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Marktgerechte Geschäftsmodelle
implementieren
Erfolgreiche technische Umsetzung am Beispiel Brainlab AG
Jacek Kurzyca, Brainlab AG
Swen Feuerstein, Gemalto / SafeNet
MedConf 2015, 14.Oktober.2015, München (Dornach)
MEDCONF
LICENSING AT
BRAINLAB
Jacek Kurzyca
SLM: Software Licensing Management ; DIM: Deployment Installation Management 2
AGENDA
1. About Brainlab
2. Issues with Licensing
3. Project Goals & Team
4. Licensing & Deployment Processes
5. Licensing Data Workflows
6. Licensing Data Migration
7. SLM Timeline
8. Why SafeNet - Gemalto
3
BRAINLAB
1. Brainlab develops, manufactures and markets software-driven medical technology
2. Established in 1989, employs over 1200 people in 17 offices worldwide
3. 5.000 systems installed in about 95 countries with more than 30 software applications
4. Core products center on information-guided surgery, radiosurgery, precision radiation
therapy, digital operating room integration, and information and knowledge exchange.
KEY FACTS
4
ISSUES WITH LICENSING
Licensing & SW tracking issues Reporting issues
Inefficient & expensive licensing & SW
upgrade process Manual license creation & delivery
5
ISSUES WITH LICENSING
1. Make or buy analysis
2. Market research
3. Supplier selection
4. Workshop with Blueprint
5. Licensing Project
PROJECT’S PREPARATION
6
PROJECTS GOALS
1. Cost efficient license creation and delivery
2. Automatic upgrade process
3. Allow self-installation possibility at customer’s site
4. Full integration with ERP and CRM
5. Provide reporting to track renewals (in CRM)
SOFTWARE LICENSING MANAGEMENT (SLM)
7
PROJECT TEAM
Project Manager
ERP Master Data Specialist
SW Licensing & Deployment Associate
SW Manager
Senior SW Project Manager
Senior SW Project Manager
Manager Customer Consulting
Manager Business Applications
ERP Process Engineer
SafeNet - Gemalto Project Manager
SafeNet - Gemalto Implementation team
Operations
IT
R&D
SafeNet - Gemalto Professional Services
CORE TEAM
SLM: Software Licensing Management ; DIM: Deployment Installation Management 8
LICENSING & DEPLOYMENT PROCESS
SLM & DIM – WORKFLOW – ON-LINE
Client
Machine EMS
EMS: Entitlement Management System; DIM: Deployment Installation Manager, SDFC: Salesforce Dotcom 9
BizTalk
DIM
SAP SFDC
SLM & DIM – WORKFLOW – OFF-LINE
Client
Machine EMS
EMS: Entitlement Management System; DIM: Deployment Installation Manager , SDFC: Salesforce Dotcom 10
BizTalk
DIM
SAP SFDC
Dec 2014
May2015
Dec 2015
Dec 2016
Phase 1. EMS 3.0 & Use-Cases
Implementation
SLM PROJECT TIMING
EMS.: Entitlement Management System (Gemalto Sentinel RMS), SFDC: Sales Force Dot Com, BL.: BrainLOCK, F.L.: Functional Location 11
Completed
Upcoming
Phase 3. Product Migration
(BL-SAP) Soon completed
Phase 2. Infrastructure
(SAP-EMS-SFDC)
Milestone
31st
Phase 1
Completed
31st
Project Start
31st
Phase 3
Planned End-Date
31st
Phase 2
Completed
12
WHY SAFENET - GEMALTO
1. Well designed platform
2. Business friendly approach
3. Easy to work with Professional Services Team
4. Quick issue resolution approach
5. Wide product portfolio including cloud licensing technology
Über Gemalto / SafeNet
MedConf 2015, 14.Oktober.2015, München (Dornach)
Marktführer für digitale Sicherheit
2,900 R&D INGENEURE
114 NEUE PATENTE
IN 2014
180+ LÄNDERN
SIND UNSERE
KUNDEN
14,000+ Mitarbeiter
116 NATIONALITÄTEN
UNSERER
MITARBEITER
€2.5Mrd. 2014 Umsatz
+2Mrd. Anwender
profitieren von Gemalto
Lösungen
www.gemalto.com/software-monetization
Sentinel Monetization Platform
17
Services
On-Premise Software
Mobile Intelligent
Devices / IoT Cloud / SaaS
Monetization Add-On
Billing &
Payments
Actionable
Analytics
Customer
Portals
Embedded
Tool Chain
Embedded
Platform
ESD
Licensing &
Enforcement
Entitlement
Management
Usage
Metering
Security
Software Monetization Platform
ERP
CRM
www.gemalto.com/software-monetization