marktgerechte geschäftsmodelle implementieren€¦ · marktgerechte geschäftsmodelle...

Marktgerechte Geschäftsmodelle

implementieren

Erfolgreiche technische Umsetzung am Beispiel Brainlab AG

Jacek Kurzyca, Brainlab AG

Swen Feuerstein, Gemalto / SafeNet

MedConf 2015, 14.Oktober.2015, München (Dornach)

MEDCONF

LICENSING AT

BRAINLAB

Jacek Kurzyca

SLM: Software Licensing Management ; DIM: Deployment Installation Management 2

AGENDA

1. About Brainlab

2. Issues with Licensing

3. Project Goals & Team

4. Licensing & Deployment Processes

5. Licensing Data Workflows

6. Licensing Data Migration

7. SLM Timeline

8. Why SafeNet - Gemalto

3

BRAINLAB

1. Brainlab develops, manufactures and markets software-driven medical technology

2. Established in 1989, employs over 1200 people in 17 offices worldwide

3. 5.000 systems installed in about 95 countries with more than 30 software applications

4. Core products center on information-guided surgery, radiosurgery, precision radiation

therapy, digital operating room integration, and information and knowledge exchange.

KEY FACTS

4

ISSUES WITH LICENSING

Licensing & SW tracking issues Reporting issues

Inefficient & expensive licensing & SW

upgrade process Manual license creation & delivery

5

ISSUES WITH LICENSING

1. Make or buy analysis

2. Market research

3. Supplier selection

4. Workshop with Blueprint

5. Licensing Project

PROJECT’S PREPARATION

6

PROJECTS GOALS

1. Cost efficient license creation and delivery

2. Automatic upgrade process

3. Allow self-installation possibility at customer’s site

4. Full integration with ERP and CRM

5. Provide reporting to track renewals (in CRM)

SOFTWARE LICENSING MANAGEMENT (SLM)

7

PROJECT TEAM

Project Manager

ERP Master Data Specialist

SW Licensing & Deployment Associate

SW Manager

Senior SW Project Manager

Senior SW Project Manager

Manager Customer Consulting

Manager Business Applications

ERP Process Engineer

SafeNet - Gemalto Project Manager

SafeNet - Gemalto Implementation team

Operations

IT

R&D

SafeNet - Gemalto Professional Services

CORE TEAM

SLM: Software Licensing Management ; DIM: Deployment Installation Management 8

LICENSING & DEPLOYMENT PROCESS

SLM & DIM – WORKFLOW – ON-LINE

Client

Machine EMS

EMS: Entitlement Management System; DIM: Deployment Installation Manager, SDFC: Salesforce Dotcom 9

BizTalk

DIM

SAP SFDC

SLM & DIM – WORKFLOW – OFF-LINE

Client

Machine EMS

EMS: Entitlement Management System; DIM: Deployment Installation Manager , SDFC: Salesforce Dotcom 10

BizTalk

DIM

SAP SFDC

Dec 2014

May2015

Dec 2015

Dec 2016

Phase 1. EMS 3.0 & Use-Cases

Implementation

SLM PROJECT TIMING

EMS.: Entitlement Management System (Gemalto Sentinel RMS), SFDC: Sales Force Dot Com, BL.: BrainLOCK, F.L.: Functional Location 11

Completed

Upcoming

Phase 3. Product Migration

(BL-SAP) Soon completed

Phase 2. Infrastructure

(SAP-EMS-SFDC)

Milestone

31st

Phase 1

Completed

31st

Project Start

31st

Phase 3

Planned End-Date

31st

Phase 2

Completed

12

WHY SAFENET - GEMALTO

1. Well designed platform

2. Business friendly approach

3. Easy to work with Professional Services Team

4. Quick issue resolution approach

5. Wide product portfolio including cloud licensing technology

Über Gemalto / SafeNet

MedConf 2015, 14.Oktober.2015, München (Dornach)

Marktführer für digitale Sicherheit

2,900 R&D INGENEURE

114 NEUE PATENTE

IN 2014

180+ LÄNDERN

SIND UNSERE

KUNDEN

14,000+ Mitarbeiter

116 NATIONALITÄTEN

UNSERER

MITARBEITER

€2.5Mrd. 2014 Umsatz

+2Mrd. Anwender

profitieren von Gemalto

Lösungen

www.gemalto.com/software-monetization

Sentinel Monetization Platform

17

Services

On-Premise Software

Mobile Intelligent

Devices / IoT Cloud / SaaS

Monetization Add-On

Billing &

Payments

Actionable

Analytics

Customer

Portals

Embedded

Tool Chain

Embedded

Platform

ESD

Licensing &

Enforcement

Entitlement

Management

Usage

Metering

Security

Software Monetization Platform

ERP

CRM

www.gemalto.com/software-monetization