What’s the Right Engagement Model in Russia?

February 02, 2016

Software Licensing Audits in Russia Take Local Expertise, Careful Planning

The economic boom that is sweeping the BRIC countries certainly doesn’t include Russia right now. Economic sanctions and the low price of oil (upon which the Russian government depends for 50 percent of its budget) have contributed to a weak currency. Wages are declining, and Russians aren’t spending money. And there are unique policy challenges for software publishers. Russian government agencies have to prove they need foreign software before they can buy it, and can only make such purchases if there is no equivalent Russian software.

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Fishing Expeditions vs. Fish Finders: Benefits of Data-Driven Compliance

December 11, 2015

Any fan of National Geographic’s “Wicked Tuna” knows the melodic beep the boat’s fish finding software makes when one boats zeroes in on a potential catch.

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Is Your Customer’s M&A Strategy Your Best Sales Lead?

November 12, 2015

Global mergers and acquisitions are on pace to set an all-time record, surging toward a $4.58 trillion mark for 2015 that shatters even 2007’s staggering numbers, according to a recent Wall Street Journal article.

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Software License Auditing: Five Reasons Your Customers Will Thank You

October 27, 2015

I sat at my desk, hesitating to press send. There are few things that give me pause when trying to sell something I think will accelerate a client’s business, but this was different. This was an audit request.

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Are Your Field Reps Comfortable Being Uncomfortable?

August 25, 2015

Compliance cases are not for the meek. Each case is unique and you never know how the client will react when approached about unpaid software. This is why you need a professional third party to navigate this sensitive subject. There is a large amount of preparation involved:  understanding the clients' rights, privacy law, vendor license agreement, entitlements, and more. The bar is high before you can even begin the conversation.

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So You’ve Received a Letter from Software Compliance Group

July 22, 2015

If you received a letter from the Software Compliance Group (SCG) you are most likely a senior official in your organization. The reason for our letter is to foster constructive dialogue with your firm about a sensitive matter: unlicensed software usage.

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Sales Strategies that will Guarantee Revenue Recovery Results

April 29, 2015

Earlier this month, I participated in a webinar hosted by our partner Revulytics that focsed on the different approaches to license compliance that software companies can take. I discussed four main approaches that we use at SCG: inside sales, legal, audits, and raids, and explored client case studies that illustrated how those approaches work in practice.

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Sometimes You Have to Raid

April 16, 2015

Carrying out a successful software compliance raid can sometimes require mountains of paperwork and an understanding on how to navigate the legal waters of each region. 

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The Right Escalation Process Will Get the Right Results

April 14, 2015

We often say that you want to approach your customers with a carrot, not a stick. By creating an escalation process, you can minimize any negative impact on the relationship.

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Piracy in BRIC Countries Grows 68%

April 09, 2015

Focusing on easier-to-convert regions like North America and Western Europe can absolutely help you drive new license revenue fast (the United States is a top three offender for unpaid software use), but if you want to drive next-level revenue, you need to have a revenue conversion plan for emerging markets.

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