Jonathan Koop, global vice president of Oracle’s License Management Services, kicked off the event with an overview of Oracle’s evolving approach to license compliance. He stressed the increasing importance of paying attention to customers’ expectations from the audit process.
“We’re transforming what license management and auditing looks like in the future. We’re moving to a more proactive engagement and collaborative relationship with our customers,” said Koop. “We have not increased the number of audits we’re doing, but we are doing more in-depth audits,” he added, noting that customers deserve useful deliverables at the end of an audit.
Koop’s advice to compliance managers in the audience was to look past the immediate returns of an audit to build long-lasting relationships with their customers—and strive to change the negative assumptions people make about auditors. Services should evolve to include advanced tools, partner and customer education, and staff development that grows industry-specific expertise.
Richard Atkinson, senior director of Adobe’s Global Piracy Conversion Team, challenged compliance managers to adopt a new philosophy of license compliance and drop the company-as-a-victim mentality.
“We’ve reached a point where we’re not interested in compliance. It doesn’t really fit with how we want to build business,” said Atkinson. “It made a crazy amount of money! But our brand is more important than short-term money.”
Protecting the Adobe brand means assuming that customers are, by and large, well intentioned and will pay for the software that they’re using.
Atkinson suggested that customers are more often the victim in a non-compliance situation, pointing out that vendors make software management and license compliance very difficult. He also warned against pushing customers into the arms of competing sales reps by taking a hardline stance throughout an audit.
The cloud continues to complicate license compliance for vendors and customers alike, especially as more organizations deploy different types of cloud models with widely varying licensing metrics. Koop believes that most customers will build a hybrid environment of on-premise software and private and public cloud applications. Ultimately, that means the customer will drive publishers to bring new licensing models to market.
Because of the consumer-driven nature of many cloud deployments, said Koop, “it’s no longer OK for the vendor to just dictate license models.”
He assured summit attendees that there will be a place for license management in a cloud-based world, but compliance managers need to become more flexible—expect customers to approach vendors with new models that they prefer. He suggested that an innovative compliance management program is open to the needs of customers as they transition to cloud-based applications.
Throughout the Summit, experts delved into a variety specific issues that can impact the relationship between vendor and customer, including using big data to boost compliance results, the hazards inherent to legacy license agreements, and the importance of transparency in software consumption.
Audits drive SAM
Steven Russman, director of IBSMA, reported on results of the IBSMA annual survey of SAM and license compliance practices. License managers report real and substantial growth in SAM program scope, both geographically and in terms of software managed for compliance. Many are managing more than $200 million and these large organizations continue to rate themselves the highest in terms of license-management success.
Audits continue to drive SAM and license management efforts. For 2015-16 audits are up for organizations small to large. Seventy-five percent reported being audited, a 15 percent jump over last year. It’s clearer than ever that for the largest or most advanced users, proactive license management delivers real bottom-line cost savings. Cloud and SaaS applications are the next focus areas for publishers and audit findings will cause many customers to wish they had kept closer watch.
Between sessions, CM Summit attendees had plenty of time to network with peers and discuss specific ideas one-on-one with the executive experts who led the sessions. They also met with sponsors, including representatives from Accordo, Echez Group and V.I. Labs.
Attendees left the CM Summit armed with the knowledge to transform their compliance management programs. Summit participants are ready to tackle the complex compliance challenges of a rapidly changing licensing world, fortified with insight and fresh ideas gleaned from the software publishers changing the way compliance is viewed by customers.
Thank you to all of our attendees, speakers and exhibitors. Perhaps we’ll see you at the 2017 CM Summit. Follow us: at @SAMSummit_IBSMA or †for the latest updates.
Who should attendCompliance Manager Summit 2017 is for practitioner compliance professionals:
CM Summit returns in the spring of 2017 with an all new format. We're busy working on the new agenda which will include compliance pros from Oracle, IBM, KPMG, Anglepoint and leading practitioner organizations. The agenda will be posted in early November. This is your exclusive opportunity to participate in this industry leading event.
A full 3-track program over two full days will present innovations and successes through thought-provoking presentations, roundtable discussions, case studies, and open networking time to help you asses and manage compliance, audits and license negotiations.
Day 1 is open to software industry/consultants and end users/practitioners. Day 2 is exclusively for end users/practitioners.
Interested in presenting at CM Summit? Please e-mail Services@IBSMA.com.
Compliance Manager Summit will be held at the Crowne Plaza Foster City-San Mateo. The hotel is a quick 10 minutes from San Francisco (SFO) airport and 40 minutes from San Jose (SJC) airport. The hotel offers a complementary shuttle to and from SFO airport.
Crowne Plaza Foster City-San Mateo
Watch for details on booking hotel rooms at the group rate.
Here's a sampling of previous IBSMA Summit sponsors. Interested 2017 sponsors should contact IBSMA for details.
Education & Networking
March 13 | 5:15–6:45 p.m. | CM Summit Networking Reception
March 15-17 | CM Summit Conference & Certification Courses
All courses will be held at the Crowne Plaza Foster City-San Mateo.
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Save 10% on early-bird registration (register 14 or more day in advance), or save $200 on multiple courses. Coupon codes listed on the shopping cart. Conditions apply.
*PCOLM, PCILM, PCSAP and PCSLA courses available for an additional fee.
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