Content area
Full text
Industry experts have long suggested that Novell Inc. rethink its marketing approach and it seems as though the company is finally listening.
Last month, Novell launched a new discount pricing strategy that may save network managers money when deploying Web services to customers.
The new pricing program tailors license prices to the type of end user to create a more equitable environment to offer Web services and applications, the Provo, Utah-based company said.
Novell's pricing program introduces two categories of discounted user licenses: Business-to-Consumer and Government-to-Citizen. The Business-to-Consumer license price is 25 per cent of Novell's standard user license, while the Government-to-Citizen license is 10 per cent of the standard license.
According to William Mahler, director of volume licensing and worldwide pricing for Novell, the new strategy lets the company forego the typical one-off pricing negotiations, and in turn allows businesses to enter the Web services playground without cost being an inhibitor.
"Companies are saying that they just can't pay the same price for opportunities that they can for employees," Mahler explained. "It is not as predictable and we understand that. After going through...