For many years technology companies sold products where functionality was dependent upon hardware and device capabilities. Acquiring new functionality usually required buying a new device that could do something that was not possible with the previous generation of device. Changes in technology, customer expectations, global competition, commoditization of hardware, tighter CAPEX budgets and customer demand for more value and functions without repurchasing hardware–or persistence of functionality across hardware changes–have forever shifted the market.
This paper explores some of the evolutionary drivers and provides guidance on how to navigate the shift from a device-centric to a more solution-centric, feature-based licensing model approach that enables differentiation. We explore business and implementation considerations, giving you a vision of how to take advantage of immense opportunities inherent in a business focused on providing extensible and flexible solutions rather than selling just hardware and devices.