In our business, prospects usually come to us with a set of requirements; we evaluate those requirements and look to see how our solution can be applied to meet their needs. This is no different than any other vendor. In OMS' case, we have seen over time trends in the requirements where prospects can be classified in order to help us ensure the scope and requirements match.
OMS classifies requirement-driven customer self-service projects into 5 models. OMS sells its products and services to a variety of customers each one hoping to solve a set of requirements with OMS supplying the technology and framework to meet the requirements. The models are:
- Delivery Centric Model
- Licensing Centric Model
- Maintenance/Subscription Centric Model
- Customer Management Centric Model
- Process Centric Model
Delivery Centric Model
In this model, the customer's specific quest lies with replacing physical delivery with electronic delivery or replacing a manual FTP-based system or open HTTP-based system with an entitlement driven scalable solution. This model is primarily focused on cost reduction and software revenue growth opportunities. The downside for some customers tends to be cost differential in lower volumes. The upside is the scalable savings for high volume vendors.
The base solution is our Electronic Software Distribution solution, depending on the volume and needs a Content Distribution Network (CDN) and our ConnectNow (Download Manager) may be added in.
Licensing Centric Model
In this model, the vendor's focus is on License Management. This is not just about license delivery but in allowing and encouraging users to manage their software licenses within the bounds they have purchased. Generally, the software sold by these customers can run on multiple platforms and/or maybe PC-based. It might have hundreds of users (or more) each having a separate copy so it needs to be priced competitively but incrementally and therefore requires license enforcement to reduce abuse. Additionally, base and options (added functionality/features) may require licensing for revenue purposes. Software revenues are therefore dependent on license delivery and management.
The base solution is our License Management solution, depending on your needs OMS can introduce a license technology partner to provide license enforcement technology.
Maintenance/Subscription Centric Model
In this model, the vendor's focus may not be on selling software since they include software sales in hardware sales (for instance software runs only on their hardware). This vendor wants to ensure that customers get their entitlement and are encouraged by enforcement to purchase maintenance contracts or subscription services for the software.
The base solution is our Electronic Software Distribution solution using our validator constructs to receive, track and enforce maintenance and subscription entitlements.
Customer Management Centric Model
In this model, our customer is creating an environment which is focused on supporting and managing their customers. This type of model tends to be as much about information as it is about service. It also tends to be a more expansive view which looks to consolidate delivery, licensing, subscriptions and marketing activities focused on their customer; this is some of the promise of CRM.
The base solution is our Beacon CRM solution using our Active Data Management to gather data and Intelligence Engines to analyze it.
Process Centric Model
In this model, customers carve off part of the overall software/product management processes and focus on a specific part of the process such as product release, product selling or product delivery. While they understand the overall product lifecycle management they choose to focus on acquiring infrastructure to perform a specific set of tasks. They, of course, are interested in the overall vision but generally like to begin at a pre-determined point and consider either part of the solution or the entire solution from that starting point.
Depending on the requirements and identified process or processes, OMS may deploy a single application or a solution.
Model Identification
Now that you can identify which model your company fits into, what is the next step? OMS has written a white paper to discuss each model in detail. Please contract us if you would like more information.
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