Campaign for Clear Licensing

Roundtable 23rd September Martin Thompson

www.ClearLicensing.org

Introductions

• Apologies• Housekeeping • Chatham House Rule (Free

discussion, Anonymity) • Roundtable

“When a meeting, or part thereof, is held under the Chatham House Rule, participants are free to use the information received, but neither the identity nor the affiliation of the speaker(s), nor that of any other participant, may be revealed.”

Agenda

• Introductions • Campaign (CCL) Progress Report • Discussion• Software Audit Code of Conduct

Why CCL?

• BSA, SIIA, FAST• Providing a voice for licensing buyers• Licensing is complicated:– Absurd License metrics– Dubious selling tactics– Confusing terms that change too quickly

• Deliverables – What will CCL do?– Code of conduct – Highlight bad practice – Lobby– Reward

• Guiding Principles– Publisher Independent– Not for profit – Constructive and positive – Vendor Management

What is CCL?

Industry Feedback

• Industry Feedback June-August 2013 – 28 key points raised– Distilled into 8 core principles– Distilled into 4 Core Primary Objectives /

Mission

The business model

Feedback commentary

1. Fees for being part of CCL, what are they, how do they work?

2. How will CCL make money? Will it be interested in partnering with the intermediaries

3. There is interest in a subscription based approach

Core Principle

* Feedback commentary sourced from responses to publication of Barium manifesto

Licence models

Target audiences

Business model

Standards

Improving relationships

Scope of CCL

Intermediaries and resellers

Audit processes

What is the scope of CCL?

4. Is there a line in the sand after which CCL acts, or will focus on retrospective agreements?

5. Needs to be independent of ITAM Review

6. How will CCL bridge the gap between countries / continents / industries

7. Will CCL regulate selling practices, misselling and misrepresentation

Core Principle Feedback commentary

Licence models

Target audiences

Business model

Standards

Improving relationships

Scope of CCL

Intermediaries and resellers

Audit processes

So exactly who are the target audiences?

8. Impact on end-customer service and risk to existing business model

9. Which vendors should be focussed on first?

10. What are we trying to protect, who is the target audience

Core Principle Feedback commentary

Licence models

Target audiences

Business model

Standards

Improving relationships

Scope of CCL

Intermediaries and resellers

Audit processes

There must be recognition that audit processes need to be addressed

11. Affect on audit and discovery tools

12. Agreement on audit processes. Auditors may not use incumbent SAM tools and use their own instead. What benefit therefore of discovery tools?

Core Principle

13. The vendor stacks the deck in their favour by forcing their audit processes.

Feedback commentary

Licence models

Target audiences

Business model

Standards

Improving relationships

Scope of CCL

Intermediaries and resellers

Audit processes

What standards exist and which should CCL help champion?

14. How do you count certain software types, old software, upgrades, discount programs

15. There are no common standards across the industry, its a one sided game at the moment

16. Alignment to standards - ISO 19770-3

Core Principle Feedback commentary

Licence models

Target audiences

Business model

Standards

Improving relationships

Scope of CCL

Intermediaries and resellers

Audit processes

Licence models must be clear, transparent and efficient in their delivery

17. Big publishers like complicated licencing models

18. Clear licence paths and roadmaps are a requirement, especially if split or amalgamating products

19. Licencing needs to be transparent if not simple

Core Principle

20. Lack of direction and guidelines to track software compliance

21. There has to be an agreement among users and manufacturers on what licence type is measured and how

Feedback commentary

Licence models

Target audiences

Business model

Standards

Improving relationships

Scope of CCL

Intermediaries and resellers

Audit processes

CCL will support the development of better relationships between customer, vendor and reseller

22. Development of strategic relationships with vendors

23 Annual awards for vendors, nominated by and voted on by customers

24. What can software publishers do to improve licencing terms, discovery, purchase records

Core Principle Feedback commentary

Licence models

Target audiences

Business model

Standards

Improving relationships

Scope of CCL

Intermediaries and resellers

Audit processes

Resellers and intermediaries must define their role in licence management

25. What is the interest of the resellers and secondary suppliers? Do they have loyalty to vendor or customer?

26. Resellers may not have your interests at heart or be in league with the vendors

27. Deliver the ability to meet the requirement to e-enable all services where appropriate

28. Partner status with vendor of resellers needs to be audited by CCL and linked specifically to SAM

Core Principle

Licence models

Target audiences

Business model

Standards

Improving relationships

Scope of CCL

Intermediaries and resellers

Audit processes

Feedback commentary

Objectives, principles and outcomes for CCL

Support development of standards

Clarity about customers, vendors and resellers to be approached. E.g. Business not consumer, top 25 major vendors, SMEs included?

Maintain independence and create a uniform approach

Drive conformity and transparency into vendor audit practices

Drive transparency and simplicity into licence models

Extent of role of CCL in driving change into the software industry

Help identify the role of intermediaries and clarity into any partner programs.

Core Principle Principle Description

Primary Objectives

Propagating responsible vendors and

informed customers

Drive common industry

processes

Licence models

Clarity of CCL's role

Minimise the “us and them” approach that currently exists across much of the market

Licence models

Target audiences

Business model

Standards

Improving relationships

Scope of CCL

Intermediaries and resellers

Audit processes

Discussion Points

From what we will do…. To how will we do it?

1. What will CCL do for you?2. How should key industry stakeholders

participate (Software Publishers, Software Resellers, Customers / End Users, SAM Consultants, Tool Manufacturers / Service Providers)

3. How should it be financed? 4. How should it be governed?

Software AuditCode of Conduct

“The Campaign for Clear Licensing will consider all complaints against organizations that have not followed the code with a view to stamping out unprofessional behaviour and raising standards. Contact us in confidence to discuss breaches of this code.”

1. Terminology / Types of Audit2. Audit Engagement3. Data and Working with Third Parties4. Audit Results

Software AuditCode of Conduct

1. Terminology / Types of Audit– Friendly audit / self-audit / sales led – Contractual audit– Legal audit

2. Audit Engagement– Scope – Products / Geographies – Agreement on what constitutes entitlement, install / usage – Audit reconciliation process / transparency over calculations– Client Expectations / resources required– Timescales / use of pressure / aggression

3. Data and Working with Third Parties– Working with partners and third parties – Conflicts of interest / commercial transparency – Data protection / Privacy

4. Audit Results– Dispute resolution – Audit results / closure / recommendations