Archive for August, 2010

Ohio is turning upside-down it spending right-side up

August 31st, 2010

Two years ago, technology spending in Ohio was upside down. The state government spent 70 percent of its annual IT operations on maintaining infrastructure – servers, storage and network hardware – and just 30 percent on maintaining software applications. During his first days on the job, Ohio Gov. Ted Strickland realized that the state government needed an efficiency overhaul. Strickland engaged

The Hackett Group, which provides strategic consulting services, to conduct a benchmarking study of Ohio’s government operations. Upon conclusion of Hackett’s study, Strickland ordered a series of changes, including IT modernization, and tasked Department of Administrative Services Director Hugh Quill with implementing them. Responsibility for IT improvements ultimately fell to Quill’s assistant director, state CIO Sam Orth.

Orth, who had just been appointed to the CIO position, recognized the tremendous task that lay before him. With most of its IT operations costs locked up in infrastructure maintenance, the state struggled to cope with rising citizen expectations and growing budget challenges.

“We should be investing 70 percent in maintaining applications and 30 percent in maintaining infrastructure,” said Orth. “I don’t think taxpayers in Ohio care about what kind of servers, storage networks or e-mail systems we have. What they care about is education, jobs and health care.”

As the recession began to hit, state IT executives came under growing pressure to cut costs. In January 2008, state agency CIOs were asked to slash technology spending by 30 percent – a total reduction of $240 million statewide. Clearly Ohio needed a strategy for reducing the amount of money it spent on buying and maintaining computer hardware.

Part of the solution was a statewide consolidation initiative that would replace costly physical servers with flexible virtual servers. Using sophisticated server virtualization software from VM ware, Ohio government could dramatically cut IT maintenance and energy expenses – and it could acquire the agility it needed to quickly respond to new business challenges.

“Our move toward server virtualization is a way to rebalance our IT investments,” Orth said. “It helps reduce infrastructure costs, freeing up capital to invest in new applications and other needs.”

Rethinking Conventional IT

Like many states, Ohio operates a highly federated IT environment. Before the consolidation began, Ohio’s 110 largely autonomous agencies, boards and commissions ran more than 5,000 individual servers. The huge array of computer hardware translated into complexity and cost.

To help identify cost-saving opportunities, Ohio turned to an advisory council of CIOs from multiple state agencies. The council identified 126 strategies for cutting IT spending, and server consolidation was at the top of the list. The state then assembled a working group to focus on server virtualization, hammering out standards, guidelines and practices for the transition.

“The math is pretty straightforward,” Orth said. “In an environment like ours where you have 5,000 physical servers across the government, if you consolidate 60 percent of them, you can eliminate upward of 2,500 servers. So that’s substantial.”

The initiative kicked off last year with 26 of the state’s largest agencies participating. Ohio took several steps to ease the agencies’ shift to the new computing paradigm. For instance, a server virtualization help desk was created which offers planning and estimating tools, procurement assistance and extra resources. The initiative also consolidated buying power to negotiate state discounts with VM ware, making those discounts available to any state or local jurisdiction. Agencies used VM ware’s Capacity Planner tool to gather information about their current server environment and estimate their requirements with the new technology. A dedicated VM ware technical account manager also was assigned to help agencies complete the move. Nearly 70 planning sessions were held with the participating agencies.

Efforts like these are crucial to the success of Ohio’s virtualization initiative, Orth said, because the move toward having multiple virtual servers run on a single piece of server hardware is a dramatic change from conventional IT thinking, in which a one-to-one relationship between physical servers and software applications is the norm.

“We’ve had our heads organized around a certain paradigm for 20 years, so we really had to invest in understanding the requirements and implications of server virtualization – not just from the business perspective, but from the practitioners’ perspective,” he said. “With an environment the size of ours, we had to enable and foster the change.”

Virtual Environment, Real Benefits

Since launching the consolidation about a year ago, Ohio has virtualized nearly 1,400 servers, or almost 30 percent of the servers operated by the 26 participating agencies. Orth estimates that those virtual servers will cut IT costs by more than $10 million over the next three years. Virtualizing just 60 percent of the remaining physical servers will net additional three-year savings of $16 million.

“The payback is substantial and you can achieve it in a quick amount of time,” he said. “And these are extremely conservative estimates.”
Indeed, a report from technology analyst ID C says that organizations may be able to consolidate 80 percent or more of their physical servers using virtualization technology. “Encapsulating multiple physical servers into a single consolidated server through virtualization enables cost and resource efficiencies, including a reduced consumption of physical floor space in a data center,” according to the report.

“Today’s use of virtualization technology allows IT professionals to automatically manage the resources of a physical server to efficiently support multiple operating systems, each supporting different applications.”

Tim Stephan, senior director of product marketing for VM ware, said the typical server running a single application often uses less than 10 percent of its computing capacity. By using computing power more efficiently, virtualization technology can enable a single physical server to run 10 to 20 virtual servers. “You can increase the utilization of a physical server from 8 percent to 80 percent very safely,” he said. “You’ll realize no performance impact and you’re able to deploy, configure and maintain virtual servers much more easily and effectively than you would in a physical environment.”

In Ohio, virtualization is paying off in a number of different ways. Reducing the amount of server hardware has cut capital expenditures and ongoing maintenance costs associated with operating physical devices. It also has lowered power consumption by reducing the amount of electricity consumed by physical servers and cutting the energy needed to cool the data center where they are housed.

This was a boon for Ohio, where the uninterruptible power supply in the state’s primary data center is taxed nearly to its limit. So far, 180 physical servers have been removed from the facility, reducing power consumption by 105 kilowatts annually and generating an estimated $255,360 in energy savings over the next five years.

“That translates into a carbon reduction of 8,667 tons per year,” added Orth. Ohio’s virtualization efforts even earned the state a $38,000 power rebate from a local utility company.

Faster Deployment, Better Business Continuity

Beyond these savings is a dramatic improvement in business agility. Tasks that once took weeks or months can now be accomplished in hours or days, Orth said. “The bottom line is that you’re really able to move from concept into production a lot more quickly in a virtual environment.”

In the old environment, deploying a new application – whether it was to meet federal requirements, solve a business problem or launch a new citizen service – meant engineering and procuring new servers, configuring them, loading the operating system and application, and testing them to ensure everything works. In a government setting, buying the hardware alone could take weeks or months.

In a virtual environment, server resources can be quickly allocated to support new applications. “You’re just essentially turning on a new virtual machine in your server cluster,” Orth said. “It really makes server deployment a lot more flexible from the business perspective, because you can respond to the business much more quickly when the need for new applications pops up.”

The same is true for disaster recovery and business continuity. Virtualization dramatically cuts costs and improves resiliency compared with traditional methods. VM ware technology automatically shifts applications from one physical server to another to compensate for failing equipment or to accommodate system upgrades and maintenance. This reduces the need for duplicate disaster recovery hardware, and protects critical systems from interruption.

“The fact that a server is reduced to a file that contains the operating system, the application and the data greatly enables disaster recovery and high availability,” Orth said. “It allows you to share underlying physical resources, so that if the primary production environment is lost, it automatically fails over to the secondary environment, and users don’t know anything went wrong.”

By contrast, restoring applications from a tape or disk to new physical hardware can be a much longer process. “Reinstalling the operating system, the application, the data, testing it and putting it back into production – that all takes time, which can be detrimental to the business depending on the criticality of the application,” Orth said.

On the Road to Statewide Cloud Computing

Besides its immediate benefits, virtualization positions the Ohio state government for the future. The current initiative forms the foundation for cloud computing and shared services efforts that will further boost efficiency and effectiveness.

The Ohio Department of Administrative Services’ Office of Information Technology is building capacity to host shared infrastructure services that can be consumed by multiple state agencies, eliminating duplicative hardware and applications. The state also is investigating emerging virtual storage technology, which could dramatically improve data storage flexibility and reduce expenses.

“These are the building blocks of a statewide government cloud,” said Orth, adding that network upgrades are under way to strengthen agencies’ ability to use cloud-based applications. “We’re not going to get there overnight. But that’s the direction we’re going.”

In the meantime, Orth continues to help turn Ohio’s upside-down IT spending right-side up. With the help of VM ware’s server virtualization technology, the state steadily is reducing the amount of money it spends on IT infrastructure support, allowing it to invest more in innovative and cost-effective services.

“We always have to remember that servers aren’t really about wire, plastic and silicon in a box,” he said. “They’re devices that provide applications to the end-users – the business agencies and citizens. As IT professionals in government, that’s the value we need to deliver.”

Source:http://www.govtech.com/gt/case_study/769533?story_pg=1

Security-as-a-service growing

August 31st, 2010

When you ask IT professionals if they use cloud computing or software-as-a-service, most start by saying “no”. But if you ask some follow up questions, you will quickly find out about “that one application” that is a SaaS application.

In security, this effect is even more pronounced. Companies don’t think they use security-as-a-service or “cloud” security. Yet, many do, in the form of messaging security: e-mail antispam and antivirus. This type of security outsourcing, where security is delivered as a service from the cloud and without on-premise hardware, is growing 12% year-on-year. It’s becoming a great outsourcing option for companies that lack the skills or do not want to retain and maintain the skills in some security function.

Of course, not all security functions are suitable candidates to move into a cloud environment. Messaging security is particularly suited to cloud delivery for two reasons. Firstly, e-mail travels through external gateways anyway, so security professionals don’t have to worry too much about putting their data “out there”. Secondly, e-mail transmission has variable latency measured in minutes, so adding an external gateway won’t delay things noticeably.

In our research we’ve found that e-mail antispam accounts for the vast majority of cloud-based security services. Of those companies using some form of security-as-a-service, 84% used e-mail antispam services. Antivirus was the second most common with 42% share among security-as-a-service users. Other services include cloud-based firewalls, intrusion-prevention systems (IPS), protection against distributed denial of service (DDoS) and vulnerability scanning.

Many of the above-mentioned security services are well suited to cloud delivery. Controls like firewall, IPS and DDoS protection are best applied on the far side of an Internet or WAN connection as they result in a reduction of transmitted data. Filtering the unwanted traffic means less traffic to carry across expensive links and less pressure to upgrade congested links. Another advantage of cloud delivery is the external perspective of the service provider, as is the case with vulnerability scanning, where those buying the service want to know what vulnerabilities are visible from the outside (this is often a specific regulatory requirement).

So why are companies buying security-as-a-service or “cloud” security? As with most outsourcing, there are a number of business drivers that may be influencing the decision to purchase these services. Conventional wisdom would point to “cost” as the top reason and as in many other situations the conventional wisdom is wrong. In fact, the primary driver for adoption of security-as-a-service is that companies see these external services as more effective than in-house solutions. Antispam for e-mail is a good example — it’s at the front lines of the security “war” and involves constantly changing attacks and countermeasures. What worked a few months ago and gave your company pristine mailboxes will almost certainly result in a tsunami of spam a few months later. So hiring, retaining and re-training people to fight this battle is expensive and less effective than hiring an external company to do it for you.

Cloud computing has already arrived for security. It’s often overlooked because antispam-in-the-cloud may not be as glamorous as “cloud computing” implies, but it is a practical, effective and cost-effective solution.

Source:http://www.computerworld.com/s/article/9182880/Security_as_a_service_growing?taxonomyId=85

CA technologies to acquire arcot systems, inc., a visionary in fraud prevention, advanced authentication

August 31st, 2010

CA Technologies today announced it has signed a definitive agreement to acquire privately-held Arcot Systems, Inc., a leader in providing advanced authentication and fraud prevention solutions through on premises software or cloud services, in an all-cash transaction valued at $200 million.

The acquisition of Arcot adds visionary technology for fraud prevention and advanced authentication to CA Technologies leading Identity and Access Management (IAM) offerings.

Arcot’s solutions – delivered as cloud services or deployed on premises – help prevent fraudulent transactions for about one million online credit card transactions each day. In addition, by combining Arcot’s technology with CA Technologies market-leading CA SiteMinder portfolio, the company will provide advanced capabilities to help customers further reduce risk, support regulatory compliance and confidently secure business transactions.

“Arcot brings to CA Technologies a strong business in fraud prevention and unique capabilities in advanced authentication using a software-only approach,” said Dave Hansen, general manager for the Security business at CA Technologies. “This acquisition adds industry-leading technology that extends the breadth and depth of our strong IAM portfolio and gives our customers more first-class options for securing their Web-based business.”

The acquisition builds on CA Technologies cloud security strategy, providing the on-ramp to accelerate its delivery of IAM solutions as a comprehensive service from the cloud. The CA Technologies cloud security strategy is a three-fold approach: enable organizations to extend existing on-premises IAM systems to support cloud applications and services; provide IAM technology to cloud providers to secure their services – whether public, private or hybrid; and enable IAM services from the cloud.

In addition to helping customers leverage the value of cloud computing, this acquisition is compelling from several market perspectives:

• The Advanced Authentication market, a segment of the overall IAM sector, is expected to grow at low double digits over the next four years. The transaction is expected to drive new revenue streams for CA Technologies IAM business by growing Arcot’s eCommerce transaction business and growing sales to managed service providers that serve emerging enterprises. • The synergies and customer benefits gained by combining solutions from Arcot with leading IAM solutions from CA Technologies, open strong cross-sell opportunities into both companies’ existing customer bases, as well as opportunities for net new sales. • The acquisition fast-tracks CA Technologies IAM cloud service offering, with 120 million identities already verified using the Arcot technology today.

“Identity is a critical area for security whether you’re talking about in-house or the cloud, and with 120 million identities verified by our solutions today, we bring a strong, solid recurring revenue base as well as sources of new growth opportunities for CA Technologies,” said Ram Varadarajan, President and CEO, Arcot Systems, Inc. “Arcot’s strong established knowledge and expertise in core security and fraud prevention technology — coupled with IAM solutions from CA Technologies — will offer robust capabilities to our numerous shared customers, particularly in the financial industry.”

Arcot’s business features a subscription-based model, with almost 90 percent of revenue recurring and nearly 100 percent customer retention rates. Arcot has been cash-flow positive since the second quarter of 2009, which ended June 30, 2009.

The all-cash transaction is expected to be dilutive in fiscal 2011 to CA Technologies GAAP earnings per share and slightly accretive to non-GAAP earnings per share. The transaction is expected to close by the end of CA Technologies second fiscal quarter, ending September 30, 2010, and is subject to certain regulatory approvals and customary closing conditions. Founded in 1997, Arcot is a recognized visionary in the Web fraud prevention sector. With 35 patents awarded and pending, Arcot co-invented with Visa the 3-D Secure protocol for online payment security.

Source:http://www.cfoworld.com.au/mediareleases/11253/ca-technologies-to-acquire-arcot-systems-inc-a/

Software patents hurt everyone,but especially SMBs

August 31st, 2010

Software patents have figured prominently in the news in recent weeks, thanks not just to Oracle’s attack on Google but also–more recently–to Paul Allen’s breathtaking multi-victim onslaught.

Then, too, there’s Microsoft’s petition to the U.S. Supreme Court to overturn the momentous loss it sustained in i4i v. Microsoft.

Taken together, all this recent legal action provides a vivid illustration of many of the problems plaguing the U.S. patent system today. Software patents do far more harm than good to both the industry and consumers, and they put small and medium-sized businesses at a particular disadvantage.

What’s the problem with software patents? It’s hard to know where to begin.

1. Furthering Monopoly

Software patents let companies such as Oracle buy up patents on technology created by others and then launch lawsuit after lawsuit as a way to generate revenue. This is what it means to be a “patent troll,” and it’s of course motivated by the huge sums that have been awarded by the courts in the past. It also puts the advantage squarely in the hands of the industry’s monoliths, which are the ones with deep enough pockets to acquire and assert all that intellectual property.

2. Hindering Innovation

By their very definition, patents reduce the sharing of new ideas. In the software industry–which relies on just that kind of diffusion to spur further innovation–that’s particularly destructive. Software patents frequently have very broad or vague boundaries, making it highly unclear where the patented piece of a program begins and ends. Frequently, software patents cover what can be considered the equivalent of a sequence of notes in a piece of music; imagine if that were to happen in the music world!

It has also been historically very difficult for patent offices to judge patent quality, or to realize when a patent application is too broad or covers something trivial.

3. Cost and Time

Patents are extremely expensive, and the examination process takes a very long time. Not only are the costs extremely high to determine if a particular piece of software infringes any issued patents–thereby reducing the funds companies have available to spend on R&D–but the results are highly uncertain, and take a ridiculously long time. Patent applications are often not disclosed until the invention becomes widely used, so developers frequently have no way of knowing if a useful new idea may become patented in the future–potentially after they’ve begun to use it.

4. Harming the Little Guy

For all of the above reasons, software patents have the most deleterious effects on small and medium-sized companies, whose funds for clearance searches and licensing fees are more limited and which probably have smaller patent portfolios of their own. Yet the smaller companies are also often the ones with the most innovative new ideas. Because of the patent system, promising new ideas can be nipped in the bud or bled to death through patent litigation.

5. Harming Consumers

Consumers, however, ultimately pay the heaviest price–both in terms of the costs of the software that does make it to market (think pharmaceuticals here, and the way R&D costs are recouped through high prices), and also in terms of the potentially life-changing software that *doesn’t* make it through. The software that does make it through is also likely of a poorer quality than it would be otherwise, since no one besides the patent holder is allowed to improve it. It’s no wonder the Electronic Frontier Foundation maintains a list of software patents it wants to see “busted.” [http://w2.eff.org/patent/]

Copyright is far preferable to patents when it comes to software. Because it applies to a written expression of an idea, it has clear boundaries; and what good, after all, is a new idea without a clever implementation of that idea? Expression is at least half the game. Copyright is also relatively inexpensive, and much more conducive to the sharing of ideas.

Copyright is, in fact, put to work in the GNU General Public License (GPL) that’s espoused by the Free Software Foundation and frequently used to protect open source software. Essentially, the GNU GPL ensures that licensees share their code by stipulating that not doing so breaches the GPL and results in a loss of protection against copyright infringement claims.

If there was any doubt left that the patent system for software is profoundly broken, Oracle and Allen have surely put those concerns to rest. Allen’s move, in particular, seems almost a challenge to the U.S. Patent and Trademark Office — if this isn’t the time for reform, I don’t known when would be.

In the meantime, businesses and consumers alike can protect themselves and the future of innovation by choosing free and open source software. It’s free in every way that counts.

Source:http://www.pcworld.idg.com.au/article/359056/software_patents_hurt_everyone_especially_smbs/

NetApp, Syncsort team up on data protection

August 31st, 2010

NetApp and Syncsort are bringing storage and data protection together in a single product, NetApp Syncsort Integrated Backup, to offer quick backup and restoration of an enterprise’s data.

Syncsort is a longtime provider of data protection software, and its products have already been integrated with NetApp’s storage systems in some large organizations, including the U.S. Marine Corps, according to Syncsort Chief Marketing Officer Sean Ford. Delivering the two together will make the technology easier to buy and to configure in small and medium-sized enterprises, he said.

The Integrated Backup product combines Syncsort BEX data protection software, NetApp Protection Pack software and NetApp FAS2040-series disk systems. It is set to be announced on Tuesday at the VMworld conference in San Francisco and will be available immediately through distributors Avnet Technology Solutions and Arrow ECS, which between them supply products to about 800 resellers, Ford said.

Together, the technologies offer a range of options for backing up and restoring data, including capturing quick snapshots, maintaining a mirror of the content at a remote site and creating a new virtual machine that accesses the backup data to keep an application going. The last feature is designed to let companies get their systems back up in just a few minutes by putting off the process of restoring data to its primary location, Ford said.

“What we give you is the luxury of planning that. … You’re driving the disaster instead of the disaster driving you,” Ford said.

Because it only backs up the data from a server once, the NetApp Syncsort system can reduce backup times by as much as 95 percent, from about three or four hours per server to five or 10 minutes, Ford said. It can cut restoration time similarly, he said.

The product also takes advantage of NetApp’s software, including its data deduplication capability, which reduces the amount of space required to back up a given file.

Medium-sized enterprises, between 100 and 1,000 employees, may have the most to gain from the integrated product, according to Enterprise Strategy Group analyst Lauren Whitehouse.

“Data has to be protected, no matter what size company you are,” Whitehouse said.

They often use backup systems that run at a set time and back up more data than they need to, she said. These programs can be unreliable and time-consuming, getting held up because a file is still open or a tape drive isn’t ready. As the enterprise accumulates data, the time window required for a full backup grows longer.

The product might also help large enterprises simplify data protection at branch offices, Whitehouse said. With one disk array at the main site and another at the remote site, Integrated Backup could mirror the data, she said. All-in-one systems are ideal for branch sites, where there may be limited on-site IT support, she said.

The NetApp Syncsort product is available in nine standard configurations. The entry-level configuration carries a list price below US$70,000, not including maintenance, for 8TB of usable capacity. The largest standard configuration can use 68TB of capacity for less than $7,000 per terabyte. Beyond the standard configurations, the product can scale up to hundreds of terabytes, according to SyncSort.

Source:http://www.cio.com.au/article/358972/netapp_syncsort_team_up_data_protection/?fp=4&fpid=56491

New entry into cloud computing

August 31st, 2010

Rackspace Hosting Inc. has a new competitor in the cloud computing market on which the San Antonio company is trying to put its stamp.

There will be some overlap between Rackspace’s offering and the new software, and an analyst said it means Rackspace has a potential competitor or a potential partner in cloud computing depending, on how the companies choose to go forward.

VMware Inc., a virtualization software company based in Palo Alto, Calif., announced Tuesday the release of its own cloud computing software. VMware’s virtualization software allows companies to run multiple operating systems at the same time. Cloud computing allows them to more efficiently manage their servers or cheaply rent server space.

Companies can purchase VMware’s vCloud Director to set up their own private clouds. Because VMware already is used by companies with systems that would be a fit for cloud computing, it’s well positioned to get into the market.

“With the popularity of VMware and maturity of the company, I’m sure it’d be on the private-cloud shortlist,” said Michael Coté, an analyst with RedMonk, in an online chat.

VMware enters the market about a month after Rackspace’s latest move to become a driving force in cloud computing. The company in July launched OpenStack, its open-source cloud computing software, in conjunction with NASA and commercial developers. Cloud computing is Rackspace’s fastest-growing segment, accounting for $23.2 million, or 12 percent, of its second-quarter revenue.

With the launch of OpenStack, Rackspace was trying to set a standard for cloud software and to challenge Amazon Web Services, which dominates the market, Coté said.

“They see cloud as a huge part of their future, so they want to cement themselves in,” he said.

Unlike VMware’s vCloud Director, OpenStack is free and can be manipulated by users.

While OpenStack is free, users will be inclined to pay for other Rackspace services, like “bursting,” which allows them to pay for metered server space on Rackspace’s cloud when their own servers are at capacity, said John Engates, Rackspace’s chief technology officer.

“People are now using the same software that we use in our cloud, so it becomes a very easy move if they start using our cloud services,” he said.

Engates said that while there will be some overlap in companies interested in OpenStack and vCloud Director, most of the companies wanting to build their own private clouds with OpenStack are larger than those VMware serves. He also said Rackspace would welcome VMware’s contributions to OpenStack.

Coté said it’s unlikely VMware will contribute to OpenStack, but the two might collaborate in other areas.

“VMware and Rackspace could be good friends in the cloud area, or they could compete with each other,” he said. “I’m not sure which option they’ll choose. Rackspace already does a lot of partnering with VMware in its hosting business, so they have nice revenue streams to be friends around.”

Source:http://www.mysanantonio.com/business/local/new_entry_into_cloud_computing_101925168.html?showFullArticle=y

“All-you-can-eat” software licensing can give you indigestion!

August 31st, 2010

Whether you call them “enterprise-wide”, “site licence”, “all-you-can-eat”, or “strategic”, all involve unlimited software licence use in one way or another. If you are involved in these unlimited software licence deals, no matter what they are called, you may be leaving a lot of money on the table unnecessarily and as a result, suffer from chronic indigestion.

Of course, it is always better to do the deal, and get the cash, than to leave money on the table. But if you are going to do the deal, either get paid the amount YOU think is fair or make sure you get something in return. An unlimited software licence doesn’t have to mean an unlimited everything-else deal.

When a prospect asks for an unlimited software licence deal, price isn’t the only response. Recognize there are many dimensions to a deal so look for ways to pull out value and costs to make sure the money you receive is in line with the value your software delivers.

Prospects wanting unlimited software licence use shouldn’t be given a perpetual licence. Unlimited perpetual licence deals limit a vendor’s upside to add-ons. Instead of a perpetual licence, consider using a limited-term licence, a.k.a. subscription licence. If you are going to get “hosed” make sure you know how long that situation will continue. Even all-you-can-eat buffet restaurants aren’t open 7/24, 365 days a year.

Don’t rely on maintenance and support fees (M&S) associated with the unlimited perpetual licence either. Make sure M&S is priced correctly based on the level of support and the maintenance hassles you might encounter. The typical “X-percent-of-licence-fee” may not even cover your costs.

If you get squeezed in M&S, consider reconfiguring your traditional maintenance and support offering. Can you offer second level support? What about per-incident pricing with a guaranteed minimum? As for upgrades and product updates, forget about them – updates maybe – but upgrades are out.

Another way to deal with all-you-can-eat unlimited software licences is to extend the range of volume discounts.

Suppose a multinational company wants to use your products in multiple subsidiaries and multiple locations within each subsidiary. To make sure you are being paid fairly, develop a discount structure that will encourage customers to pay fairly.

Start with a volume discount schedule that maxes out at a reasonable (large) number of users. Offer a site licence price that is beyond the maximum number of users. In addition to the site licence price, offer multiple-site licence prices that are also suitably discounted. Then provide an enterprise-wide licence price that is beyond the multiple-site licence discount schedule and is an amount you would accept.

Even if the customer is unwilling to pay what you ask, you have provided a framework for establishing a price you think is fair while offering the customer less costly options.

But frankly, we’ve found no one is really empowered to do an enterprise-wide deal especially in a huge multinational company. Sometimes the enterprise-wide deal is a way to avoid licence administration. If that is the case, either make the administrative tasks easy or do the work for the customer if you can. In general, though, a request for an unlimited deal is really just part of the negotiating dance and the more you have heard the music the better you can dance.

Regardless of how you configure the unlimited deal, make sure you are gathering information about software licence usage even if the customer is paying a flat fee. It is essential to gather usage data so you know what an unlimited deal really means and what it is costing you so you use this experience to price other deals appropriately and, possibly, avoid unlimited deals altogether.

We’ve described a few ways to deal with “all-you-can-eat” software licensing deals. How do you respond to your customers or prospects who want them?

Source:http://www.cambridgenetwork.co.uk/news/article/default.aspx?objid=73861

Get Adobe Flash playerPlugin by wpburn.com wordpress themes