Consolidating The Lines
James Governor
06 May 02
By last year the Tivoli portfolio had increased to a somewhat unwieldy 150 products. Customers were confused by this proliferation, and some sales executives spent too much time cross-selling and not enough time solving customer problems. Tivoli has now consolidated its activities into four core areas—configuration and operations (C&O), performance and availability (P&A), security, and storage management.The more svelte portfolio will help Tivoli reduce the complexity problem dramatically by packaging more of what a customer wants in each product set. In P&A for example, 53 individually named products have been collapsed into just 18. A customer buying Tivoli Manager for Database gets tools for managing DB2, Microsoft SQLServer, Oracle, and Sybase all in one offering, rather than having to deal with a salesperson incented to sell each independently.
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