Find Success in Saas

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Find Success in Saas

Find Success in SaaS

Navigating the Top Six Business

Challenges of Delivering Software

as a Service

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Rana Gupta

VP

SafeNet India Pvt. Ltd.

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The Future of Licensing… In the Cloud

�Under the hood of today’s SaaS experience …

• Enforcing contract compliance can be costly

• Limited feature building

• Costly re-packaging

• Restrictive, simple subscription business models

�� Manual, complex usage tracking and reporting

• Fragmented operational processes for delivering both on-prem & cloud

offerings

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Top Challenges of Cloud Service Delivery

�Under the hood of today’s SaaS experience …

• Service Agreement Compliance

• Product Versatility

• Business Agility

• Sophisticated License Models

• Business Intelligence

• Back Office Support

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Service Agreement Compliance

Proper controls in place to prevent costly overuse

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Service Agreement Compliance

� 1.) Revenue Assurance

� Denial

Two opportunities to lose/make money:

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of access is not the end game:

Positive Customer

Experience

Knowledge

Unintentional

Overuse

>

Denial of Access

> Denial of Access

Up Sell Opportunity

2.) Avoiding a Negative Customer Experience

True-up can be costly:

Negative Customer

Denial of Access

Experience

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Finding the Proper Balance

Positive Customer > Experience Denial of Access Negative Customer

Experience

Proper

Controls

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Transparent

Limits

Easy

Upgrade

Excellent

Customer

Service

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Product Versatility

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One size does not fit all

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Product Versatility

Product

Segmentation

(Which features

do I monetize?)

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Product

Packaging

(How do I

deliver those

features?)

Optimized

Market

Applicability

(The right offering for

every customer)

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Product Versatility

�Challenges (… or opportunities)

• Monetize different features for different customers

• Monetize different features for different users

• New features at a premium

• End-user subscription, self-service and management

• Transparency

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Business Agility

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Adapt service catalog

to real-time demands

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Business Agility

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Engineering Cost

decouple business decisions from

engineering rework

Time to Market

rapid time to market to capture

new segments and price points

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Sophisticated License Models

Basic/Introductory license

models will not meet all needs,

and will limit long term growth.

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Sophisticated License Models

As your market matures the way in which the market

consumes software will diversify.

Factors that influence consumption preferences:

• Market segment

• Customer size

• Business criticality

Ability to support how a customer wants to consume is a

competitive advantage.

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Business Intelligence

� Usage

is not just… �

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it is also

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Business Intelligence

•The Right Tools for:

• Prioritize engineering user stories

• What to invest in?

• What not to invest in?

• Packaging

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• Which features of my product to monetize separately?

• Becoming a technology partner

• Proactive customer service deployment issues

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Back Office Support

Managing both cloud

offerings and onpremise

contracts

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Back Office Support

�For the vendor:

• Centrally manage contracts for multiple business lines

• Both for on-premise & cloud offerings

• Lost efficiencies

•For For the user:

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• Different systems drive cost and extra support

• Simplified user experience

• Upgrade/Downgrade/Asset Detail

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Summary – Your Path to Profitability in the Cloud

� Service Agreement Compliance

� Product Versatility

� Sophisticated License Models

� Business Agility

� Business Intelligence

� Back Office Support

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Control Contract Compliance

Define Service Catalog

Adapt Service Offering

Measure Service Usage

Provision Contracts & Automate

Business Processes

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The Solution

Sentinel Cloud Services is a feature-based user provisioning, authorization,

metering and management solution for Software delivered as a Service

Adapt

Measure

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Define

Control

Provision

DEFINE service catalog and pricing models at the

feature-level to boost product versatility and

business agility

PROVISION service agreements instantly to improve

operational efficiency and minimize manual errors

CONTROL user authorization to enable service

agreement compliance

MEASURE customer usage for business intelligence

and billing support to simplify operations and

improve strategic decision-making capabilities

ADAPT service offerings and pricing models on the fly

without the involvement of engineering to

Instantly embrace evolving market demands

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Sentinel® Software Monetization Solutions

Award-winning software licensing and entitlement management solutions for

installed, embedded, and cloud-based applications.

� Global: 25,000 customers in 100 countries

� Embrace evolving business realities to retain and attract new customers

� Employees: 1,600 in 25 countries

� Introduce innovative business models to reach valuable new markets

� Revenues: ~$450 million

�� Protect against reverse engineering to maintain competitive advantage

� Prevent unauthorized use and distribution to safeguard existing revenue

� Automate operational tasks to save time, minimize errors, and reduce costs

� Simplify reporting and compliance to improve partner and end-user relations

for your Business │ for your Customers │ for your Budget │ for your Future

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� Scale: 4 th Largest global security company

� Founded: 1983

� Ownership: Vector Capital

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� Q/A

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