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Safenet looks to ISVs for growth

Safenet looks to ISVs for growth

Anti-piracy vendor, Safenet, is on a recruitment drive for independent software vendors (ISVs) in the Asia-Pacific region.

The company plans to divert from its 20-year direct sales strategy in Australia by recruiting ISVs with a security background to push its products, US-based product management director, Charles Baumert, said.

Safenet produces a range of hardware dongles - external devices designed to secure software packages by providing copyright and privacy protection. These are in contrast to software locks, which are embedded into the application. It also produces a software lock product for lower-end applications.

Safenet previously sold its products in Australia directly to the developer comunity because they had to be coded into the software before it is sold to end-users.

However, Baumert said the vendor now wanted to switch to a reseller model, as it had done in many other countries, in order to improve its market reach. License management products generated hidden revenue for ISVs, Baumert said.

"Resellers only need to ship once and use license management to control features, modules and trials," he said.

The vendor would concentrate on specialist reseller relationships rather than create a distribution channel for its devices, Baumert said. In particular, it was looking for local software developers in the areas of computer-aided design and factory process management.

Safenet customers in the region include Fox Technologies, Printsoft and specialist hydro software developer, XP Software. XP Software vice-president of product development, Suresh Mudaliar, said his company used hardware USB dongles in preference to software locks as they were more flexible for customers in terms of running the same application across different machines.


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