After much hype and preamble at its recent Sydney user conference (see ARN, July 3, 1998), Tivoli Systems has now announced the elite group of channel partners upon whose shoulders the success of its new IT Director product will hinge.
The announcement has been timed to coincide with the Australian release of IT Director, which is Tivoli's first channel-only product.
According to company officials, the channel partners nominated have been chosen on the basis of their expertise in the small and medium business (SMB) sector - the target market for IT Director - and on the Windows NT platform.
"We felt it was necessary to have the organisations be able to deliver not only sales of the product, but services," Richard Willmott, Tivoli's marketing manager, told ARN.
ITG Computers has been appointed as the sole distributor in Australia, while the initial set of resellers on Tivoli's A-list are: Business Computers of Australia (BCA); BMIS; Com Tech Communications; Data#3; IT Services; Praxa; Senteq and Software Spectrum.
Tivoli officials are spruiking IT Director as the industry's first product specifically designed to manage the IT requirements of small-to-medium businesses, and deny claims that the product is a cut-down version of its flagship Tivoli TME 10 solution.
"IT Director was designed specifically for the small-to-medium businesses who use Wintel operating systems.
"It is not a cut-down version of the Tivoli Manage-ment Framework," Tony Best, Tivoli's general manager, Australia and New Zealand, said.
According to Willmott, more IT Director resellers will be required in the first quarter of 1999, though the number to be recruited has not been determined at this stage.
"We are not saying we'll take any reseller, anywhere, anytime," he claims. "We are after organisations that are prepared to invest and productively go and sell the product. The market will decide what the [eventual] number will be."
Willmott said the resellers already appointed are not being set sales targets for this year, but will be in 1999. In addition, each reseller appointed for the IT Director product must pass a set of criteria and certification tests.
But Best maintains the work is worth it, with Tivoli providing technical and sales training and marketing support to those resellers who adopt IT Director.