Key Trends in Software Licensing September 21, 2006

8:30 am to 9:30 - Keynote: Ray Wang, Senior Analyst, Forrester

Forrester primary research studies reveal what kinds of software contracts buyers prefer. Among the IT decision-makers surveyed, the gap between what enterprises seek in licensing and what vendors are offering continues to grow. Key trends show a pervasive shift away from named-user models, a propensity toward "all-you-can-drink" models, and rising interest in virtualization technologies, which will ultimately lead to a reshift in interest in utility or usage-based pricing.

Financing options are the newest front in the vendor war for a greater share of the IT budget. Recent Forrester research confirms that more and more enterprises of all sizes continue to evaluate software-as-a-service (SaaS) to defer capital outlays and infrastructure costs. In response, many on-premise software companies are using financing to make the purchasing options appear more attractive. Approach these financing options with the same rigor & due diligence as any software negotiation.

9:30 am to 10:30 Panel One: Agreements for Buyers & Sellers

Christopher Howden, Director of Buying and Pricing Programs, Novell
- How Novell is transitioning to Open Source Model Agreements
Stephen Gillespie, Attorney at Law, Fenwick & West
- Successful Enterprise Contract Negotiations for Lasting Relationships
Ken Boasso, Principal, Keychain Logic
- Mutual and Reciprocal Terms & Conditions for SaaS Contracts
Q&A

10:30 am to 10:45 - Break

10:45 am to 12:00 Panel Two: SaaS Examples

Steve Lucas, VP, Business Objects
- How We're Adding Online Services to a Traditional SW Business Model
David Schellhase, General Counsel, salesforce.com
- Our SaaS Platform, Contracts & Ecosystem
Katherine Jones, VP Marketing, NetSuite
- The Double Whammy: Integrated ERP + SaaS
Chris Kenney, VP, Avolent
- Why our Start-up is switching from the License-Maintenance Model

Q&A
Closing Remarks

12:00 pm to 12:30 pm - Networking

$30 in advance, $40 at the door.

Official Website: http://www.itaa.org/events/event.cfm?EventID=1733