Peoplesoft follows mid-market herds

SSA also joins influx of business vendors into mid-range sector.

Peoplesoft and System Software Associates (SSA) have become the. latest vendors to jump on the mid-market bandwagon as both unveiled plans to target medium-sized businesses.

In the wake of similar moves by JD Edwards and Sage, direct ERP vendor Peoplesoft has formed alliances with eight partners including Microsoft, Compaq, PricewaterhouseCoopers and Keltec Progress, following research into the requirements of the mid-range sector.

Richard Carrington, business development manager at Peoplesoft, said the result of the research was a 10-point plan that could be tailor-made for each implementation: 'Medium-sized businesses are afraid of ERP because of concerns over cost and timescale. This is why it is important to deal directly with customers,' he said.

In stark contrast, SSA is looking to recruit three resellers by the end of the year to supplement the products available through Computing Services for Industry and Catalyst Solutions. The move coincides with SSA's strategic partnerships with vendors including Lotus, Business Objects and i2, and marks the launch of NT and Unix versions of its BPCS ERP software. Resellers will be selected on their ability to service the mid-market.

Terry Cork, UK general manager at SSA, told PC Dealer that he hoped the alliance partnership programme would double the vendor's channel business this year: 'I need to grow the mid-market business heavily. By concentrating on the AS/400, we were only addressing a third of the market, but with NT and Unix products we will increase this to 90 per cent coverage.'

Hugh Scantlebury, indirect sales manager at Systems Union EMEA, was unconcerned about the move of traditionally high-end ERP vendors into the mid-market.

'Similar moves over the past few years have proven that the enterprise model doesn't fit the mid-market,' he said.