Revenera > Case Studies > Teradici's Successful Transition to Subscription Model Driven by IoT

Teradici's Successful Transition to Subscription Model Driven by IoT

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Technology Category
  • Infrastructure as a Service (IaaS) - Public Cloud
  • Platform as a Service (PaaS) - Application Development Platforms
Applicable Industries
  • Cities & Municipalities
  • National Security & Defense
Applicable Functions
  • Procurement
  • Warehouse & Inventory Management
Use Cases
  • Inventory Management
  • Time Sensitive Networking
Services
  • Hardware Design & Engineering Services
  • System Integration
The Challenge
Teradici, the creator of the PCoIP® remote display protocol, faced a significant challenge in transitioning from a hardware-based business model to a software subscription model. The company's initial offering was workstation cards that converted high-performance towers, blade servers, or rack workstations into a workstation that delivers high-end images to any remote location over affordable IP networks. However, as CPUs and GPUs became more robust, the company saw an opportunity to port its solution to run on software, offering more flexibility for customers and recurring revenue. The challenge was to implement a flexible licensing system across multiple products, centralize entitlement management for automation and data gathering, and integrate with Salesforce.com and the cleverbridge ecommerce platform. The company also aimed to improve order processing, increase operational efficiencies, and offer an ecommerce channel.
The Customer
About The Customer
Teradici is the creator of the PCoIP® (PC-over-IP) remote display protocol, delivering desktops and workstations from the data center or public cloud to end users with the highest levels of security, responsiveness, and fidelity. Teradici CAS remoting software powers the most secure remote solutions with unparalleled performance for even the most graphics-intensive applications. The company's technology is trusted by leading media companies, design houses, financial firms, and government agencies and is deployed to more than 15 million users around the world. Initially a hardware company, Teradici transitioned to a software subscription model to offer more flexibility for customers and recurring revenue.
The Solution
To meet these challenges, Teradici selected Revenera’s licensing solution for its PCoIP Management Console and Teradici CAS, the company’s flagship end-to-end remoting solution. Revenera’s entitlement management solution became central to Teradici’s software monetization efforts, automatically managing both the provisioning process and interaction with the licensing technology used in its software products. The solution integrated and automated with Salesforce.com, cutting order processing time by half and increasing the accuracy of orders. Customers gained the flexibility to manage their own licenses through Revenera’s customer entitlement management portal. An accelerated fulfillment process was achieved through the integration of the entitlement management system with a cleverbridge-hosted ecommerce store, serving the needs of customers who want a smaller number of licenses and those who want to buy a single license to have a supported trial experience.
Operational Impact
  • The transition to a software subscription model and the implementation of Revenera’s licensing solution led to significant operational improvements for Teradici. The flexibility of the licensing model allowed Teradici to meet a wide range of customer demands, especially during the pandemic when many employees were working from home. This was particularly beneficial for media and entertainment customers who needed to keep media stored securely and centrally but often had cross-functional teams, contractors, and vendor-partners around the world sharing and collaborating on files. The integration with Salesforce.com and the cleverbridge ecommerce platform streamlined processes, made them more efficient and accurate, and allowed the business to run more smoothly. Data from Revenera’s entitlement management solution is now leveraged across the organization, enhancing product management, customer support, and sales operations.
Quantitative Benefit
  • Year-over-year, triple digit business growth by moving from one-time hardware payments to recurring revenue software subscriptions
  • Cut order processing time in half and increased the accuracy of orders
  • Automation of order fulfillment process and improved renewal process

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