Enterprise management vendor Tivoli has launched a sales push into the market for small to mdeium-sized businesses by repackaging elements of its software into six modular suites.
The IBM subsidiary has traditionally focused its sales efforts at the top end, with average implementations costing up to £20 million and taking more than a year to set up.
But Tivoli's operations chief for packaged solutions, Robert Finn, said he expects that midmarket companies - businesses with a turnover of £155 million to £0.6 billion - would generate £4.3 billion a year in revenue for Tivoli by 2001.
"This market is growing faster than the existing market, and it's not saturated; there are no clear market leaders," Finn said.
Tivoli's six midmarket suites cover operations management, problem management, change and asset management, security management, applications management and IT readiness.
They have been designed to address a range of issues, including job scheduling, service level maintenance, lifecycle control of IT assets, security of resources, deployment of applications and Year 2000 readiness.
The minimum sale for the new suites is for 500 desktops and 25 server licences, Finn said, with midsized customers likely to roll out one or two suites at a time.
An average implementation, including training and other related services, is expected to cost less than £320,000 and take no more than three months.
While midmarket companies were typically prepared to spend up to £600,000 a year on enterprise management software, they wanted products that were flexibly priced and could be acquired in stages, Finn said.
The suites will be sold only through third-party resellers, which will provide a full range of implementation and support services.
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