Risky Business: Financial Viability of Systems Vendors

Companies that supply libraries with automation technology are part of the computer‐industry marketplace. However, vendors that serve the library component of this marketplace face problems not typical of the industry as a whole. Significant and unique problems include the protracted selection processes employed by libraries, the very slow and drawn‐out payment cycles, the dependence of the libraries on vendors, and the adversarial relationships that frequently exist between the libraries and vendors. These, and related issues, are discussed by representatives of eight prominent automation firms: Joseph R. Matthews (INLEX), James J. Michael (Data Research Associates), Harry Porteous (Geac), Gene Robinson (CLSI), Stephen R. Salmon (Carlyle), Stephen Silberstein (Innovative Interfaces), Phyllis Bova Spies (OCLC Local Systems), and Harriet Valázques (Utlas).