Channel to gain from CA's new licensing plan

Channel to gain from CA's new licensing plan


Cheyenne, a division of Computer Associates (CA), has announced a new licensing scheme that could bring an end to the days of shipping enormous amounts of shrink-wrap software boxes.

Using CA's old licensing program to order products such as ARCserve with a 100-user licence, network managers would normally be bombarded with 100 separate boxes, each containing an identical manual and technical support details.

In adopting Cheyenne's strategy, CA has introduced a solution that can provide made-to-order licensing agreements for any number of users of any software.

What does this mean for local distributors and resellers?

It means distributors' costs will decrease significantly because all shipping and distribution will be handled directly through CA's warehouses, and by reducing the time between ordering and delivering. The reseller will see the product in the hand of the consumer much faster than before.

The Cheyenne solution also provides a previously unobtainable revenue source considering CA has prided itself as a direct seller.

According to David Thrum, CA's assistant vice president, the vendor's plan is to conduct 50 per cent of its entire operations through the channel.

"Our corporate objective is to do $2Ð3 billion worth of business through the channel this year," he said.

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