Fighting piracy can make VARs money

Lack of software licensing knowledge by businesses provides VARs with an opportunity, says Ram Dhaliwal

Ram Dhaliwal

A recent survey by GfK NOP reveals that 97 per cent of UK companies believe all the software on their systems is legal. Yet the UK software piracy rate is 27 per cent.

This disparity suggests a severe lack of awareness about the level of illegal software in the workplace. It also offers resellers an opportunity to help businesses audit and review their software assets, or the option to carry out the task for them and then charge them for their services.

SMEs in particular can find their resources stretched and software licensing can easily slip down their list of priorities.

To take best advantage of their position, resellers must be in tune with where potential compliance issues may arise and must be ready to offer counsel and solutions. Analysing a company’s IT weak spots will allow VARs to decide whether consultancy, a software package or a managed service is the best solution.
The proliferation of peer-to-peer and social networking sites, for example, might necessitate advice on security to prevent the accidental downloading of rogue software and viruses.

Mobile working may make it more difficult to track how software is used, so a bespoke software asset management (SAM) policy may be required, which will need communicating to remote and office-based workers. Resellers can identify under- and over-licensing, crack down on security issues, raise
productivity and operational efficiency, as well as stamp out piracy.

IT decision makers and the board rarely speak the same language, but resellers can begin a dialogue by helping IT managers push a “value of software” message onto the board’s agenda.

Resellers can then make the case for SAM, explaining the risks associated with illegal software, highlighting business benefits and demonstrating RoI. This stage is instrumental in maintaining a
profitable relationship.

Developing trust is also crucial ­ organisations that are non-compliant or unsure of their status must be able to approach VARs without the fear of legal action.

In a business climate where no company can afford to be complacent about compliance, UK plcs need proactive counsellors, not just SAM salespeople.

VARs that look at their customers holistically, understanding how software affects each area of the business, will command the respect that will reap dividends in the future.