PracticeConsultingAnalysis – A new sales pitch: honesty

Analysis - A new sales pitch: honesty

Systems Union has gone public about the need to take its next product release back to the drawing board

Last week, Systems Union bucked normal practice by telling people it was NOT going to be launching a product, writes John Stokdyk.

Sun Systems Version 5 is going back to the drawing board. R&D director Jim Simpson explained that some of the 32-bit components which were developed as part of the company’s Captiva development programme ‘could be better’ and would be rewritten.

Systems Union will stick with its old code for one last hurrah, version 4.2.6, due out by the end of the year. Like its UK rivals Sage and Pegasus, Systems Union was marketing accountancy software well before anyone took Windows seriously. But when the business world leapt on the Windows bandwagon, the older programs they were selling were like millstones.

Sage’s inability to deliver a 32-bit Windows product – particularly in Systems Union’s mid-market arena – has been a long-standing joke. Sage plans to silence critics next month when it starts shipping Sage Tetra CS (see IT File, page 15) – but had to buy rival developer Tetra to do so.

MPower from Pegasus is ‘British’, but the company had to buy in software from Denmark and work on it for over a year before it was ready to be shipped.

Candid behaviour is the new thing in IT marketing. Bill Gates started it, and Larry Ellison last month decided to admit that Oracle had ‘screwed up’ its relationship with Big Five consultancies.

With the market poised for a last-minute rush before the year 2000, it won’t be so long before Systems Union discovers whether telling the truth pays, or if panic purchasers are lured by Windows packages.

Related Articles

5 tips for SMEs to protect cash flow

Accounting Software 5 tips for SMEs to protect cash flow

5m Alia Shoaib, Reporter
Tyrie on Finance Bill 2017: ‘Making Tax Policy Better’

Consulting Tyrie on Finance Bill 2017: ‘Making Tax Policy Better’

11m Stephanie Wix, Writer
Managing partner Q&A - the year ahead: Richard Toone, CVR Global

Accounting Firms Managing partner Q&A - the year ahead: Richard Toone, CVR Global

12m Kevin Reed, Writer
Deloitte 'self-imposes exile' on government contracts to defuse PM row

Accounting Firms Deloitte 'self-imposes exile' on government contracts to defuse PM row

12m Kevin Reed, Writer
Managing partner Q&A - the year ahead: Julie Adams, Menzies

Accounting Firms Managing partner Q&A - the year ahead: Julie Adams, Menzies

12m Kevin Reed, Writer
Friday Afternoon Live: Deloitte's tech thing; PAC wants HMRC 'contingencies'; and Sports Direct

Business Regulation Friday Afternoon Live: Deloitte's tech thing; PAC wants HMRC 'contingencies'; and Sports Direct

1y Kevin Reed, Writer
Friday Afternoon Live: HMRC complaints rise; Deloitte scoops big audits; and corporate reporting woes

Audit Friday Afternoon Live: HMRC complaints rise; Deloitte scoops big audits; and corporate reporting woes

1y Kevin Reed, Writer
New head of equity capital markets for KPMG

Accounting Firms New head of equity capital markets for KPMG

1y Stephanie Wix, Writer