Flexera Software vice president, APAC, Tom Canning.
1. Key channel plays for 2015?
Our customers win when our Software License Optimisation solutions deliver massive savings by ensuring continual software license compliance and optimisation – so companies are buying only the software they need and using what they have. This is an important value proposition when you consider the constantly changing technology backdrop. Our channel serves as trusted partners, marrying their skill and expertise with our market-leading solutions to deliver the strategic value and ROI expected of us.
2. Key technology for 2015?
We’re seeing two major trends. First, the massive expansion of environments in which enterprises are running software – Cloud, virtualisation and mobile, for instance. We’re also seeing rapid expansion of the licensing models enterprises want to choose from as they purchase software – perpetual licenses, subscription, usage based, etc. This necessitates better people, processes and Software License Optimisation technology to manage the software license estate and to control costs, waste and limit risk exposure due to software license audit “true-up” penalties organisations face when they fall out of compliance with their software agreements.
3. Key message to the channel for 2015?
The problems our customers face require people, processes and technology to solve. This gives our channel the opportunity to serve as trusted, strategic advisors in consulting with the customer and implementing a solution aligned to its needs. Our partners are the lynchpin in this relationship and therefore they are critical to our overall success.
4. Key warning to the channel for 2015?
We are not just solving today’s problem – we offer a strategic solution that grows in value and ROI over time as the customer’s business grows and evolves. The channel must work with the customer on many different levels, demonstrating how value is being delivered today – as well setting the stage for ongoing success and protection from the bruising effects of change. This is more of an opportunity than a warning – as our ability to deliver instant, ongoing, evolving and growing value is what sets us apart from the competition.
5. Key to Flexera Software company for 2015?
Our success lies in not only solving today’s business need with respect to Software License Optimisation, but anticipating tomorrow’s trends and providing our customers with a pathway to success. So, as enterprises move from on-premises to virtual, cloud-based and mobile software – we are providing them with a Software License Optimisation pathway to optimize those investments. As customers acquire SaaS software or use licensing models that allow them to pay based on usage – we still have tools enabling them to optimise that spend. Through predictive analysis capabilities, we also empower customers to know ahead of time the financial impact of making different software buying decisions – so they won’t be caught by surprise after the fact by unexpected software license compliance problems, for instance. This is hugely important.
