Owing much of its success to the work of resellers, software company Peregrine is aiming to take advantage of the high demand for compliance solutions.
Andy Wilkinson, Peregrine vice president and general manager Asia-Pacific, says the company’s growth markets in New Zealand are in asset management and governance due to compliance requirements.
“Governance has become a huge thing and Peregrine currently occupies that market space,” he says.
Following a massive restructure in 2002 the company sold off its non-core areas to concentrate on service and asset management.
Wilkinson says that while the channel model has been in use in the Australasian region for a number of years, it’s only recently that Europe and the US have started to put in place alliance teams.
“The alliance model is a premium way of getting to the market so Europe and the US are moving away from direct sales towards resellers.”
Wilkinson says the reason for this is because resellers benefit from far more customer loyalty than vendors do.
“It’s not just the smaller market either; even larger organisations don’t always want to buy from vendors. Resellers have far more knowledge and are capable of maintaining long-term relationships with their customers.”
Peregrine released its AssetCenter 4.4 software package last month, which the company says can reduce overspending on licences and lower costs associated with software audits.
Analysts say software asset management is one of the key components in establishing an effective IT operating practice and, according to Gartner, less than 10% of its customer base is engaged in software asset management programmes.
AssetCenter 4.4 includes asset tracking, expense control and process automation and will be sold through Peregrine’s local partners, Wellington-based Optimation and Hamilton-based CBA Consulting.
On a global level the company has partnered with IBM, EDS and Unisys to resell its software and has collaborated with IBM Tivoli to produce its ServiceCenter product.
ServiceCenter allows the distribution of new software across an organisation and integrates with professional services.