ReLicense is a German company that for some years is pursuing a concept as clear as not simple to implement: buying software licenses used you can cut costs compared the purchase of new software; selling unused licenses can capitalize on resources in making them available to the business growth.
The market for software used in Italy is yet to fully develop and purpose ReLicense has made a roarshow in four Italian cities (Padova, Bologna, Rome and Catania) to meet the companies and disclose the proposal.
To understand the dimensions of the phenomenon in Italy and software used to understand how companies are starting to reflect the place we have some questions to the Territory Manager for Italy, Corrado Farina .
Corrado Farina, territory manager of ReLicense
What are the main difficulties encountered in get across the concept of use of software used?
At first it was the legality of the operation. Today the comparison is between the customer makes several options: buy used, buy new to get the latest version with assurance, or go to the cloud, which often means to hire instead of property. Customers in many circumstances make it hard to decide what is the best route, and maybe not decide for months, but the second hand software is finally sitting at the table next to that decision to the new and in the cloud with the same dignity.
Use License second hand extends the life of the software. But there is still obsolescence programmed by Microsoft, which became reality with the end of support. As this aspect is reflected on the economic assessment?
In fact the concept of lack of support are concerned, as a problem, only the operating system, because its failure to update exposes your PC to security risks. With Office, this issue feels much less. Still sell Office 2003 because those who use it yet but I bought all the licenses to avoid being found not in order. And with savings of about 90% discount to the current product again, it puts in good standing. And remember that the fact that a product is out of support does not mean that the customer may hold and use without the proper licensing. So the software used live even after the scheduled end of the updates, and cost is a maximum of convenience because the delta between the cost of product used / new is very wide.
As a percentage of average corporate IT spending how much you can save with your proposal?
On current versions about 20%, while on the older ones will get to 90% as in the case of Office 2003. On average, we have between 30 and 50% savings on the latest set.
The fact that the German company is what threatens the perceived, in terms of rigidity and also assurance solution?
> Let’s say that it weighs so much because of the fact I’m the face of Italian Relicense and try to minimize the rigidity instead maximizing the precision and strict adherence to compliance, typically German, as well as identifying figure of Relicense. Only on payment times you see the different mentality, but in two years I managed to handle this part so you never have any problems even on this front.
What remains of the Italian roadshow you have done, in terms of quality, the concept of transmission, and quantitative audience?
Very much: since it finished I have not stopped going to find customers who have come and I have sent from them or that they did not come and ask for specific meetings. From here to the end of December I am busy every week with the follow up of the roadshow, I visit an average of three companies a week, that when they see me I repeated the concepts of the roadshow, took notes and have them stored properly. We met in 4 cities about 150 participants, representing nearly one hundred companies, from the largest actually traded up to small organizations, with many retailers and system integrators. In short, a finding that was even higher than we expected at the beginning.
We summarize the steps that an IT manager should do, at the legal level, to use the software used in your business.
In reality there is no passage in particular to follow. Established the need there is asked for a quote, we make an offer and we accepted once the process it and in 2 or 3 weeks, on average, get documentation verifying the transfer of licenses from an old to a new owner. From that moment you can install and use.
Instead, the process is more complex when you sell the licenses, because you have to determine the surplus. That is, the company should know what she needs and what she needs no more than the contract that has to be, so you can give in to us. Then, the seller is required to retrieve documents that reports the license information, and we make a formal offer. If accepted, we check on the documents that everything is OK and that the permits are transferable. And then you have to sign a contract whereby we undertake to transfer licenses in surplus compared with a cash payment agreed with the business proposal.
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