Recent Blog Posts

May 27
2015 

Getting On-Board with the IoT

Twenty years ago, the idea of intelligent machines that could communicate with one another wirelessly might’ve seemed like something out of a dystopian sci-fi novel. I suppose all disruptive technologies do before their time. But there’s nothing far-fetched about the Internet of Things (IoT) and its web of interconnected, software-driven devices. Chances are it’s already a part of your everyday life.

May 14
2015 

Mobile Is Eating the World

Venture capital firm Andreessen Horowitz recently proclaimed that “Mobile is eating the world” – and it’s not hard to see why. Demand for mobile software is at an all-time high, with Android and iOS completely dominating the mobile OS market. In fact, Android’s sizeable market share accounts for more than 80% of smartphones and 60% of tablets worldwide.

Apr 9
2015 

How to Get Executive Buy-In for Your Software Monetization Program

Aesop’s fable The Grasshopper and the Ant teaches us to “beware of winter before it comes”, meaning that we should anticipate probable outcomes and plan accordingly. Unfortunately for the titular grasshopper, he lacked such foresight and was doomed to spend the harsh winter months without any food. Planning ahead in business might sound glaringly obvious, but all too often, organizations get so caught up in the development of their products, that licensing becomes something of an afterthought to their product development cycle. It’s usually only when a problem occurs that due consideration is given, and even then, it tends to be a cut-and-paste job. This is a rookie mistake, as licensing, when implemented as a software monetization program, can bring tremendous value to an organization.

Mar 31
2015 

Maximizing the Potential of Your Software

Maximizing the potential of any software product is a function of two aspects; maximizing sales and minimizing the waste investment (optimizing cost). Software publishers of cloud delivered applications don’t have to deal with the challenges of physical delivery of the product, yet their ability to reach all the market segments could be limited. Software publishers can realize greater potential from their offerings by optimizing the mix of their packages, pricing and investment in the right features.

Feb 24
2015 

Solving the Puzzle of Software Monetization

About two weeks ago, I participated in a workshop for “out-of-the-box” thinking. The exercise included painting a beach scene. While I stressed about getting paint on the canvas, everyone around me was expressing their inner Picasso. Following the exercise, I found myself in a discussion as to what I enjoy doing to relax. The answer came quickly.  Puzzles! I find 1000-piece jigsaw puzzles relaxing. Why? And more to the point, what does any of this have to do with software monetization?

Dec 9
2014 

The Coming Transformation in Software Business Models

The IT industry is in the midst of a massive structural shift toward a next-generation compute platform called the 3rd Platform. Interestingly, the rise of the 3rd Platform is happening alongside a customer revolution. Consumer-like expectations for simplicity and transparency are dictating pricing models and terms. Both trends are having ripple effects across the industry. We’re now seeing new business models that align more closely with business outcomes and customer experiences becoming the preferred way of monetizing software.

Nov 11
2014 

The Internet of Things – Don’t Forget About the Basics

I recently joined SafeNet to lead the Product Marketing for the Software Monetization business unit. Many years prior to joining the SM unit, at the beginning of my career in hi tech, I worked on a product called the iPhone – yes, the iPhone. It wasn’t the iPhone of today but it was branded the iPhone and it was just as cool as Apple’s iPhone. I guess you can even say it was a pre-cursor to the iPhone of today; the InfoGear iPhone was a regular desktop telephone jazzed up with a touch screen, keyboard and happened to connect to the internet with the touch of a button.  Pretty novel in those days.

Nov 6
2014 

Who’s The Winner – Simple or Flexible License Models?

Simple were the days when only perpetual licenses were sold, and each ISV decided on one locking criteria to build their price model around – like CPUs, cores or dongles.  Add floating/concurrent licenses, and a volume discount plan, and you had a price list that was pretty straightforward.  It was straightforward for customers, sales reps, customer services, configuration management, etc.  Those days are long gone it seems; ISVs need to offer an ever-growing variety of software licensing models to keep up with customer demands and competitive pressure.  Subscriptions, pre-and post-paid, usage-based licensing, capacity licensing, machine- or user-centric licensing (license follows the user) – the list goes on.  Each license model makes a lot of sense for someone, so where should you stop?