© SafeNet Confidential and Proprietary

Deploying SaaSLicensing & Provisioning

for Cloud Applications

Shlomo WeissDecember 20, 2010

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© SafeNet Confidential and Proprietary

• About SafeNet

• Lessons Learned: Keys to Monetizing Cloud Applications

• Implementing SaaS Licensing & Provisioning

• Q&A

Agenda

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Embrace evolving business realities to retain and attract new customers

Introduce innovative business models to reach valuable new markets

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

Global: 25,000 customers in 100 countries

More than 10,000 ISV Customers

Employees: 1,600 in 25 countries

Revenues: ~$450 million

Scale: 4th Largest global security company

Founded: 1983

Ownership: Vector Capital

SafeNet Fact Sheet

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Business Segment Focus

• Network Encryption• Disk & File Encryption• Database & Application Encryption• Hardware Security Modules• Key Management• Multi-Factor Authentication• Content Security

• Software & IP Protection• License Enablement & Enforcement• License & Entitlement Management• SaaS Application Management

Solution Focus Products Markets

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- Out-of-the-box licensing security solution

Product & Service Portfolio

- Web-based software license and entitlement management system

Cloud Services

Software Protection and Revenue Enablement

Back Office Management and Customer Self Service

Software Licensing Professional Services

- Cloud services for SaaS application packaging, provisioning, control, metering and management

SaaS Revenue Enablement, Enforcement, and Management

- Flexible, highly scalable, enterprise-grade licensing toolkit

Professional Services - Software licensing consulting and implementation services

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On-Premise

Copy Protection

Product Catalog

Orders / Entitlement

Licensing

Tracking

Reporting

End-User Admin

Parallels – On Premise to Cloud

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SaaS

Authentication

Service Catalog

Provisioning, Contract, & Entitlements

Authorization & Compliance

Usage Tracking &Billing Mediation

Monitoring & Reporting

End-User Monitoring& Management

On-Premise

Copy Protection

Product Catalog

Orders / Entitlement

Licensing

Tracking

Reporting

End-User Admin

Parallels – On Premise to Cloud

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• About SafeNet

• Lessons Learned: Keys to Monetizing Cloud Applications

• Implementing SaaS Licensing & Provisioning

• Q&A

#swlicensing

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One size does not fit all

1. Product & Pricing Versatility

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It starts with Business Objectives

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Establish Market Share

Trial

Freemium

Feature limited

Test Different Pricing Models

Pay as you grow

Build

Customer Base

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Increase Profitability

Flexible packaging

Diverse license models

Monetize increasing sophistication

Build

Customer Base

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2. Make it Easy for Customers to Grow With You

Automate provisioning at every step

Trial

Initial Paid Users

Grow # of Users

Adopt New

Features

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3. Service Agreement Compliance

Proper controls in place to prevent costly overuse

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4. Measure Everything

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Usage Tracking for…

Metered Billing To Learn & Grow

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Increase Customer Intimacy

Who are your customers?

What have they purchased?

How do they consume your service?

Do they know what they purchased?

Do they know what upgrades are available?

Do you know how to improve your offering?

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5. Business Agility

Adapt Quickly…it’s a Dynamic MarketSeparate business

decisions from engineering rework

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On Premise

Cloud Service

6. Hybrid Delivery Models

What is it?• On premise or packaged offering

• Complimented with a service component

How is it being used?• Ease transition

• Increase value

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Product & Pricing Versatility

Make it Easy for Customers to Grow

Service Agreement Compliance

Measure Everything

Business Agility

Hybrid Delivery

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Control Contract Compliance

Define Service Catalog & License Models

Adapt Service Offering

Measure Service Usage

Provision Contracts & Automate Business Processes

Build a Strong Foundation for Successful Monetization

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© SafeNet Confidential and Proprietary

• About SafeNet

• Lessons Learned: Keys to Monetizing Cloud Applications

• Implementing SaaS Licensing & Provisioning

• Q&A

#swlicensing

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© SafeNet Confidential and Proprietary

Define

Provision

ControlMeasure

Adapt

DEFINE service catalog and pricing models at the feature-level to boost product versatility and business agility

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

CONTROL user authorization to enable serviceagreement compliance

PROVISION service agreements instantly to improve operational efficiency and minimize manual errors

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Licensing & Provisioning for Cloud Applications

Sentinel Cloud Services is a feature-based user provisioning, authorization, metering, and management solution for SaaS.

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Define

Provision

ControlMeasure

AdaptSentinel® Cloud Services is

currently in beta. Apply for our beta program by visiting

www.sentinelcloud.com

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Questions?

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Thank You!shlomo.weiss@safenet-inc.com

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