Sterling Software has closed down its international unit in favour of subsidiaries based around product families, in the wake of its acquisition of Texas Instruments Software (TIS) two months ago. TIS has traditionally had a stronger following in Europe than its new parent.
The mainframe software supplier now has an applications management unit, which sells development tools, a systems management subsidiary and a US-only federal systems business. Europe has also been reorganised along these lines, rather than reporting into an international division.
While the firm formerly generated most of its revenues from its system management software, it now sees 55 per cent of its sales coming from development tools, with only 27 per cent coming from systems management and 18 per cent from federal systems.
The applications management business has also refocused its sales teams to look after big accounts as a whole, rather than sell on a product-by-product basis.
Marketing, which will see its budget increase by 100 per cent from the start of Sterling's financial year on 1 October, will also concentrate on general branding issues rather than individual offerings as in the past.
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