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Conference 7.286::digital

Title:	The Digital way of working

Moderator:	QUARK::LIONELON

Created:	Fri Feb 14 1986
Last Modified:	Fri Jun 06 1997
Last Successful Update:	Fri Jun 06 1997
Number of topics:	5321
Total number of notes:	139771

1978.0. "Third party software: exclusive marketing rights?" by SMEGIT::ARNOLD (Walk softly, carry a megawatt laser) Sun Jul 12 1992 01:53

    I'm looking for a list (a few, a couple, ANY) of the third party
    software companies that we work with where Digital has the EXCLUSIVE
    marketing rights to their software.  Are there any?  Any industry, I'm
    just wondering how many there are, WHO they are, and who the
    relationship manager is for that company within Digital.  We are
    looking at the possibilities for a couple of new software companies,
    and are wondering about the 3 basic types of contract that might work
    out best; ie, totally exclusive, exclusive with first right of refusal,
    and just generally non-exclusive.
    
    Thanks
    Jon

T.R	Title	User	Personal Name	Date	Lines
1978.1		EPS::REED_R		`Sun Jul 12 1992 12:40`	3
	Contact Paul Shaunghnessy's 3rd Party Service group.
1978.2		SOLVIT::ALLEN_R	RAIN?? but it's not the weekend yet	`Sun Jul 12 1992 12:44`	10
	i doubt that list is in one place. There are a lot of different groups that have contracts with a lot of vendors. Here in the SEIC we have several and they include all 3 of your basic types. Third Party EIS has a lot of the third type. I think generally an exclusive comes about if the DEC group does work and wants to keep the rights to that work (as the SEIC did with Plexus) or is willing to pay the vendor big bucks it will probably never recover (at least I've never seen a group recover from doing a buy out).
1978.3		SDSVAX::SWEENEY		`Sun Jul 12 1992 15:48`	4
1978.4	Show me one that's	IW::WARING	Simplicity sells	`Sun Jul 12 1992 19:34`	13
	I've yet to see any exclusive software resale arrangement work for both parties well. People either get lazy or you find yourself locked out of profitable channels of distribution. DEC AVS is one; we don't have the expertise to sell it in many places internally, and all Stardents existing channels of distribution (of whatever their AVS spin off is called now) will sell anything against us (SUN, HP, IBM) because they get no credit for our platforms where we have "exclusives". Same is true of Educational market specials for AVS; we get excluded from being able to offer the super terms that the other hw competition does. It's always better to demand share of mind by sales volume, not something artificial in a legal contract IMHO. - Ian W.
1978.5	Retail IBU has done exclusive marketing rights	TIGEMS::BARNETT		`Sun Jul 12 1992 20:56`	8
	Jon, the Retail IBU has done this with a software product for Retail headquarters merchandising. It's for decision support. We also hired the core technical staff for ongoing engineering and pre/post sales support and implementation services. We pay the owner of the product royalties. Tom
1978.6		SMEGIT::ARNOLD	Walk softly, carry a megawatt laser	`Mon Jul 13 1992 12:27`	8
	re .5, thanks Tom, I'll be talking with you. Re rest, I'm not looking for an exhaustive comprehensive list, as I'm well aware that such a list does not exist in any one spot within Digital. What I'm looking for is examples, particularly examples where the EXCLUSIVE (or excl with first right of refusal) has or has not worked, as well as why it worked or did not work. Jon