HP has announced an aggressive channel program targeting the customers of identity management vendor, Netegrity.
The move is intended to capitalise on Computer Associates' plan to acquire Netegrity for $US430 million, which it announced in early October.
"There seems to be a tremendous overlap between the two companies which leaves customers wondering what product they will be migrating to and what will happen to support contracts," HP Australia marketing software manager, Paul Muller, said.
The program, named HP Select, offers Netegrity and Computer Associates software users with valid maintenance agreements discounts of 20-80 per cent if they sign up for HP OpenView Identity Management Solutions. The discount is available to customers directly from HP or through its channel partners until the end of January 2005.
"We don't have definitive numbers, but we are aware of possibly 10 Netegrity users in the top 100 IT user companies in Australia," Muller said.
Other incentives for the program, which is limited to Australia and New Zealand, include complementary HP consulting, such as an identity management needs assessment and cost analysis.
"We are in the process of certifying and qualifying a number of our software business partners to be able to deliver the consulting and assessment services and that will be completed next week," Muller said. "It is being managed by our distributor, Alstom IT, which is in charge of it for the reseller channel."
HP is reacting to what some analysts, including Gartner, have suggested is a questionable takeover strategy that could create confusion among respective user bases.
"The market has shrunk and the choices are a lot more limited," he said.
"Users have to ask some very difficult questions about the longevity and strategy of chosen vendors."
Despite several calls, neither Computer Associates not Netegrity had responded at the time of going to press.