john kroupa software transformation motorola solutions · motorola solutions 12.oct.2016 a software...
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John Kroupa
Software Transformation
Motorola Solutions
JOHN KROUPA, SR BUSINESS OPERATIONS MANAGER, SOFTWARE TRANSFORMATIONPRODUCT AND SERVICES STRATEGY
MOTOROLA SOLUTIONS
12.OCT.2016
A SOFTWARETRANSFORMATIONJOURNEY
PUBLIC SAFETY & SERVICESPolice
Fire
Emergency Medical Services
National Government Security
Public Services
COMMERCIAL
Utilities
Mining, Oil and Gas
Manufacturing
Hospitality and Retail
Transportation and Logistics
Education
WHO WE SERVE
OUR REACH LETS US CONNECT WITH CUSTOMERS
AROUND THE WORLD
SERVICE CENTERSPRIMARY R&D CENTERS
SALES IN
100+COUNTRIES
7.5KCHANNEL
PARTNERS
2KDIRECT SALES
FORCE
13KEMPLOYEES IN
60 COUNTRIES
12K+MISSION
CRITICAL
NETWORKS
100K+CUSTOMERS
5
2016LAUNCHED
ELECTRONIC SOFTWARE DOWNLOAD
2000 2002 2004 2006 2008 2010 2012 2014 2016
The result is a company wide acceptance of licensing and the creation of a platform to transform our business
2006LAUNCHED FLEXNET
OPERATIONS TO STREAMLINE
FULFILLMENT OF OUR CANOPY
BUSINESS
SERVICES ENGAGEMENT TO MOVE FNO TO THE CLOUD
< 2000GLOBETROTTER
LICENSING USED IN A
HANDFUL OF PRODUCTS
2004TARGETED
USE OF FLEXERA LICENSING IN OUR
NETWORK PRODUCTS
2009MOTOTRBO PRODUCT
LAUNCHED WITH ONLINE
ACTIVATION
2012FOCUSED
INITIATIVE TO STANDARDIZE AND
IMPLEMENT LICENSING ACROSS
THE COMPANY
WORKING TOGETHER
SOFTWARE
TRANSFORMATIONTODAY
▪ HARDWARE-FOCUSED
▪ PERPETUALLY LICENSED
▪ CAPITAL EXPENSE MODEL
▪ BIG DEAL-FOCUSED
▪ CUSTOMER OWNED
▪ MINIMAL SELLING POINTS
▪ VALUE IN NETWORK
DEVICES
TOMORROW
▪ SOFTWARE-FOCUSED
▪ FLEXIBLY LICENSED
▪ OPERATIONAL EXPENSE MODEL
▪ RECURRING REVENUE-FOCUSED
▪ CLOUD/HOSTED/MANAGED/‘XaaS’
▪ MULTIPLE SELLING POINTS
▪ VALUE IN CONNECTED
ECOSYSTEM
DRIVE NEW REVENUE
STREAMS
STRATEGIC GOALS
ACCELERATE SW & SERVICE
CENTRIC CUSTOMER SOLUTIONS
TRANSFORM OUR
CUSTOMERS’ EXPERIENCE
TRANSFORMING OUR BUSINESS
WHAT WE’RE DOING
DEVICE LICENSING
ORDER FULFILLMENT AUTOMATION
STANDARD PLAYBOOKS
ENFORCE / AUDIT / TRACK
SOFTWARE MAINTENANCE AGREEMENT
CLEAN DATA MASTERS
GOVERNANCE
WHAT WE’VE DONE
POLICY DOCUMENT
OPERATIONAL DOCUMENT
COMMON LICENSE LAYER
ENTITLEMENT HUB W/FNO
MyVIEW PORTAL
ELECTRONIC SOFTWARE DOWNLOAD
GOVERNANCE
HOW WE’RE TRANSFORMING
PRODUCT ENGINEERING LEAD TIME
TECHNOLOGY WAS EASY, BUSINESS WAS HARD
CULTURE SHIFT
CUSTOMER EXPERIENCE
PAYING THE BILL
BUMPS ALONG THE WAY
RECOMMENDATIONS
SERVICES
Leverage Flexera’s services as a sounding board
EVERYONE
Transformation includes just about everyone but Corporate Real Estate and Tax
ALIGNMENT
Drive and engagement needs to come from the top-down, bottom-up, and side-to-side
FUNDING
Take the financials out of the product manager’s hands
ORGANIZATION
Establish an empowered organization before you need it