Software Monetization for the SaaS Era

In the first episode of the series, Sean Eldredge, Sr. Director Business Operations, and
Mike Marshall, Director, Software Business Operations, from Juniper Networks take us on their software monetization journey, detailing how they use licensing and entitlements in multiple use cases to ensure a world class experience for customers.

Up Next :
Sharp Electronics Corporation: Trailblazing a path to SaaS
24 January 2022

Hosts:
- Marshall, Director, Software Business Operations, CPO – SW Transformation & Operations Team, Juniper

Mike has worked in software application and network management roles for over 25 years, covering a wide spectrum of networking technologies, and in positions varying from development and product management to partnering and solutions marketing. He rejoined Juniper in June 2017and is now driving their end-to-end software business processes. Mike is using his vast experience to great effect in driving Juniper’s transformation to significantly grow their software business.

- Sean Eldredge, Sr. Director Business Operations, CPO – SW Transformation & Operations Team, Juniper

Sean’s career has focused on the technology industry. In 2007 he joined Juniper as business systems analyst and has held a number of different positions. Over the years, he has grown into team leadership roles that span supply chain operations, customer operations, sales operations, order management, business operations & large scale enterprise wide transformation initiatives.

- Jake Fox, Vice President & Co-General Manager, Thales Software Monetization

Jake has been involved in many aspects of software monetization—from new product innovation, product management, engineering, service delivery, and more recently marketing. Jake has been a part of the Thales team since 2004. He is passionate about supporting customers of all sizes in optimizing and transforming their businesses through the Sentinel Platform and the Software Monetization team’s professional expertise.

Join Vince Jannelli, Associate Vice President, Software Product Management and Karen Camara, Senior Product Manager, Sharp Electronics, as they discuss how Sharp Electronics Corporation made the shift to cloud-based licensing to enhance software-led revenue with subscriptions, improve processes and advance the channel customer experience.

Up Next:
How to improve customer outcomes through data

31 January 2023

Hosts:
Vince Jannelli, Associate Vice President, Software Product Management, Sharp Electronics Corporation USA

Vince has a track record of successfully delivering award winning services and products by leveraging extensive expertise in business development, product management and digital transformation. In his current role with Sharp Imaging and Information Company of America, he leads a cross functional team responsible for cloud services & analytics, device firmware, API’s & 3rd party alliances.

Karen Camara, Senior Product Manager, Sharp Electronics Corporation USA

Karen Camara brings 20yrs of product management experience to her current role as Senior Product Manager with Sharp Imaging and Information Company of America. Karen and her team are responsible for all things licensing and the Sharp Partner Program. She is responsible for ensuring the Sharp License Portal meets the evolving needs of the business and its channel partners. The Partner Program is focused on building and supporting an ecosystem of 3rd party HW and SW offerings around Sharp multifunction printers (MFPs).

An entitlement system is the central data source for you to understand how your customer is using your product so you can drive retention and renewals. Join Software Monetization expert, Todd Steel as he takes you on a journey of discovery to help you leverage product usage data for growth.

Up Next:
The Power of People: Succeeding beyond technology
7 February 2023

Host:
Todd Steel, Director of Product Management, Thales Software Monetization

Todd is responsible for creating customer value out of data within the Thales Sentinel platform. Todd has been helping clients for over 20 years protect and grow revenues through Software Monetization strategies.

Software Monetization transformation will affect lots of teams. If you are about to embark on this journey, don't miss this session from Thales Business Value Consultant, Rick Towner, as he walks you through why having the strategy, and support from the top down, is the key to succeeding and transforming to the future.

Up Next:
Leap toward the future: Scale your business
with automation

14 February 2023

Host:
Rick Towner, Principal Business Value Consultant, Thales Software Monetization

Rick's primary focus is on the business impact of the client engagement with Thales Sentinel from top-line revenue drivers to bottom-line cost management. Rick works with Thales clients alongside the technical team to identify and clarify economic priorities, and to understand the effect on the business landscape that a well-constructed software monetization program can have on all aspects of the client offering. His work in technology spans nearly 30 years, and covers many aspects of various industries, from RF Regulatory Compliance, to global operations support and includes enterprise data and SaaS service migrations.

Rick holds a Bachelor’s degree from Occidental College, and an MBA from Santa Clara University in Silicon Valley.

Welcome to episode 5 of the Thales Software Monetization for the SaaS era series.

Hosted by Dale Hopkinson, Senior Product Manager, Thales Software Monetization, this session uncovers why monetization is by far the most effective way to grow and scale your software business and how, as a rapidly growing and complex business, leveraging a fully automated entitlement management platform will improve the overall CX and drive accelerated growth.

Up Next:
Clarity inspires creativity: Innovating for your customer
21 February 2023

Host:
Dale Hopkinson, Head of Growth, Thales Software monetization.

For over 15 years, Dale has been responsible for creating revenue growth, improving operational costs, and led innovation to capitalize on new market opportunities. He leads sustainable revenue creation and demand generation in his current role as Head of Growth for Thales Software Monetization. Before this position, he was vital in leading Thales' SaaS transformation and increasing recurring subscription revenue. Throughout his career, Dale has worked with some of the world's largest enterprises to help transform their business through recurring revenue models by implementing Entitlement Management solutions.

The software industry is evolving, with end users demanding more control over how they purchase and consume software.

In the last episode of the Software Monetization for the SaaS era series, Software Monetization expert, Darim Rahmatallah explores this seismic shift, and discusses how you can enable a more SaaS like experience with your on-prem offerings. Darim will be joined by Dean Bass, Product Development Director, Oxford Instruments, as they discuss why you cannot shift to a SaaS delivery overnight and how a connected licensing solution will enable your customers to gain more value from your products and future proof your business.

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Host:
Darim Rahmatallah , Senior Product Manager, Thales Software Monetization

Darim is the unique breed who possesses both the deep technical expertise and the ability to explain that technology in dynamic terms for the lay person. He has been involved in software monetization/licensing for over two decades. Having started his career in pre- and post-sales support, Darim then moved to the product management side of the business. He is currently responsible for guiding the Thales Software Monetizing product strategy and roadmap, along with maintaining an effective product identity. You will find him to be a riveting speaker not to be missed.

Dean Bass, Product Development Director, Oxford Instruments

Dean has over 20 years of industry acumen in guiding high tech R&D organisations towards strategic development and portfolio management. Currently managing a team of over 80 scientists and engineers for the NanoAnalysis business, he is responsible for driving People and Change Leadership within the organisation. His Program and Project Leadership expertise has allowed him to accelerate his team to new levels of performance through a combination of business analysis, process re-engineering, and change leadership skills.

Date: Feb 21, 2023