Path: utzoo!attcan!utgpu!jarvis.csri.toronto.edu!rutgers!att!mtuxo!mtgzz!drutx!druhi!terrell
From: terrell@druhi.ATT.COM (TerrellE)
Newsgroups: comp.sys.atari.st
Subject: Making Piracy work in your Favor
Message-ID: <4332@druhi.ATT.COM>
Date: 19 Jun 89 20:55:30 GMT
Reply-To: terrell@druhi.ATT.COM (TerrellE)
Organization: AT&T, Denver, CO
Lines: 64



My two cents worth on ST piracy:

Many software developers seem to be blaming all of their problems on
piracy.  Although piracy is an enormous challenge to the software 
industry, I don't think that it should be used as a scapegoat.

If I were a software developer victimized by piracy, rather than just
complain, I would change the way I do business:  I would (1) ensure that the
users of my software derived significant advantages from purchasing the
product, and (2) exploit piracy to my advantage.

How to make purchase of the product advantageous:

1.	Provide real customer support.

2.	Provide timely updates/upgrades/new products.  Make sure that your
	distribution methods are faster than the pirates'. 

3.	Provide complete, comprehensive user documentation.  A paper manual
	is more attractive than a disk file, and it cannot be distributed
	on a BBS.

4.	Provide a monthly user newsletter.

5.	Keep users informed (by advertising, product reviews, press releases)
	of the current version of the program.  Pirates with old versions
	of the program will consider upgrading by purchasing the product.

How to exploit piracy to your advantage:

1.	When someone calls up your telephone support service, get the 
	caller's name and address.  Then try to get the caller's 
	registration number.  If the caller can't furnish proof of 
	purchase, either politely decline support, or better still, 
	provide the support.  Now you may have a new customer for 
	subsequent releases of the product, related products, etc.

	If you're providing timely updates, the pirate is likely to
	be requesting support on an out-of-date version of the program.  
	Sell the caller the new version!

2.	In the program's documentation, give ordering information, and
	list the advantages of purchasing the product.  If a pirate
	is convinced, you may get an order.

3.	Because of piracy, much software is copy-protected.  Don't copy-
	protect your software and advertise the fact.  This will give you
	a competitive advantage over similar products that are copy-protected.

4.	If you find your program on a BBS, don't call the FBI.  Get the
	sysop to remove the posting, and place an advertisement of the
	product that every BBS user will read.  If you've been
	providing timely updates, the pirates will be interested in
	purchasing the updated version from you.

I'd be interested in hearing additional suggestions on how to avoid piracy,
and how to exploit it when it does happen.




Terrell