Crystal reports to Ingram for e-sales
Former Seagate Software offers online delivery of Reports product
Reporting software specialist Crystal Decisions has partnered with distributor Ingram Micro to provide online delivery of its Crystal Reports software.
The Ottowa-based company, which changed its name from Seagate Software earlier this year to allow easier brand recognition, claimed that the deal is worth up to £10m a year.
Resellers will now be able to go directly to Ingram Micro's website and order the software online. Other UK distributors have launched similar online licensing schemes in the past, including Computer 3000's B2B4U trading hub and Computer 2000's Intouch model.
Neil Firby, distribution account manager, Europe, Middle East & Africa, at Crystal Decisions, said the move followed greater demand for the company's software in the channel.
"Because Crystal Reports is sold 100 per cent through the channel this will give resellers a greater choice on software purchasing," he said, claiming that resellers can either order online or go through traditional channels.
At present the firm's licensing revenue contributes to 10 per cent of its total turnover, Firby said. Crystal Decisions is hoping to increase that figure to 35 per cent by the end of the year, he added.
Bill Rhodes, senior product manager for software at Ingram Micro, said the firm launched its LicenceLink model to give resellers better choice.
"We have a broad portfolio of software including Microsoft, Symantec and Lotus, but noticed that demand was increasing for Crystal Decisions' software in the small to medium sized enterprise sector," he explained. "This model will give resellers a greater choice in how they order software."
The new set-up will allow quicker access to pricing and quotations, he said. "Some resellers prefer to use the web and others prefer traditional methods of ordering. Now they have the choice," he added.
Chris Simpson, marketing director at reseller Microwarehouse, is in favour of the scheme. "The online licensing tool is still in its infancy, but it will allow for faster turnaround times and improved administration," he said. The model will allow Microwarehouse to "track licences more easily", he added.