It used to be that making money from selling software came from well, selling software. But increasingly that's not true. Welcome to the world in which software licenses appear to have become less than half of the source of new revenue for just about every major vendor.

We saw it happen to Great Plains when that company was still independent. We saw it happen to Epicor. The recent SEC filing for a public offering shows that it’s also happened to Accpac. For most companies, new license revenue is now regularly exceeded by service revenue, which includes maintenance and consulting services. That’s hardly surprising news in the recent economy - most resellers have survived making money selling to the installed base, not selling to new sites.

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