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© 2017 Flexera Software LLC. All rights reserved. | Company Confidential1
Manage, Protect and Monetize
Software in the IIoT
Alex Kumnick
Senior Director, Consulting Services
© 2017 Flexera Software LLC. All rights reserved. | Company Confidential2
Software is a
$350 BILLION INDUSTRY
that
POWERS EVERY COMPANY
on the planet
Source: Gartner, Forecast: Enterprise Software Markets, Worldwide, 2013-2020, 4Q16 Update, Dec. 2016
© 2017 Flexera Software LLC. All rights reserved. | Company Confidential3
Software powers the INTERNET OF THINGS
SUPPLIER BUYER
By 2025:
80 BILLION
DEVICES…
…IoT will represent
$13 TRILLION IN REVENUE
Source: Vernon Turner, IDC
© 2017 Flexera Software LLC. All rights reserved. | Company Confidential4
SUPPLIER BUYER
The highest value may accrue in
FACTORIES AND THEIR ECOSYSTEMS
Source: McKinsey - http://www.mckinsey.com/business-functions/business-technology/our-insights/the-internet-of-things-the-value-of-digitizing-the-physical-world
$ 1.2- $ 3.7 TRILLION
IN 2025
© 2017 Flexera Software LLC. All rights reserved. | Company Confidential5
What does the MANUFACTURING SUPPLY CHAIN look like?
OEM OEM Manufacturer Market
Sell Sell Sell
BuyBuyBuy
High Customer
SatisfactionIP
Protection
Operational
Efficiency
Revenue
Growth
And what are the
STRATEGIC
GOALS?
SUPPLIER BUYER
© 2017 Flexera Software LLC. All rights reserved. | Company Confidential6
This requires an OPTIMIZED AND
AUTOMATED SOFTWARE
SUPPLY CHAIN
© 2017 Flexera Software LLC. All rights reserved. | Company Confidential7
SUPPLIER BUYER
Hardware
Hardware
Hardware
Software
Software
Data
As-a-Service
SubscriptionPay-per-UsePay-per-Outcome
Manufacturers Shift from PHYSICAL to DIGITAL to
become MORE EFFICIENT and to create NEW REVENUE STREAMS
© 2017 Flexera Software LLC. All rights reserved. | Company Confidential8
SUPPLIER BUYER
How do you SUCCEED in an Internet of Manufacturing world?
$CREATE REVENUE from an IoT
solution and make it profitable
PROTECT devices and
software from hacking and
protect IPV4
Continuously deliver UPDATES
in an automated way
Enable and MONETIZE
FEATURES on demand
Provide an excellent
USER EXPERIENCE
© 2017 Flexera Software LLC. All rights reserved. | Company Confidential9
SUPPLIER BUYER
7 Tips for a HIGHLY EFFICIENT AND SEAMLESS supply chain,
the backbone for IOT SUCCESS.
1. CONSOLIDATE your software business
2. Know WHAT IS IN YOUR CODE
3. Enable FLEXIBLE MONETIZATION MODELS and know who is using what
4. Provide an EXCELLENT USER EXPERIENCE
5. Know WHERE YOUR PRODUCTS ARE and if they are up to date and secure
6. Build Intelligence on PRODUCT USAGE and CREATE VISIBILITY
© 2017 Flexera Software LLC. All rights reserved. | Company Confidential10
Tip 7: Continuously
manage the full
SOFTWARE
LIFECYCLE
SUPPLIER BUYER
Lifecycle
Management
Order (License/Device)
Download/ Register
Activate
Configure/ Provision
Capture & Report Usage
Move/ Return
Update
Renew/ Upsell
Analyze Usage
Orders
(Direct/
Channel)
Self-Service
(Customer &
Channel Partner)
© 2017 Flexera Software LLC. All rights reserved. | Company Confidential11
SUPPLIER BUYER
A SOFTWARE MONETIZATION SOLUTION empowers automation,
security and recurring revenue
Licensing and
SecurityEntitlement
Management
Delivery and
Updates
In-Product
Analytics
• Manage OSS
Compliance and Risk
• Protect and track devices
• Enable flexible
monetization models
• Manage features
• Know your customers
• Manage the lifecycle
• Leverage application
usage data
• Offer Self-Services
• Deliver and update
software and firmware
• Mitigate vulnerabilities
• Increase workforce
productivity
• Analyze product usage
• Support telemetry
• Enable remote
diagnostics, proactive
and predictive
maintenance
© 2017 Flexera Software LLC. All rights reserved. | Company Confidential12
IoT success also requires
AUTOMATED, EFFICIENT AND
SMART manufacturing processes
© 2017 Flexera Software LLC. All rights reserved. | Company Confidential13
SCADA / HMI
Hardware (Tooling)
Controller
Example: REBALANCING ON THE PRODUCTION LINE
SUPPLIER BUYER
© 2017 Flexera Software LLC. All rights reserved. | Company Confidential14
WE’RE REIMAGINING THE WAY SOFTWARE IS
w w w . f l e x e r a s o f t w a r e . c o m
SOLD SECUREDMANAGEDBOUGHT