Software Audit & Compliance Discussion

Transcription

1 Software Audit & Compliance Discussion 2012 LicensingLive David Welch NetApp s Licensing Czar 1

2 Who is NetApp 2

3 What we sell Storage Systems (Hardware) Storage Operating System Storage Management Software Support & Professional Services Packaged Solutions 3

4 Leaders Are Taking Action Energy Financial Tech Government Healthcare Information Telco Hosted Services 4

5 Compliance Program Common view parody What could Brian & Stewie, a generic sales rep, Robot Chicken and Sir Lawrence Olivier possibly have in common? 5

6 A/V Team - Roll Tape 6

7 Data Center Design Is Evolving Application- Based Silos Zones of Virtualization Private Cloud Public Cloud Apps Servers Network Storage Audit Traditional Approach Shared IT Infrastructure A flexible and efficient foundation is essential 7

8 Common Terms Entitlement: Represents the right by contract or agreement to use a particular software product within a defined scope of use. License Agreement: A contract that sets forth the terms and conditions under which a Licensor grants a License to a Licensee in exchange for compensation. License Key: An open or cryptic key that enforces software usage compliance within a software product Compliance Auditing: The measurement of actual software usage compared to or in accordance with software Entitlement. Compliance True-up: A licensee (customer) compensates licensor (publisher) for software usage beyond the scope of entitlement as set forth in the license agreement. 8

9 Looking for IP Over-usage Licenses Deployed Alignment to entitlement agreement Boundaries; region, geo, purpose, time, certification, support plan, etc. Actual Software Usage Programs are built to find over-usage, but shelf ware licenses are an issue too the scale can tip the other way Easily a 2-day topic for only 30 minutes 9

10 Common Audit Types Low Touch None Self-Serv On-Site Remote High Touch Your program may fall into one of these categories Most successful programs leverage a sliding scale of effort based on risk indicators Balance risk/reward, but remember it s not all about revenue recovery Customer insights 10

11 Common Audit Types double click Potential revenue risk Sometimes shocking what you don t know None On-Site Potential relationship risk Sometimes no substitute for being there Customer selfcompliance certification Strong partnership Integrate with phone home telemetry Self-Serv Remote Similar to on-site, but interviews over phone & using WebEx or similar Sometimes a good substitute for being there Whatever path you choose, it makes sense to keep a cop on the walk 11

12 Harnessing the opportunity Input Creating a holistic compliance Program Output Realizing value organization wide Incremental Revenue Drive revenue through audit settlements and true ups from clients Enable sales teams to be active in reaching out for customer up sell activities Incremental Revenue A practical licensing compliance program consistent with Company brand promise, company culture and organization wide participation Business Insight Drive Innovation and improvements to current licensing and pricing A proactive sales culture when it come to customer compliance Allow for greater insight into key risks by customer base and geography Customer Insight Customer attitudes - cooperative, trustworthy etc. Affirm 2-way understanding of software usage 12

13 Thoughts to Consider You don t need to audit everyone and everything Pick the IP and contracts that are most critical or at risk Consider a statistical audit Could build trust with your product integrated IP licensors to reduce product cost or eliminate the need for license keys Develop a risk profile and improve it over time with real world data Get help. Many customers prefer a neutral 3 rd party like PwC, KPMG, or Anglepoint for onsite/fieldwork Integrate findings back to your customer listening program and product development And absolutely adjust your licensing & entitlement models and license key implementation to more organically work with customer use cases! NetApp Confidential Limited Use 13

14 2012 NetApp, Inc. All rights reserved. No portions of this document may be reproduced without prior written consent of NetApp, Inc. Specifications are subject to change without notice. NetApp, the NetApp logo, Go further, faster, Akorri, AutoSupport, BalancePoint, DataMotion, Data ONTAP, FlexCache, FlexClone, MetroCluster, OnCommand, RAID-DP, SANscreen, SnapLock, SnapManager, SnapMirror, and Snapshot are trademarks or registered trademarks of NetApp, Inc. in the United States and/or other countries. Cisco is a registered trademark of Cisco Systems, Inc. Microsoft, SharePoint, and SQL Server are registered trademarks of Microsoft Corporation. Oracle is a registered trademark of Oracle Corporation. SAP is a registered trademark of SAP AG. Symantec and Enterprise Vault are trademarks of Symantec Corporation. VMware is a registered trademark of VMware, Inc. All other brands or products are trademarks or registered trademarks of their respective holders and should be treated as such. 14