Global Provider of PLM Software

“We’ve realized that piracy cannot be addressed by licensing and DRM. Viewing it as a marketing opportunity has enabled us to implement a license revenue recovery program that’s adding millions of dollars to our bottom line.”

-VP of License Enforcement

Challenges

Our customer is a leading global provider of Product Lifecycle Management (PLM) software with 70,000 customers worldwide and $600M in annual revenue. It already had a sizable compliance organization, but still faced large and growing revenue losses from piracy. It began by largely ignoring piracy, because it couldn’t find reliable data to quantify losses or inform a workable strategy.

The company considered several strategies to address the issue:

  • Auditing
  • Software protection
  • Legal action against pirates

Sales increasingly viewed piracy data as a valuable new source of leads, and viewed detection-based compliance efforts as marketing support.

Solution

To capture the piracy data its compliance and sales organizations wanted, the company selected Revulytics Compliance Intelligence because it is:

  • Transparent to the end user, and won’t impact application performance
  • Configurable to detect piracy, whether caused by tampering or counterfeit license files
  • Easy to integrate with the company’s existing software build processes
  • Fully compatible with the company’s existing licensing system and enforcement technology
  • Offers strong capabilities for detecting, transporting, and reporting on data from multiple sources and networks
  • Provides up-to-the-minute dashboard information including leads created, unique machines and infringements, and closed won opportunities

Results

The company achieved early results and has continued to grow its compliance revenue using Compliance Intelligence:

  • Within three months,, identified more than 270 actionable noncompliant organizations and settled with 21
  • Within one year, generated more than $5.5 million in new license revenue and has grown compliance revenue streams to more than $24 million
  • Initially deployed in two products, and quickly expanded to 17 based on increasing success
  • Started compliance programs in Europe and quickly expanded use worldwide achieving close rates of 60-90% on actionable data, depending on region

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