With so many software vendors looking at moving at least some of their revenue to online distribution, there is a genuine fear within the retail and reseller communities that they are about to be cut out of a vital part of the channel.
However, not all vendors are so keen to cut ties with the people and businesses that have gotten them to where they are. Some, such as BullGuard, are actively trying to find ways to not just help retailers and resellers survive in this new world, but to thrive.
Andrew Wooden sits down with its UK sales director to find out what plans it has for the digital age, and how it expects to give its partners a fighting chance.
"We have seen several attempts at setting up revenue share programmes, but most of them failed – either because they were not simple enough, or because of a lack of transparency," explained Case. "These kinds of programmes only work if they are easy to implement for the channel partners, and it is paramount that the partners can monitor their own revenue."
Case added that the most important part of any scheme that helped retailers and resellers compete in a digital world was for them to have access to revenue accrued through renewals. "It must be easy for partners to recover the downstream revenue they are entitled to."