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:
Summit Sessions Agenda details
CM Summit returns in the spring of 2017 with an all new format. We're featuring an all-new agenda which will include compliance pros from Oracle, IBM, KPMG, Anglepoint and leading practitioner organizations. Here's a sample of the cutting-edge topics:
How to Prepare and Manage a Software Audit, Thought-leaders Panel Discussion
Click here for the latest agenda details.
Day 1 is open to software industry/consultants and end users/practitioners. Day 2 is exclusively for end users/practitioners.
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
IBSMA has a block of rooms available at the Crowne Plaza Foster City-San Mateo. The group rate is $259/night plus taxes. The conference will be held in the hotel. Click here for online booking or call 888.233.9527 and ask for Compliance Management Summit 2017 room block or block code SSQ to book your room at the preferred rate or for alternate dates.* The group rate is subject to availability and may sell out before the cut off date of Feb. 26, 2017.
*This link is not tablet or mobile friendly. The link automatically takes you to the landing page. For alternate dates please contact the hotel booking line at 888.233.9527.
Flexera Software is the leading provider of strategic solutions for Application Usage Management solutions delivering continuous compliance, optimized usage and maximized value to application producers and their customers. Flexera Software is trusted by more than 80,000 customers that depend on our comprehensive solutions—from installation and licensing, entitlement and compliance management to application readiness and software license optimization. Visit Flexerasoftware.com.
Revulytics offers cloud-based software usage analytics and turnkey services that give software producers deep visibility into how their products are being used and misused. Revulytics compliance analytics solution and services are used by leading software vendors to increase license revenue and globally reduce software piracy. Its software usage analytics solution provides valuable insight into product adoption, engagement, and environments, enabling product managers and developers to make data-driven decisions to meet customer needs and deliver contextually relevant messages to build customer satisfaction. Revulytics software intelligence supports customer compliance programs generating more than $1.4 billion in new license revenue since 2010.
CIO Review is a media sponsor for this event. Visit CIOreview.com.
Interested 2017 sponsors should contact IBSMA for details.
March 13 | 5:15–6:45 p.m. | CM Summit Networking Reception
March 15-16 | Post Conference Certification Courses
All courses will be held at the Crowne Plaza Foster City-San Mateo or a local meeting center.
For additional IBSMA courses click here.
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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