We are so pleased to announce our recent partnership with Revulytics, a leading provider of software usage analytics. You can read the press release here.

Article reposted with permission from Revulytics. Original article can be found here.

According to Gartner, analytics enables software providers to improve retention and revenue by “tracking how often and when the software (including specific modules) is being used, allowing identification of licensing compliance gaps.” Let’s consider how compliance analytics data can help ensure that your software license audits are more efficient and effective – while helping customers to view these engagements with a collaborative attitude.

1. Data can help avoid an audit

Some 83 percent of pirates either don’t know they’re using the software illegally or will become compliant with the right incentive, according to research from Microsoft and Adobe. Compliance analytics gives you actionable data and insights to quickly and accurately target license revenue opportunities. You can reach out to customers before an audit is even necessary and address unlicensed use before it gets out of hand.

2. Data validates the misuse and expedites the process

If an audit is necessary, having the data makes what could have been a very contentious process a more collaborative one. You know exactly where the overuse is, so you won’t waste time and resources sniffing it out, and can take quicker steps to reconcile it.

3. Data helps you frame the audit as a collaborative engagement

Accusing customers of unlicensed use doesn’t set the stage for a mutually beneficial relationship and long term customer value. Compliance analytics helps you frame the engagement as much more thoughtful and helpful: a usage assessment that will help them get an accurate picture of their landscape across subsidiaries, decrease security risks, improve TCO, and create a platform for innovation in the long run.

4. Data helps ensure strong executive buy-in and departmental alignment

Audits can be controversial within an organization, but done properly, they can generate revenue and improve customer relationships. Without buy-in from the right people who can direct less-willing parties, however, audit engagements can easily drag on. Data provides concrete evidence of noncompliance to ensure you have your organization’s executive buy-in from the start. This expedites the process and makes it less disruptive for the entire business. It also helps define goals, and ensures coordination among stakeholders who can delay or hinder the process. For instance, without careful coordination between those conducting the audit (especially when it’s a combination of internal and external resources) and the direct sales organization or resellers, you risk sales reps undermining the process by cutting a deal with customers that isn’t as lucrative in the long run.

5. Data helps develop a strategy for targeting misuse globally

Going into regions in which you have limited experience with limited local support to navigate the waters can cause problems. With clear evidence of misuse, you can identify and allocate the resources necessary to launch engagements in difficult areas. A strong command of the language and knowledge of the local business customs and nuances of the region are critical to success. In turn, there are some locations where IP laws are not held in the same regard, which will require a more aggressive approach. While a sales-based or legal-advisory approach may work well in India (which is working hard to shed its reputation as a top user of pirated software), a different combination of services will be required in Russia.

No one is excited to receive an audit notice, but with the right approach (and the right combination of skills, services and software), you can ensure customers meet audit notifications with a more positive attitude. Engagements are not disruptive to the business and position customers for future innovation with your products.

If you would like to learn more about how Connor and Revulytics can help you generate revenue from unlicensed software, contact us at info@connor-consulting.com today.

Strategic Partnership Combines Expertise and Technology to Deliver Path to License Compliance


San Francisco, CA – November 14, 2019 – Revulytics, Inc., a leading provider of software usage analytics, and Connor, a global professional services and solutions firm providing high-value software licensing compliance services combined with cutting edge technology solutions, today announced a strategic partnership. With the partnership, Revulytics and Connor customers will benefit from the combined expertise and technology from industry leaders that deliver highly effective, data-driven license compliance and audit programs.

The partnership brings together license compliance technology and services including Revulytics’ Compliance Intelligence data analytics and Connor’s audit services and automated audit and engagement platform to help software vendors generate revenue from the unlicensed use of their software.

“We are thrilled to partner with Connor to further strengthen our customers’ compliance programs and data-driven audits and educate the market on the overall advantages of implementing a strong software license compliance strategy,” said Joseph Noonan, president and CEO, Revulytics. “Revulytics industry-leading infringement analytics and data platform along with Connor’s automated audit engagement processes and services is a powerful combination that will drive new license revenue and success for our customers.”

“The synergies between Connor and Revulytics’ offerings are clearly evident and a great match for any software vendor that is looking to build or grow its data-driven auditing and compliance programs,” said Viresh Chana, founding partner, Connor. “We look forward to working with Revulytics to bring our customers solutions that will help them both monetize their license infringement data and accelerate the growth and efficiency of their compliance programs.”


About Connor

Connor is a global professional services and solutions firm focused on providing high-value software licensing compliance services and technology enablement to customers around the globe. What makes us different from our competitors is expressed in our motto: Unparalleled Experience. Inspired Outcomes. Our team of experts has decades of Big-4 and industry experience in providing clients with innovative compliance and software advisory solutions that have a direct and measurable impact on their bottom line. Learn more at www.connor-consulting.com.


About Revulytics

Revulytics offers cloud-based software usage analytics that give software producers deep visibility into how their products are being used and misused, providing them with actionable intelligence to generate revenue, optimize product development, and make data-driven decisions across their business. Its compliance analytics solution and turnkey services are used by leading software vendors to increase license revenue and globally reduce software piracy. Its software usage analytics solution provides valuable insight into product usage and environments, enabling product managers and developers to build better products. Revulytics software usage analytics has supported customer compliance programs generating more than $2.4 billion in new license revenue since 2010.

Revulytics is headquartered in Waltham, Mass., USA and serves customers worldwide. For more information, please visit www.revulytics.com, follow us on Twitter (@revulytics), or subscribe to our blog.

Software as a Service (SaaS) has quickly become the largest category of XaaS spend1.  In fact, Gartner estimates that the SaaS segment of the cloud will reach $85.1 Billion dollars in 2019. By design, SaaS providers have made their solutions easy to procure, setup, configure, and enable across your enterprise, both in IT and across the business.  In some cases, an employee can create a new user account simply by authorizing payment through a credit card and activating the cloud application through the internet.

The Hidden Challenges of SaaS

Despite its convenience and benefits, SaaS has caused new problems for IT departments.  The days of fully controlled, centralized IT governance are behind us, as businesses prioritize agility and speed to market in order to stay relevant and compete with industry leaders who have gone digital.  As a result, there is an increase in “Shadow IT,” where SaaS implementation frequently bypasses IT or CIO offices, increasing security risk.  While Information Security teams can manage SaaS access from company networks through cloud brokering and single sign-on solutions, they don’t have much insight into users logging into SaaS applications/data from other locations or the public internet.  This increases data and information risks, and can impact GDPR compliance if the information is being transmitted to foreign locations.

In addition, traditional SAM programs aren’t able to keep up with these growing SaaS footprints, and IT is often being challenged with managing unpredictable cloud spend.  Unfortunately, IT shops generally do not have a “single source of truth” for tracking SaaS applications running across their companies.  While Cloud Cost Management (CCM) sounds fantastic in theory, many SAM programs continue to struggle with on-premise software compliance woes (e.g., vendor audits, true-ups, etc.) and don’t have the time, resources, or “know how” to tame their SaaS consumption and spend.  Many organizations also handle SaaS renewals reactively and cannot identify vendor or product redundancies across cloud-based applications to generate IT cost savings.

Taking SAM to the Next Level

So how do you evolve your SAM function to handle the perils of SaaS, establishing proactive CCM and cloud governance?

It all starts with uncovering what you don’t know, turning over every SaaS stone across your corporate landscape.  SAM teams must identify each SaaS application in use, who is accessing the cloud solution, and the time/frequency of usage.  Once you can inventory your SaaS applications and produce a regular report of this key information, you’ll drive smarter decision making across the organization.  You can then evangelize and share this data with cross-functional teams, which can help rationalize SaaS vendors, users and/or features.  These insights will be actionable and will enable more effective CCM, ensuring tighter alignment between your CIO and company leaders.

Leveraging Cutting Edge Technology for SaaS Management

Pairing Zylo’s innovative platform (click here to learn more) with our SaaS supplier and software licensing expertise, Connor Consulting is able deliver real-time cloud insights and provide you with a reliable and secure system of record for your SaaS-based applications, transforming your SAM program from a cost center to a value center by instating proactive CCM and cloud governance.

Contact us at info@connor-consulting.com for a free assessment today, and learn how to get a grip on your SaaS spend.


About The Author

Rich Reyes is an Executive Vice President for the Global Software Advisory practice at Connor Consulting.  He brings 20 years of thought leadership around software licensing & compliance, technology asset management, and IT sourcing.  Rich has performed hundreds of software audits on behalf of major vendors, and he’s established and led an ITAM/SAM department for a Fortune 100 retailer.  He continues to advise companies on practical ways to mitigate IT supplier risks, reduce vendor total cost of ownership (TCO) and optimize software licensing environments.  Rich holds CISSP and CISA certifications and is a frequent speaker at industry events.

Software Asset Management (SAM) provides better insight into software usage and value, reduces inaccurate licensing of software and improves overall system and data security. According to Market Research Future (MRFR), the global SAM Market is expected to reach approximately USD 2.45 Billion by 2023 growing at a ~14.18% CAGR over the forecast period 2018-2023.

This rapid growth paired with the complexity of managing numerous technologies with different deployment models, licensing agreements, budgets, and ownership across disparate departments creates challenges in effectively managing software vendors and licensing costs.

At Connor, our SAM advisory services provide both an auditor’s lens, along with a practitioner’s point of view of effective license management and optimization. With unparalleled experience from thought leaders who have set up and led SAM departments for Fortune 100 companies, Connor helps mitigate IT supplier risks and realize material cost savings.

In an ongoing effort to deliver the best possible advisory service to our customers, we are proud to announce our partnership with Xensam — a next-generation SAM platform that helps companies optimize software license deployments and reduce costs by managing software consumption and giving full control over the software and hardware estate.

“We at Connor are fully committed to helping companies design, implement and manage highly efficient and impactful Software Asset Management programs,” said Rich Reyes, Executive Vice President of Connor’s Software Advisory Practice. “Our partnership with solution providers such as Xensam ensure our seasoned consultants are equipped with the best-of-breed tools to help enterprises reduce IT spend, limit security and compliance risks related to the use of software, and increase ROI on technology investments.”

Our modern approach to SAM integrated with market-leading technologies will ensure our customers benefit from expert advisors with the latest innovations to drive operational efficiencies and IT cost savings.

Connor is a leading independent audit and software advisory firm that specializes in contract and supply chain management, compliance, and license optimization.  Connor is a strategic advisor to industry leaders such as ARM, HDMI, Dolby, and many others.

If you would like to learn more about our services and how we can help you with your compliance or software asset management program, please contact us to explore the benefits for your organization:

Call +1 (415) 578-5002 or contact us for more information.