New Moon Signs First Distributor

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Software vendor New Moon Systems Monday plans to disclose it has signed its first distribution partner, the initial step in its strategy to sell its server-based application delivery software through solution providers.

New Moon has inked a deal with Unique Co-operative Solutions Inc. (UCSI) to distribute its software in North America and to recruit solution providers to join the vendor's channel program, said Marc Lowe, president and CEO of New Moon.

CEO Lowe said New Moon intends to discuss European distribution strategy soon.

New Moon also plans to disclose its European distribution strategy within the next few weeks, Lowe said.

In late September, New Moon shipped Canaveral IQ, which it is touting as a simpler, cheaper alternative to Citrix MetaFrame for hosting and centrally managing Windows-based applications on servers.

UCSI expects to recruit about 400 partners for New Moon this year, a number small enough to keep margins on the vendor's products significantly higher than those on Citrix products, said Oscar Smith, president and CEO of the Overland Park, Kan.-based distributor, which specializes in thin-client and server-based computing products from vendors such as Citrix and Wyse Technology.

Citrix sells through about 8,500 partners.

"We want to offer the reseller channel an opportunity to make 35 points on New Moon, where today they might be making a point or so on Citrix," said Smith.

Selling Canaveral IQ could open opportunities with customers that don't want to pay for a complex product such as MetaFrame, said Marty Swanson, technical lead for the network services group at Affiliated Resource Group, a Dublin, Ohio-based integrator recruited by UCSI to sell New Moon.

One concern, however, is New Moon's product strategy could become obsolete if Microsoft chooses to add management features to its Terminal Services product, Swanson said. "If Microsoft says it wants to beef up Terminal Services, the stuff New Moon is doing falls by the wayside," he said.

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