Software Spectrum has capitalised on its global presence to snare a two-year deal with Australian multinational Pacific Dunlop to monitor and manage the company's volume licensing portfolio.
The Microsoft Select 4.0 VLM (vendor licensing management) agreement ensures Pacific Dunlop can buy Microsoft applications at a reduced rate.
However, the arrangement encompasses the licensing and management of Pacific Dunlop's software, including brands other than Microsoft, in more than a purely logistical sense. "We will get involved with Pacific Dunlop strategically and as we understand the nature of their business more we will be responsible for determining what software is used, how it is used and who by, and then be able to recommend the most appropriate solutions," said David Colvin, managing director of Software Spectrum.
Originally competing for the responsibility of Pacific Dunlop's Australian branch, Software Spectrum eventually sold its international capabilities and licensing experience to an initially reluctant North American subsidiary.
"Ansell, one of Pacific Dunlop's largest subsidiaries, is based largely in the US and the Asia-Pacific. Previously we have felt it prudent to leave the US out of our negotiations. The feeling was that the States could do better locally as opposed to signing on with a deal organised in Australia," explained Dirk Correll, commercial manager, network and desktop services, at Pacific Dunlop.
According to Colvin, the company overcame US scepticism in an extremely competitive environment. "Software Spectrum's global presence was a decisive factor in our selection. We have also demonstrated the reliability of the system with 400 of the Fortune 500 companies in the States using our Volume Licensing Program," Colvin said.
Correll agrees. "Software Spectrum offered a truly global solution, so we signed an agreement for the whole company through Software Spectrum's Melbourne offices."
Software Spectrum's international scope allows Pacific Dunlop the luxury of sourcing and purchasing software locally, with local currency, Correll added.
Previously having worked with Pacific Dunlop on an ad hoc basis, Colvin believes the two are now bound in a long-term strategic relationship.
"Pacific Dunlop is an organisation that is changing and growing on a global basis. We fit well together in this regard and our relationship can change to meet any future needs."