Also, below is a transcript of the podcast episode:
Jim Hunt: Hello, this is Jim Hunt for Bramasol’s Insights to Action podcast series. Today. I’m really happy to have Carla LeJeune with us. She’s Senior Director of Outbound Product Management at SAP. Carla is a seasoned financial sales professional with over 20 years of experience and she’s expert in strategic sales initiatives, subscription based business models, and what we’re going to talk about today, Entitlements Management, Carla, it’s great to have you here. Welcome.
Carla LeJeune: Well, thank you. Thank you for having me, looking forward to it.
Jim Hunt: Certainly. Maybe if we could just start off with kind of a high level overview of what are entitlements and how do they fit into the Digital Solutions Economy?
Carla LeJeune: Sure. So entitlements are the “rights” that you’ll award to a third party when you establish an agreement with them for something. So, if you think about it, rights could be the right to access your software. If you’re selling software rights to access software on a particular hardware platform, and if you’re a company that’s now looking at expanding your product base to include embedded software in your hardware products. Or entitlements could be the rights to warranty. It could be the rights to training that’s associated with the software and hardware product. It could be the rights to support. So just think of an entitlement as the right to use by an end customer, or a partner or a company’s rights to use something that you are providing them based on an agreement you have with them, whether it’s a contract or a quote or a sales order.