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Software Value Management. Fred Amoroso President and CEO Macrovision. Dateline: 2008. SHOW 1 st VIDEO “DOOM & GLOOM”. SOFTWARE INDUSTRY ON THE BRINK? MAJOR PRODUCERS DECLARE MASSIVE LOSSES. “Cut the Complexity”. Market Dynamics. Vendor. Enterprise. Market Dynamics. Vendor. - PowerPoint PPT Presentation
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Fred AmorosoPresident and CEO
Macrovision
Software Value ManagementSoftware Value Management
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Dateline: 2008Dateline: 2008
SOFTWARE INDUSTRY ON THE BRINK? MAJOR PRODUCERS DECLARE MASSIVE LOSSES
SHOW 1st VIDEO “DOOM & GLOOM”
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““Cut the Complexity”Cut the Complexity”
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Market DynamicsMarket Dynamics
Vendor
Enterprise
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Vendor
Enterprise
Market DynamicsMarket Dynamics
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Vendor
Enterprise
Market DynamicsMarket Dynamics
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Vendor
Enterprise
Market DynamicsMarket Dynamics
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The Role of Software Value ManagementThe Role of Software Value Management
Vendor
Enterprise
SoftwareDevelopmentManagement
SoftwareInventory
ManagementSoftware Value Management
S o f t w a r e L i f e c y c l e M a n a g e m e n t
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Vendor
EnterpriseEnterprise
The Role of Software Value ManagementThe Role of Software Value Management
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Enterprise
Building Blocks of Building Blocks of Software Value ManagementSoftware Value Management
Software & Hardware Vendors
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Sept 2005 SoftSummit Pricing & Licensing Sept 2005 SoftSummit Pricing & Licensing Study….Study….
Enterprises
Software & Hardware Vendors
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ISV’s are not Listening to Their CustomersISV’s are not Listening to Their Customers
SOFTWARE VENDOR vs. ENTERPRISESatisfaction with Pricing & Licensing Strategy
N=484
ISV
Enterprise
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To Get Off The WallStreet Tread Mill, To Get Off The WallStreet Tread Mill, ISV’s Are Adopting Subscription PricingISV’s Are Adopting Subscription Pricing
% Software Vendors Offering Subscriptions
43% of ISV’s “Want a more predictable revenue stream”
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……But Enterprises Still Prefer PerpetualsBut Enterprises Still Prefer Perpetuals
ENTERPRISE:Preferred Pricing Model
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……And They Prefer Concurrent LicensesAnd They Prefer Concurrent Licensesto Those Locked to a Person or Serverto Those Locked to a Person or Server
ENTERPRISE:Preferred Licensing Model
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……And that preference is growing And that preference is growing
ENTERPRISE:Preferred Licensing Model
2004 vs. 2005
% Change in Enterprises
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SVM Success StoriesSVM Success Stories
Enterprises
Software & Hardware Vendors
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“Citrix customers enjoy an easy, streamlined process to monitor, maintain and track software licenses. Citrix eliminated costs associated with complex licensing agreements and offers their customers a wide range of flexible pricing models.”
Harvey TenenSenior Product Manager
Citrix
Customer Agility Customer Agility
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SVM Success StorySVM Success Story
Enterprises
Software & Hardware Vendors
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“We wanted end users to have a user-friendly install process while providing enterprise IT departments with the advanced administrative features they require. ”
John SenezDirector of Localization
Corel Software
Outstanding Out-of-the-Box Experience Outstanding Out-of-the-Box Experience
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SVM Success StorySVM Success Story
Enterprises
Software & Hardware Vendors
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With our existing staff we migrated 100+ legacy applications to 600 machines in 72 hours…all without any interruption to our customers. ”
Darrin Veit
Technologist II Comcast Cable
Hiding Complexity & Improving ProductivityHiding Complexity & Improving Productivity
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Software Value Management means…Software Value Management means…
Cutting the Complexity Flexible systems & processes that enable
responsiveness to changing customer demands
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SVM Ends The Complexity CrisisSVM Ends The Complexity Crisis
Enterprises want…. To buy only what they need Software that is painless to deploy & maintain Zero professional services (don’t mask your
complexity behind people) Software that “self-heals” Software that just works… right out of the box
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SOFTWARE PROFITS TOP NASDAQOCTOBER 10, 2008
SHOW 2nd VIDEO “GUSTO & GLORY”
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See SVM in ActionSee SVM in Action
Please visit the product showcases, listed in your agenda
A complete copy of the Pricing & Licensing Report is available for download at: www.softsummit.com
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METHODOLOGY & SAMPLEMETHODOLOGY & SAMPLE
232 Enterprises– Typical titles were CTO, VP
Development, and IT Director
– InformationWeek, 3rd party databases
252 Software Vendors– Typical titles were CEO, CMO, VP Product Marketing,
and VP Product Management
– SIIA, 3rd party databases
Email Survey in September 2005
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Manage Complexity—Maximize ProfitsManage Complexity—Maximize Profits
Focus on your core business–leverage third party experts for non-core activities
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Plan with change in mind–Build flexibility into product & service architectures
Prioritize customer needs–Ensure you’re investing in the right places to be successful
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Manage Complexity—Minimize CostsManage Complexity—Minimize Costs
Optimize decision-making–Look beyond data to find information
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Anticipate exceptions –Avoid rigid processes
Align with key suppliers –Make sure they provide what you need
