with a subscription license model
and then activated an application with the new model
© 2014 Flexera Software LLC. All rights reserved. | Company Confidential 23
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