IBM is hoping to triple the size of its $1 billion Tivoli systems management unit by the end of this year by supplementing its direct sales team with a SWAT vertical market group and setting up a channel sales organisation.
Big Blue hopes that its traditional Systemview mainframe systems management offerings will take an ambitious 50-60 per cent market share this year, up from 15 per cent at the moment. This would mean the business generated revenues of up to $2.1 billion.
The company is also forecasting that its Tivoli client/server software acquisition will maintain its three digit growth to generate about $1 billion next year.
But, in order to boost its direct sales presence in significant verticals such as banking and telecommunications, the organisation is setting up a SWAT team to provide its sales staff with specialised knowledge in a customer bid situation.
The SWAT team, based in the UK and Switzerland, the sites of Tivoli?s only European subsidiaries prior to takeover by Big Blue, was previously staffed with the creme of Tivoli?s sales force.
But, it will now be replaced with more than 20 specialists across Europe by the end of March. The next vertical market to be focussed on is likely to be government, where IBM already has a significant presence.
Maurizio Carli, Tivoli?s general manager for EMEA, said: ?The challenge is to move from seeing accounts as systems management projects to seeing them from a business perspective. This is the only way to get customers involved.?
Glenda Lyon, product manager of System 390 systems management software, also said the mainframe side of the business was setting up a direct sales unit in EMEA for the first time, mirroring a similar move in the US last year. The US team already has 70 staff, but EMEA will take on between 35 and 50.
Elsewhere, Tivoli also plans to set up a channel sales organisation to boost its presence in the small and medium-sized enterprise (SME) arena. Two weeks ago, the organisation promoted Victor Fadool, EMEA managing director of its Unison Software acquisition, to head up the new channels business, which is due to be in place by the middle of this year.
The group will be staffed by 40-50 people to begin with and will be subdivided into one unit dealing with systems integrators and ISVs such as SAP, and another looking after corporate resellers and distributors.,p> The reseller business will sell the cut-down version of Tivoli?s Tivoli Management Environment (TME), which is aimed at SMEs and is due to ship in about six months, making it at least five months late (see VNU Newswire 2 October 1997).
The product has been rewritten from scratch and will incorporate different functionality to its big brother. It will include support for only a limited number of clients and come in at a sensitive price point in an attempt to take on Computer Associates, which already has a presence in this fast growing market.
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