Licence monitoring solutions represent a goldmine for the channel.
Microsoft and the Business Software Alliance (BSA) are pressing non-compliant organisations harder each year to ensure the issue of legal compliance in software licensing is taken seriously.
The BSA's message is simple: comply with regulation or be humiliated by carefully executed publicity highlighting your failed inspection.
Using licence monitoring and inventory tracking software is by far the most efficient means of avoiding such humiliation.
Market demand is unquestionable. Every organisation that uses IT must address this issue. This means there is too much immediate demand for a direct salesforce to manage, even for the largest IT companies.
In short, licensing software vendors need the channel. They have no choice but to rely on partners to create mass visibility for their product.
This is good news for resellers. Not only does it mean plenty of business, but vendors will offer attractive margins. And demand is not restricted to UK customers; it includes organisations worldwide.
In reality, dealing with software licensing compliance isn't the revenue-sapping nightmare the hype would have you believe. The bottom line is the implementation of licence-tracking software will save time and money.
Many firms have an IT infrastructure that has grown dramatically. The solutions seek out detailed information on every licence, every piece of software and every item of hardware, which would take weeks if done manually.
When the inspectors call, not only will the customer be prepared, it will have bargaining power to negotiate better deals, based on reports depicting licences that are redundant or have been recently consolidated.
If the threat of legal wrangling does not close a deal, the prospect of providing the necessary mettle for licence negotiation should. If not, ask the prospect to address their infrastructure development plans.
Widespread adoption of wireless local area networks, PDA software solutions and remote access solutions is expected, which will complicate matters.
But the channel can provide the means for small firms to stand up for themselves in the face of pressure from heavyweights such as the BSA and Microsoft.
Glenn Stephens is managing director of Centennial
A summary of what you get if you subscribe to our premium market intelligence service
Matthew Polly says CrowdStrike is looking to branch out from the UK and into mainland Europe
Southampton-based VAR states that further acquisitions are in the pipeline
With UKFast launching a public cloud consultancy, Tom Wright asks if this is the way forward for all local hosting providers