Tarantella bites Citrix with rejig
Firm rebrands products and launches channel programme
Tarantella is gunning for rival Citrix after rebranding its products and launching a new channel programme.
Under the umbrella brand of Secure Global Desktop, Tarantella will sell its original, platform-independent offering as Enterprise Edition and the New Moon Canaveral product as Terminal Services Edition (TSE). The latter will include a free licence when customers buy a two-year maintenance contract.
"We think this will create demand. Our resellers are getting more money selling services than contracts," said Frank Wilde, chief executive of Tarantella.
The company has also rejigged its channel programme, creating marketing development funds for lead generation, profit incentives, an in-house sales team and new support documentation.
Chris Whiteley, product manager of enterprise applications at Tarantella distributor Clarity, said: "This plan is aimed squarely at Citrix. I think TSE will take care of a high volume of companies buying small numbers of licences, leaving the big value-added deals for resellers."