Borland has adopted an open licensing model for New Zealand where customers pay only for what they use.
Mike Lowe, a director of Activate New Zealand, which resells Borland, says this can mean the cost of using Borland tools might be 90 perent cheaper than buying them outright or even on a short-term lease.
“You might not sell as many perpetual licences but you’ll drive better use of the tools,” he says. Activate NZ, he says, influenced Borland into adopting the new model.
“If someone wants tools for a six-month project, say for 10 people, you now pay as you use them on a daily basis. Cost has previously been an inhibitor in New Zealand.”
This will empower the service partner community, he says. “They can now bundle the new model into their service offerings. Activate NZ has 12 service partners in New Zealand but “we’ll talk to anyone – maybe a contractor.”
The new model is geared around small markets, where Australia treats New Zealand much like a state.
It’s been incredibly well received, Lowe says. “Even with renting tools, the end date of a project often gets pushed out, making the rental more expensive.”
Tools are much of a muchness, he says. “You can’t separate tier one tools with a toothpick.”