Track Session Abstracts
General Session
Tuesday, October 12, 2010
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Opening Remarks
Mark Bishof, Chief Executive Officer, Flexera Software
Mr. Bishof has served as President and Chief Executive Officer since Flexera Software’s inception (April 2008). Most recently, Mr. Bishof served as General Manager and Executive Vice President of Macrovision's (now Rovi) Software Business Unit. Prior to that, he led worldwide sales, services, channels and alliances for Macrovision.
Before joining Macrovision, Mr. Bishof held executive positions at IBM, including Vice President of worldwide industry solutions sales and Vice President of worldwide sales for WebSphere Business Integration. Mr. Bishof was brought into IBM as part of the company's acquisition of CrossWorlds Software, where he was Senior Vice President of global sales and services.
Prior to CrossWorlds, Mr. Bishof was a Partner at Deloitte Consulting in the Global Telecommunications & Media practice. He has also worked as an Associate with Booz-Allen Hamilton and as a consultant to Warburg Pincus in their Information Technology and Communications practice. Bishof serves on the board of directors for Solstice Software and holds a bachelor's degree in computer science from the University of Maryland. -
Keynote Presentation
Tom Reilly, President and CEO, ArcSight
Thomas Reilly has served as ArcSight Chief Executive Officer since September 2008 and as the President since August 2007. Mr. Reilly served as ArcSight Chief Operating Officer from November 2006 to September 2007. From April 2004 to November 2006, Mr. Reilly served as Vice President of Business Information Services of IBM. From November 2000 until its acquisition in April 2004 by IBM, Mr. Reilly served as Chief Executive Officer of Trigo Technologies, Inc., a product information management software company. He holds a B.S. in mechanical engineering from the University of California, Berkeley.
Business Track
Tuesday, October 12, 2010
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Licensing and Pricing Impact on Software in the Cloud and on the Ground — Strategies For Growing your Business
Jim Geisman, Founder and Principal, Software Pricing Partners
Every day people are using browsers to access information, social networking sites and mobile applications. On-line consumer applications have become all-pervasive and have shaped people’s perceptions of on-line usability, responsiveness and prices. When these same people go to work and evaluate or use B2B software they are likely to carry many of these perceptions with them. Their experiences as consumers may also influence expectations of support from software vendors.
How will B2B software vendors be affected by these shifts in perceptions and expectations? Will the impact stretch beyond the SaaS delivery model? What are the implications for product performance and reliability? How will the type and levels of support have to change? How will pricing models and monetization strategies have to change?
This presentation will identify the issues affecting existing ISVs and manufacturers wanting to become ISVs. We will address how existing and new players will be affected by these changes in perception, and ways elements of the pricing model can be used to deal with these changes.Jim Geisman is Founder and Principal of Software Pricing Partners. The firm was started in 1982 and, since 1987, has focused solely on software pricing. (More information can be found at the firm’s website, www.SoftwarePricing.com.)
Since then, Jim has worked with many emerging and established software companies by helping them solve some of their toughest pricing problems. His company is helping a number of established and emerging software companies make the transition to the on-demand (SaaS) pricing model. He has also helped a number of companies price, structure and negotiate "the big deals".
He has written extensively on software pricing and is widely quoted in the trade press. He is a frequent speaker at SoftSummit and other trade conferences and has consulted internationally on issues of software pricing and deal structuring.
Jim has been a co-founder, director, advisor or mentor to early stage companies. He sits on the Board of the Professional Pricing Society. He holds degrees in electrical engineering and business from Tufts and Harvard, respectively. -
Protecting Your Revenue - The Business Impact of Virtualization
Virtualization has had a significant impact on the datacenter and deployment. Software vendor responses to licensing policies and strategies for virtualization have been varied and in many cases non-existant but may impact the attractiveness of a virtualization strategy for the enterprise. Join us for a discussion on how to address the virtualization gap that exists between software vendors/high-tech manufacturers and the way enterprises deploy applications today.
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High-Tech Manufacturers - Leveraging Software as a Device Differentiator
Previously, hardware was 100% of value; software, if any, was given away. Today, in some markets, the value of embedded software may be equal to or greater than the value of hardware (hardware has become a commodity; software an asset). Clearly, enhanced competitive advantage and greater profitability lies in advanced capabilities and capacities on devices. This session will showcase how traditional hardware vendors are transforming the way they do business with software and reaping the benefits.
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Continuous Compliance: A Single Source of Truth — Marrying Entitlements to Usage A Panel Discussion
Since the begining of the software business we have been tackling the issue of compliance. Where before license enforcement was key to preventing abuse, the way ISV/HTM do business today has changed the name of the game. What is the continuous compliance and how do you ensure you are protecting your assets while ensuring greater customer flexibility and satisfaction? Join us as key industry players discuss compliance and issues they tackle /debate on a regular basis.
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How to Do More with Less — A Fast Track to Achieving Synergies and Cost Savings After a M&A
Behshad Rejai, Synopsys
Isn't that the question everyone has on their minds? From a business stand point how do you ensure operational efficiencies in an industry where key activities such as M&A can create havoc on your existing processes and the impact on your installed-base. Learn how to optimize your M&A activities by making product and company acquisitions an efficient process that results in high customer satisfaction and operational efficiencies.
Wednesday, October 13, 2010
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Enabling SAM through Software ID Tagging: The value case for Publishers, Tool Providers and Customers
Tim Willey, Senior Director of Pricing & Licensing, Symantec
A common challenge for Software Publishers and Customers alike is the need to accurately track and report software deployments. Symantec is working to simplify the software identification process for Symantec products and licensed options by supporting the new ISO/IEC 19770-2 Software ID Tagging standard. This standard enables Symantec and other software publishers to provide definitive software identification information in the form of software identification (SWID) tags that are deployed with the software. This standard along with other ISO/IEE 19770 standards in development, will greatly simplify and standardize the software identification process and software entitlement reconciliation process for customers and partners. The GSA has recently announced a requirement for software publishers to include SWID tags in future software releases.
The goal of this presentation is to educate the Software Asset Management community on what Symantec is focusing on in regards to SAM, and to encourage the adoption of the ISO/IEE Software ID Tagging standard by other software publishers and SAM product vendors.
This presentation will provide an overview of Symantec’s license management strategy with a focus on the Software ID Tagging efforts, the value case for software publishers, tool providers and customers, the Symantec approach to tagging, and the feedback received from customers on the strategy and proof-of-concept customer trials.Tim has responsibility for managing Symantec’s Pricing & Licensing Strategies, Policies and Programs globally. This includes developing new approaches to simplifying Symantec’s Pricing and Licensing experience, and developing Customer and Partner focused value propositions across the product portfolio. In response to common issues from Customers / Partners around a need to improve software deployment tracking and reporting, Tim’s team also includes a group looking at enabling SAM through Software ID Tagging. Symantec is currently a board member of Tagvault.org, which is a not-for-profit organization set-up to enable ISO-standard Software ID Tagging. Prior to Symantec, Tim spent over 10 years working in Strategy Consulting in Europe, the US and APAC, providing strategic advice to Companies in the Technology sector.
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The Naked Truth — How Enterprise Organizations Really Feel About How ISVs & High-Tech Manufacturers License, Price and Enforce Compliance
Join us for a moderated panel discussion where leading enterprise organizations discuss their view on how Software Vendors and High-Tech Manufacturers license, price and enforce compliance today. Hear firsthand how ISVs and high-tech manufacturers can make it easier to do business with enterprises.
Solutions Track – Licensing
Tuesday, October 12, 2010
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Usage-Based Licensing -- Pay per use, pay as you grow capacity -- What’s Hot and What’s Not?
From a technology stand point what are the best practices to migrate from a perpetual licensing model to usage-based models? Join industry leaders as they walk you through software licensing trends and showcase best practices to ensure successful software licensing models that meet the changing needs of your enterprise customers.
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Taking on the Cloud!
The Cloud continues to be of top interest and discussion amongst software vendors and high-tech manufacturers. The question you must ask yourself…What can you do today to protect your revenues - this session is intended to discuss offering your products in the Cloud, its impact on the software and hardware industries and provide guidelines for talking on the cloud today to enable success.
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Virtualization and the Impact on Licensing - FlexNet Publisher Roadmap Discussion
Flexera Software Product Management invites you to attend an educational and interactive session showcasing the future direction of FlexNet Publisher through a Road Map discussion.
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Next Generation Licensing: Mobility, Pay per Use and Devices Licensing
Priya Rajagopalan, Director ofProduct Management, Flexera Software and Vikram Koka, Vice President of R&D, Flexera Software
For high-tech manufacturers margins are razor-thin, grey market abuse is staggering and brand erosion is constant - how do you protect your product offering and how do you differentiate yourselves from the competition? Attend this session for an in depth FlexNet Embedded roadmap discussion which will lay the groundwork for future development.
Priya Rajagopalan, Director of Product Management at Flexera, is responsible for the FlexNet Embedded product, part of the FlexNet Producer Suite for High-Tech Manufacturers. Prior to Flexera, Priya worked in strategy consulting, advising HP, Emerson, 3M, ADP and others. Priya earlier worked at Microsoft in product planning and in advertising with the Interpublic Group. Priya has an MBA from the Kellogg School of Management with specializations in finance, marketing, and strategy, and an undergraduate degree in Mathematics from the University of Madras (India).
Vikram Koka is the Vice President, R&D at Flexera Software. He is responsible for engineering for the FlexNet Producer Suite for High-Tech Manufacturers. Prior to Flexera, Vikram was the Chief Architect for Macrovision across all its product lines, including the DRM, video and game distribution offerings, in addition to software licensing. Vikram has held senior engineering or technical management positions at large companies such as Silicon Graphics (SGI), and LSI Logic as well as startups such as CellMania and SmartDB. Prior to Flexera, Vikram’s background includes mobile, ecommerce, enterprise applications (both hosted and on-premise), databases and distributed applications. Vikram has an MS in electrical and computer engineering from the University of California at Santa Barbara, and a BS in electronics and communications engineering from Osmania University, Hyderabad. Vikram currently has 4 patents pending and was one of the early contributors to the GNU Debugger (GDB), a popular open source debugger. -
Designing Enterprise Automatic License Activation Solution
Adel Hanna, Enterprise System Architect, EMC Corporation
The primary business driver associated with enhancing an enterprise's existing license activation process is its ease of use. The quicker a customer can install and configure licenses to have a fully functioning product, the quicker that customer can utilize the product, thus reducing costs and improving customer experience. Key business benefits include: improving the overall electronic activation experience, reducing potential errors when activating, simplifying the activation process by requiring only a small number of data elements to complete license activation, and (eliminating dependency on install at information accuracy for activation).
Automatic license activation is a well-known solution to provision licenses at the customer site. By automating activation tasks for a large number of enterprise products, we can reduce their setup time, mitigate their administrative costs, minimize errors, and streamline the processing of license deployment and provisioning across the enterprise.
This presentation will discuss the process and the challenges associated with designing automatic license activation for a large enterprise.Adel Hanna is an enterprise system architect at EMC corporation. He was educated at Alexandria University (BS, 1993), New York University (MS, 1997), and Massachusetts Institute of Technology (Post Grad, 2002). He holds professional certifications from CISSP, Microsoft, Redhat and Sun Microsystems. Since he joined EMC in 2005, he has designed projects that had significant impacts on EMC business, such as Secure Service Credential for Symmetrix, EMC remote support Gateway, ConnectEMC and Simple Licensing Automatic Activation projects
Wednesday, October 13, 2010
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Why Customers are Migrating from Certificate to Trusted Storage - Advantages & Disadvantages
David Znidarsic, Vice President of Technology , Flexera Software
What are the key benefits of moving from certificate base licensing to a trusted storage/activation licensing model? Please join us for a discussion on technical benefits that Trusted Storage offers today and in the future.
David Znidarsic is Vice President of Technology and a member of the executive staff at Flexera Software. He has been in the technology industry for 24 years, the last 8 at Flexera Software. Most recently David has been a spokesman for the transformation of software licensing in the age of virtualization as well as a key contributor to Flexera SOftware's high-tech manufacturing solution.
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Advanced License Use Case - How to achieve Market Success
Solutions Track – Entitlement Management
Tuesday, October 12, 2010
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Growing Your Channel – Best Practices
Research has shown that software producers and high-tech manufacturers drive 40%-67% of their revenues from their channel partners. Yet, channel processes are often costly and inefficient. Many vendors also complain about their lack of visibility into channel partners and end customers. This session offers best practices and insights from companies that have successfully utilized their channel to grow revenues.
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Reducing SKU Count and Shortening Cycle Times Results in Strong Competitive Advantage — A High-Tech Manufacturer Case Study
Learn how this leading high-tech manufacturer was able to reduce time to market by speeding up cycle times and reduce manufacturing and inventory costs. Attendees will learn how this manufacturer was able to achieve major business improvements that allows them to serve their customers better with faster velocity and greater agility.
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How to Integrate an Entitlement Management System with your ERP? The Ideal Back-Office Life Cycle Management
Learn how to streamline operational processes by creating the ideal back office lifecycle management process that integrated with an ERP system. This session will discuss challenges faced as well as benefits seen since implementing the ideal back office life cycle management solution, such as overall cost reduction and an increase in customer satisfaction.
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Entitlement Management Today & Tomorrow: A FlexNet Operations on Premise Roadmap Discussion
Bashyam Anant, Director of Product Management, Flexera Software and Sridevi Ravuri, Flexera Software
With continued M&A activity in the software and high-tech world and the need for visibility into channel performance, the need for robust entitlement management is critical. Join us for an in-depth update and roadmap discussion on FlexNet Operations (on-premise), Flexera Software’s Entitlement Management solution helping software vendors and high-tech manufacturers quickly create new product configurations, cut operational costs and improve customer satisfaction
Bashyam Anant is a seasoned product leader and general manager. He leads product management for Flexera’s backoffice solutions for software producers and high tech device manufacturers. Previously, Bashyam was Director of Product Management for Yahoo!'s Audience Products Platform. Over the past nine years, he has managed and grown five "mini businesses" based on a dozen award winning infrastructure and application software products to over $100M in combined annual revenues. In his prior career in management consulting, he advised leadership teams at companies such as Hewlett-Packard, Boeing, Motorola, 3Com, Qwest and Hughes. He has been published in Pragmatic Marketing, eBizQ.net, Operations Research, European Journal of Operational Research, Annual Review of Communications, Managing Business Interfaces and Managing the Global Corporation.
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Convergence of Hardware & Software Business Models
As many high-tech manufacturers transform their businesses from hardware only to software embedded on the hardware as a means of differentiation, software and hardware business models begin to converge. This session will highlight use cases and best practices for developing business models that meet customer demands.
Wednesday, October 13, 2010
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Connecting the Dots Between Software Licensing, Entitlement Management and Software Delivery & Updates
One company will share how their end-to-end implementation of software licensing, entitlement management and software delivery and updating solution enabled them to grow revenues, improve customer satisfaction and streamline processes. You will hear about their quest to connect the dots enable them to penetrate new markets efficiently and beat out their competition in the process.
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More than Software Updates, Customer Insight & Analytics: A FlexNet Connect Roadmap Discussion
Bashyam Anant, Director of Product Management, Flexera Software and Rich Aquino, Flexera Software
Join us for an in-depth update and roadmap discussion on FlexNet Connect, Flexera Software’s solution for delivering software updates and patches, marketing updates and gathering insight into what your install base uses and values in your product. Both on-premise and on-demand versions of FlexNet Connect will be discussed.
Bashyam Anant is a seasoned product leader and general manager. He leads product management for Flexera’s backoffice solutions for software producers and high tech device manufacturers. Previously, Bashyam was Director of Product Management for Yahoo!'s Audience Products Platform. Over the past nine years, he has managed and grown five "mini businesses" based on a dozen award winning infrastructure and application software products to over $100M in combined annual revenues. In his prior career in management consulting, he advised leadership teams at companies such as Hewlett-Packard, Boeing, Motorola, 3Com, Qwest and Hughes. He has been published in Pragmatic Marketing, eBizQ.net, Operations Research, European Journal of Operational Research, Annual Review of Communications, Managing Business Interfaces and Managing the Global Corporation.
FlexNet Producer Suite On-Demand User Group Track
Tuesday, October 12, 2010
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FlexNet Producer Suite On-Demand Accomplishments Over the Past Year
Don Turtle, Engineering Manager, Flexera Software
Join us for a review of what Flexera Software has accomplished with the FlexNet Producer Suite On-Demand service over the past year including improvements and enhancements made in response to attendees’ suggestions from past years’ meetings.
Donald Turtle joined the FlexeraSoftware Engineering team with the Intraware acquisition in January of this year. Throughout his 10 year tenure as a member of the Engineering team, Don's contributions have included the design, development and implementation of a wide variety of custom software delivery and license generation and delivery solutions.
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Recent and Future IT Changes to FLexNet Producer Suite On-Demand
Segan Maddox, Senior Manager of Data Center Operations, Flexera Software
Review the architectural changes that our Production IT department has put into place over the past year and look into the future at further planned improvements.
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FlexNet Producer Suite On-Demand Product Roadmap
Toby Pieper, Vice President of Engineering, Flexera Software and Bashyam Anant, Director of Product Management, Flexera Software
Review the future of the FlexNet Producer Suite On-Demand service during this in-depth look at the upcoming roadmap and the further integration planned between ESD/ELD and Flexera Software’s suite of solutions.
Toby Pieper is Vice President of Engineering for Flexera Software with responsibility for the FlexNet Suite – On Demand product (formerly known a SubscribeNet). Mr. Pieper has played a lead role in the development of this product since its inception in 1996. Prior to this, he held technical positions at SBE Inc. and NCR. Mr. Pieper holds a degree in Computer Science from the University of California, San Diego - Revelle College.
Bashyam Anant is a seasoned product leader and general manager. He leads product management for Flexera’s backoffice solutions for software producers and high tech device manufacturers. Previously, Bashyam was Director of Product Management for Yahoo!'s Audience Products Platform. Over the past nine years, he has managed and grown five "mini businesses" based on a dozen award winning infrastructure and application software products to over $100M in combined annual revenues. In his prior career in management consulting, he advised leadership teams at companies such as Hewlett-Packard, Boeing, Motorola, 3Com, Qwest and Hughes. He has been published in Pragmatic Marketing, eBizQ.net, Operations Research, European Journal of Operational Research, Annual Review of Communications, Managing Business Interfaces and Managing the Global Corporation. -
Electronic Software Delivery - A new Twist for Improving Revenue Recognition
The FlexNet Producer Suite On-Demand entitlement management capabilities make it easy for customers to recognize revenue on ESD shipments quickly and up to the last minute of month-end. During this session, you will hear from an industry expert who will discuss the ways that ESD and Flexera Software can help to achieve revenue recognition. One of our FlexNet Producer Suite On-Demand customers will share how their organization put this into practice and how it benefitted them.
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FlexNet Producer Suite On-Demand Voting items review: Part 1
Toby Pieper, Vice President of Engineering, Flexera Software
Share your insights and provide input on the FlexNet Producer Suite On-Demand roadmap priorities for the next year in this highly interactive session. In the month prior to SoftSummit, Flexera Software Account Managers will provide attendees with a list of items that will be discussed during the session. Be prepared to vote afterwards on the items that you would like to see incorporated into future releases of the service. Five votes are granted per attendee.
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FlexNet Producer Suite On-Demand Voting items review: Part 2 and Voting
Toby Pieper, Vice President of Engineering, Flexera Software
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FlexNet Producer Suite On-Demand Voting
Facilitated by Allison Hennessy – Manager, Client Services
Network with your fellow attendees to get your top items onto the roadmap and fill out your ballots! They are due at the end of the session. Results of the voting will be presented in a morning session on Day 2.
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FlexNet Producer Suite On-Demand Voting Results
Presented by Toby Pieper, Vice President of Engineering; Facilitated by Allison Hennessy – Manager, Client Services
Results from last night’s voting session will be presented during this breakfast session. We will discuss how your feedback will be prioritized and integrated into the coming year’s FlexNet Producer Suite On-Demand service road map.
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FlexNet Producer Suite On-Demand Customer Case Study
Krishnan Iyer, Senior Director of Customer Support Services, Invensys Operations Management (IOM)
Two of our current customers will present their stories around implementing and deploying the FlexNet Producer Suite On-Demand solution and its available modules.
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Ask the Expert: FlexNet Producer Suite On-Demand Roundtable
Join us in a round table setting to ask the resident expert from Flexera Software questions on the following topics:
- Reporter: Patrick McDonough, Senior Database Administrator
- Licensing Automation: Ariane Habets, Engineering Manager
- Using APIs with On-Demand: Don Turtle, Engineering Manager
- Using APIs with On-Demand: Don Turtle, Engineering Manager
- Large File Delivery: Toby Pieper- Vice President of Engineering
Feel free to join any or all tables that interest you!
Wednesday, October 13, 2010