Flexera Software InstallShield iPass Success Story

1. Success Story:
iPass
Customer Profile: Founded in 1996, iPass (NASDAQ: IPAS) is a leading “Flexera Software is the market leader for a reason,”
provider of mobility services for enterprises and service providers. iPass solutions observes Fowler. “They are obviously the partner-
enable customers to simplify and streamline remote access for mobile workers by of-choice for any software vendor that needs to
insulating them from the complexity of using multiple wireless providers and/or
different types of networks as they travel. generate true .msi files and that wants to ensure
quality and customer acceptance of their installers.”
Challenge: Deliver customer-configured remote access client software in a
standard .msi format that IT organizations can readily manage with popular
software distribution solutions—and that can be easily private-labeled for
reseller partners. Gary Fowler
Director of Product Management
Solution: iPass took advantage of InstallShield’s command-line interface (CLI) iPass
and professional services team to develop a system that automatically creates the
appropriate .msi file each time a customer configures a new, customized remote
access client on its build site.
Benefits: iPass can grow revenue by fulfilling the critical requirements of large
enterprise customers who must be able to automate distribution of their custom-
configured clients to mobile users and by providing its reseller channel with an
enterprise-class mobility solution that they can market under their own brand.
iPass switches to Flexera client-side executable that it delivers in the distribution tool,” explains iPass Director
Software’s InstallShield to form of an .msi file. of Product Management Gary Fowler. “So
generate installers that the problem we were having with our
meet requirements of large iPass had been working with another installation files was cutting us off from the
enterprise customers vendor to create the .msi installation files most lucrative segment of our market.”
for its customers. But it encountered two
Not supporting MSI-based installations problems. The first and most significant The second problem with this previous
can be a deal-breaker. So choosing the problem was that the installation files vendor was that they were not very
wrong installation development solution created weren’t true .msi files. They were responsive about trying to solve the
can be really bad for business. actually .exe-based installation files with first problem. “We were hoping that
a .msi “wrapper.” they would give us some advice or even
That’s what remote access market leader some hands-on assistance so that our
iPass recently discovered. iPass delivers This created serious issues for IT enterprise-class customers could distribute
customized client software that makes organizations using popular software our client software in the same way
it easier for companies to provide distribution tools for getting the iPass as they distributed all of their other
their mobile users with reliable, secure client out to its geographically dispersed software,” recalls Fowler. “But they were
remote access. The software makes life end-users. For example, those tools would unresponsive to say the least.”
easier for end-users by insulating them report successful installation of the iPass
from the complexities of using different client—even though all that had happened Flexera Software to the rescue
wireless networks in different places and was that the installation .exe had been Having worked with Flexera Software
navigating multiple screens. And it makes successfully distributed. Once this vendor’s before, iPass made a second call as well.
remote access more cost-efficient for IT by installation .exe started running, however, Flexera Software responded quickly—and
reducing support costs and giving them a all kinds of snafus could occur. But the immediately grasped both the nature and
straightforward way of enforcing remote- distribution tool couldn’t detect those the gravity of the situation.
access policies. problems, because the actual installation
of the iPass client software was not being Flexera Software’s InstallShield inherently
Customers configure their client software performed by the .msi file itself. solved the major problem facing iPass
themselves by clicking their way through because it generates true .msi that
a series of screens on the iPass self-service “The bigger the customer, the more likely
portal. Based on that input, iPass creates a it was that they were using an automated >> Continue

2. behaves exactly as an .msi is supposed to Installing opportunity and confidence model requires it to maintain copies of its
behave. In fact, because so many software By switching to Flexera Software and installation generator on multiple servers.
vendors use InstallShield to create their InstallShield, iPass has gained several The unpleasant result of that decision
.msi files, the look, feel and behavior of immediate, concrete benefits: revealed that InstallShield’s value is well
the .msi files it generates for iPass conform worth its price.
precisely to the expectations of enterprise • arket opportunity: With the ability
M
customers and software distribution to create a true .msi installer from any Fowler summarizes, “Flexera Software’s
solution developers alike. .exe build, iPass can confidently sell InstallShield generates true .msi files that
into large enterprise accounts. our customers can manage in the exact
InstallShield’s command line interface same way as they do their other software
(CLI) was also very helpful for iPass, • Market reach: iPass can extend its install files. In addition, Flexera Software’s
since it allowed for optimized integration market reach through reseller partners professional services team was very
with the system that iPass uses to build worldwide with private-label solutions responsive and has demonstrated that they
custom-compiled remote access clients that can meet the requirements of all are the experts in software installation.”
for its customers. kinds of customers.
About Flexera Software
In addition, InstallShield fulfilled the • Adaptability: As iPass continues to
Flexera Software is the leading provider
business requirement that iPass be able evolve its solutions portfolio, it can of strategic solutions for Application
to offer its reseller partners the ability readily integrate InstallShield into Usage Management; solutions delivering
to private-label its offering. those solutions to automatically continuous compliance, optimized usage
deliver the requisite install files. and maximized value to application
Just as important, Flexera Software producers and their customers. Flexera
was able to respond to the urgent • Expertise and experience on-demand:
Software is trusted by more than
situation iPass was facing with expert iPass now knows that it has a true 80,000 customers that depend on our
professional services that had a solution business partner that can deliver comprehensive solutions- from installation
in place just four short weeks after specialized technical expertise when and licensing, entitlement and compliance
Fowler placed his call. and where it’s needed to address any management to application readiness
future software installation issues. and enterprise license optimization - to
“Flexera Software sent us someone strategically manage application usage
who was highly knowledgeable, highly Fowler admits that iPass is somewhat and achieve breakthrough results realized
professional, and able to work on-site chastened by its negative experience with only through the systems-level approach
when we needed him,” says Fowler. “There its previous installation file vendor. iPass we provide. For more information, please
is no way we could have ever turned our had been using InstallShield previously, go to: www.flexerasoftware.com
situation around as quickly as we did but had moved to the new vendor to
without him.” cut costs—since its software delivery
Next Step:
Learn more about InstallShield or download a free trial at
www.flexerasoftware.com/products/installshield.htm
Flexera Software LLC Schaumburg United Kingdom (Europe, Japan (Asia, For more office locations visit:
1000 East Woodfield Road, (Global Headquarters): Middle East Headquarters): Pacific Headquarters): www.flexerasoftware.com
Suite 400 +1 800-809-5659 +44 870-871-1111 +81 3-4360-8291
Schaumburg, IL 60173 USA +44 870-873-6300
Copyright © 2012 Flexera Software LLC. All other brand and product names mentioned herein may be the trademarks and registered trademarks of their respective owners.
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