IN a further boost to its licensing business, Express Data has won the exclusive distribution of Citrix’s new Online Business product.
Paul Plester, Express Data general manager sales and marketing, says that while the subscription-only product has never been sold through the channel, there is already a high level of excitement around it.
“This is effectively a new market segment and as such we’re unsure of the size of the opportunity. So far there has been a gratifying level of interest, not just from our online resellers but also enterprise players such as Datacom and Computerland,” he says.
Plester believes his company won the tender based on its experience in annuity products and says Citrix Online Business will fit seamlessly into Express Data’s annuity tool which has been running successfully for nine months.
Licensing for the product is non-perpetual — the annual fee is for usage and doesn’t include ownership of the core licence — and Plester says it will be important for his staff to get out and ensure the customer renews the licence.
In Plester’s opinion licensing is the way of the future and it already represents half of Express Data’s business.
“More and more software vendors are looking at subscriptions-based licensing, including Microsoft, and the fact that Express Data has players like Citrix onboard will stand it in good stead for the future.”