NETIQ, parent company of Marshal Software, has announced a 25-user licence product in a move to tap into the SME market.
“The previous entry level into purchasing MailMarshal was $2490, plus a first-year maintenance fee of $448. That is almost $2938 — that would have been the minimum to purchase our product,” says David Taylor, ANZ NetIQ regional director of sales.
This was a deterrent to smaller organisations which had expressed interest in the product but shied away as they felt it was too costly, he adds.
Consequently, the vendor changed its strategy. “As a company you’re faced with two choices; you can either offer a reduced price with reduced functionality or the other way (which we’ve actually gone), and said let’s leave the product as is and provide a first-rate product and reduce it from a 75-user minimum to 25 users. This is what we’ve basically done; it’s $1442 for a 25-user license and $259 maintenance so its $1700 dollars. So ... looking at the same group of people it’s just over $100 per unit cost, so that gets much more affordable for those smaller organisations.”
Taylor believes the change will have a significant impact on the local market, as “we get a lot of enquiries then people shy away from a pricing point of view. But they now get the benefits of buying it at a lower price and get all the protection they need.”
ED sales manager Paul Plester has welcomed the move. “We expect this to give a significant boost to the New Zealand market,” he says.
Meanwhile, the transition of organisations which previously dealt direct with NetIQ but which are now dealing with Express Data has been seamless. “Express Data is a quality organisation and an aggressive organisation,” Taylor says.