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Veritas offer licensing revenues to channel

Veritas offer licensing revenues to channel

Veritas has announced a new program that will give a select band of its resellers access to licensing renewal revenues.

The Veritas Renewals Program is only open to its Enterprise Authorised Elite partners. These include Commander, Dimension Data, StorageTek, Volante and XSI Solutions.

The program applies from April 1 for Elite partners that have a Veritas Certified Engineer.

Veritas' Premier partners are also eligible in the US but the vendor has no plans to follow suit in Australia, according to its regional director of channels and alliances, Archie Wilson.

"Only some [Elite] partners were eligible in the past but we're falling into line with worldwide operations," he said. "This means all Elite partners can do renewals and offer support.

"The only difference between Premiers and Elites is that the latter do more business with us and deal direct, whereas the others go through distribution."

The announcement was welcomed by Volante national storage practice manager, Paul Harris.

"One of our core strengths is licensing renewal business so we would hope that revenues would be accelerated by the program," he said.

However, StorageTek channel account manager, Mark Edwards, said the jury was still out on the program. StorageTek does not usually sell licensing because its resellers procure software through distribution.

"It would have to be really worth our while to change," Edwards said.

Veritas is also pushing its upgrade program, which Wilson said would create further revenue streams for the channel.

Upgrades from Veritas Backup Exec 9 to 10 were free, but jumping a version involved licensing fees and frequently spin-off services work, he said.


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