Treffer: The Competitive Edge: Expanded Access Drives Vendors.

This report analyzes data gathered from 29 automated library system vendors who responded to a 1996 survey. The survey also requested their perceptions of Java (an object-oriented programming language) and network computers, and issues and trends to be considered by library administrators. Contact information about the vendors is provided. (Four tables and four charts) (Author/LRW)

AN9704203721;LIJ01APR.97;1997May01.07:45;v2.3

<section id="AN9704203721-1"> AUTOMATED SYSTEM MARKETPLACE 97</section>

THE COMPETITIVE EDGE: EXPANDED ACCESS DRIVES VENDORS 

<sbt id="AN9704203721-3">Who will be here five years from now? Those vendors that help libraries thrive in a mixed print/digital environment</sbt>

THE ONGOING SHIFT from automating library technical processes to developing ways to enhance access to electronic information now dominates vendor offerings. Through client/server technology and web-based products the library will be positioned as a one-stop, seamless gateway to information resources. The integrated library system, no longer just an online catalog, becomes the centerpiece for library resources and services.

Automated system vendors have a vested interest in the transition of libraries to a mixed digital/print environment. Many see their own survival dependent upon their ability to help libraries thrive in this mixed arena. Web OPACs supporting Z39.50, electronic forms, and hypertext links are evidence of the investment vendors are making in this scenario. The companies in this survey that are still doing well five years from now will be those that have helped libraries in developing digital resources and services.

The 1996 revenues

Estimated library systems revenues for 1996 are $400-$450 million, more or less unchanged from 1995. Of the 22 firms reporting library-related revenue, the largest reported revenues of $60 million. A second company reported revenues of $35-$40 million, another in the $30-$35 million range. Two were in the $20-$25 million range, and four in the $10-$15 million range. Five firms reported $5-$10 million in revenues, with five in the $2.5-$5 million range. Seven companies would not disclose revenue figures. To determine an overall market figure, revenues for nonreporting companies were estimated based on sales.

Revenues of 21 responding vendors were broken down by hardware, software, maintenance agreements, and "other" (defined as training, documentation, consulting, database conversion, and additional library products not related to automation). Their answers show they attribute an average of 13 percent of revenue to hardware, 48 percent to software, 25 percent to maintenance, and 14 percent to other products/services.

Server or micro

This year's survey replaced the term "minicomputer-based" system with the wording "server-based" system to reflect more accurately the technology used in these products. Server-based systems were sold by 22 vendors in 1996. More companies are offering server products than ever before. In 1994 only 17 companies offered a comparable minicomputer system. Companies new to the server-based market include COMPanion and TLC. It is difficult to get an accurate count of the number of servers actually sold because some vendors provide inflated data that include CPU upgrades and multiple library locations within an organization using a single server. The most popular server platforms were UNIX and Microsoft Windows NT.

Microcomputer systems were licensed by 12 vendors in 1996, representing a decrease in the number of companies offering microcomputer-based systems. School libraries still dominate the micro market.

Academic libraries

The academic library market remains crowded. Innovative continues to have a strong presence in this segment, although it experienced a significant decline in academic sales in 1996. EOSi (formed through a merger between Data Trek and IME) provides systems primarily to academic libraries outside of the United States. Endeavor had a strong year. Ameritech markets both the Dynix and Horizon systems to this segment. DRA, Gaylord, and VTLS are positioning themselves to increase 1997 sales to U.S. academic libraries.

The academic library microcomputer market is quite small, with Brodart and Winnebago having the largest share of this segment. Many academic libraries that had previously used micro-computer-based systems will switch to server-based systems soon.

Public libraries

The public library server-based market is dominated by Ameritech, although DRA, Gaylord, and Geac are strong in public libraries. Sanderson is growing in this market. New systems from DRA and Gaylord should mean more competition for Ameritech. The public library microcomputer market consists of small libraries using products mostly from Brodart, Follett, TLC, and Winnebago.

School and special libraries

School libraries primarily use microcomputer-based systems, but some school districts do use the server-based products. DRA's large numbers in this segment are all attributable to the INFOhio project. The school library microcomputer market is very competitive, with Winnebago and Follett in the lead. Other companies with significant sales to this market include COMPanion, Nichols, and CASPR.

The special library server-based market is equally competitive, with strong showings by Ameritech, EOSi, Information Dimensions, and Sanderson. In the special library micro segment, Inmagic led all sales, but EOSi, Winnebago, Book Systems, Inc., and Brodart hold market share.

Rising user expectations

The history of library automation has been one of purposeful effort by librarians and systems developers to contend with managing the materials in local collections and the massive amounts of data associated with the bibliographic control of those collections and others a user might wish to consult. Despite the magnitude of that task, it was one that most users took for granted in both traditional and electronic formats. Likewise, users know little about the ongoing, sometimes tortuous progress of efforts to forge standards such as Z39.50 for inter-operability of databases and search interfaces.

New information technologies make it possible for people to see examples (however inadequate) of the transforming vision that librarians share for the future accessibility of information. While librarians and library system vendors know we're still a long way from perfectly focused information retrieval and content delivery, once users have tried the rapidly expanding capabilities of the Internet and personal computer applications, they demand more functionality out of library systems.

Last year saw important growth in the use of Z39.50 as a mechanism for searching remote databases through the local OPAC. Z39.50 still has limitations but is a definite requirement on both the client and server sides of a system. Vendors also furthered development of ILL modules as a means to assist librarians in expediting users' requirements for access to information beyond the local collection.

Java and NCs

This year vendors were asked to comment on two popular computer concepts that evolved in 1996: Java and network computers.

Developed by Sun Microsystems, Java is an object-oriented, C++-like programming language that provides platform independence and sophisticated network communications. Java programs that interact with web pages are called "applets" and are designed to be downloaded automatically when needed from a server to a user's computer. This design allows for a simple software distribution method. The benefit of Java to libraries is that it can be used to provide more user-friendly interfaces than those found in current web OPACs..

Twelve vendors are actively developing with Java (including Best-Seller, DRA, and Innovative), and an additional nine are investigating its potential uses.

After examining Java, however, Gaylord chose Microsoft's proprietary alternative to Java, ActiveX, for its new Polaris system. Gaylord feels that ActiveX currently offers more functionality than Java applets.

Enabling technologies such as Java and ActiveX are still maturing, but system vendors are developing strategies for building products with these tools. Libraries selecting a system in 1997 will want to inquire about a vendor's development strategy in this area.

More than a dumb terminal

A network computer (NC) is a dumb terminal with a graphical interface. Not to be confused with networked microcomputers, NCs have limited functionality, lack disk drives, and are designed to run all their applications from a server. Promoted most heavily by Oracle and Sun Microsystems, NCs are now one of the hottest topics in the computer industry. Many companies, citing the high total cost of microcomputers (price plus annual support costs), are debating whether to deploy lower-priced NCs as alternatives to the personal computer. The majority of vendors in the library market were cautious about the impact of the NC for libraries. DRA points out that NCs will require a library to upgrade its network in order to provide the necessary bandwidth between servers and NCs. Despite the drawbacks, DRA added, "NCs do have an important place in the future of library automation; they are a viable and inexpensive alternative to dumb terminals." Ameritech, Best-Seller, CARL, Innovative, Information Dimensions, and SIRSI all agree that NCs will replace the dumb terminal. While NCs may find a niche in the library marketplace, Follett believes their "limited capabilities" will ultimately push librarians back toward full-featured desktop workstations. And EOSi explained that while NCs hold great opportunities for libraries with client/server and LAN systems, centralized systems will not use them.

Libraries planning a system migration in 1997 should explore using NCs rather than microcomputers for public access workstations, but there are still many unresolved issues. Microsoft and Intel are developing specifications for easier manageability of PCs, and Sun recently announced plans to provide Java capabilities to DOS-based machines such as 486s so that older machines may function as NCs. There are also issues of bandwidth and server support that must be identified. Most libraries will want to monitor the evolution of NCs in 1997 and not make a decision to use them until next year when the capabilities of this new technology have matured.

Issues and trends

Asked about issues and trends, vendors waxed downright poetic. To the recurring suggestion that they will someday bypass the library to market products and services directly to the larger population of users, a number of library system vendors insisted that libraries are going to increase in importance and will play more expansive roles in their communities.

To help users deal with the chaotic nature of the Internet, DRA replies that "administrators should prepare to embrace possible emerging indexing standards and to dedicate the necessary resources to integrating relevant and credible Internet resources with the online catalog and other physical information sources."

Auto-Graphics expects to see larger groups of statewide and regional library cooperatives push for "economies of scale in obtaining both the license and technology to access information content."

Best-Seller stresses the importance of the year 2000 problem: "Library administrators need to ask hard questions as quickly as possible to their system vendors. Many PC-based systems will need complete rewrites as will legacy systems in older programming languages such as Cobol. The simple fact of storing dates in eight-digit format (YYYYMMDD) instead of six digits (YYMMDD) is not sufficient to ensure there will be no problems. All calculations and validations involving dates must include all digits."

Library systems builders maintain that libraries can no longer delay investing in the hardware upgrades that are essential to providing adequate access for workstation users and the increased local network bandwidth to contend with multimedia capabilities.

Companies urge librarians to continue discussions of management of copyright and intellectual property. In the area of standards, some vendors hope to see more demand on the part of the library community for deeper exploitation of Z39.50 and more use of the 856 field of MARC records (to allow users to click on a web site address from their OPAC and hyperlink to it).

Some vendors are concerned that libraries are not doing enough to educate staff about Internet technologies and resources. User profiling and authentication will be required in order to implement and expand patron initiated services, e.g., electronic document delivery and remote database access.

Vendors note that library administrators should develop strategies for dealing with the increasingly larger amount of nontextual data that is becoming electronically available. Users will need to work with library catalogs not just to find information about print sources but also to find information about images, pictures, music, and sound clips.

"The duties associated with the day-to-day management of a library collection and providing access to digital media outside the library are at opposite ends of the spectrum," asserts the SIRSI spokesperson. "To assist patrons in the latter, libraries will need improved methods of managing routine internal operations. Incorporating workflow automation concepts into library operations will improve productivity, help enforce library policies and directives, and reduce training time."

Sanderson advises that the age-old question, "What is the primary purpose of this library and is this technology going to serve that purpose?" needs to be asked every time a library administrator considers implementing some new type of technology.

Cycles of competition

Companies operating in a technology-based environment go through cycles. Libraries have watched library automation vendors rise and fall as one system becomes the new darling of the field, and others either improve to compete or fail. While these cycles are sometimes based on how effectively vendors respond to changes in the technology, there are economic and other factors at work as well. In 1997 we could see the rising fortunes of companies previously discounted, as they introduce new products to capture new customers.

One thing is certain: there is healthy, if vigorous, competition among all vendors of automated library systems. Selecting one over another is increasingly difficult. While the competition usually leads to better systems and services for libraries, clearly the ability of a firm to survive with income enough to function requires strengths that go beyond the latest and best technology. Those economic factors are as important to a library purchasing decision as the sophistication of the technology.

Vendor Profiles

<h31 id="AN9704203721-15"> Ameritech Library Services </h31>

Ameritech Library Services (ALS) probably has a bigger piece of the market than any other vendor. In 1996 it continued realigning its management structure in order to focus on core competencies and delivering greater operating efficiencies. As part of its second realignment, the company dismissed 17 percent of its Provo, UT, employees. ALS has undergone several top-level administrative changes in the past few years. Last year ALS's presidents were playing musical chairs, and 20-year veteran Lana Porter was named the new president following Tom Quarton's mid-summer departure from that office. False rumors also arose that the company was for sale, but ALS seems to remain stable. Ameritech offers products for every type of library, and all of the company's systems are being web-enabled and equipped to support interlibrary loan (ILL) management. Of Ameritech's two systems, Dynix and Horizon, Dynix is the older character-based UNIX system. Sales for the Dynix product in 1996 were 117 systems, a significant drop from the 395 Dynix systems sold in 1995. K-12 libraries represent the largest Dynix segment that experienced losses. Sales for Horizon grew to 126 systems in 1996, a 23% increase from 1995. Horizon is the newer graphical-based client/server system. Horizon' s strengths continue to be in the academic (e.g., Johns Hopkins and Univ. of Tennessee, Knoxville) and special library markets, particularly at international sites. Only 34% of Horizon sales were to U.S. libraries whereas 81% of Dynix sales were in the United States. Ameritech also markets several Internet tools: WebPAC, NetConnect, and InfoShare. In the past year or so Ameritech also has begun to market automation outsourcing (e.g., to Chicago Library System, a group of special libraries, and to Hawaii PL).

<h31 id="AN9704203721-16"> Auto-Graphics, Inc. </h31>

Auto-Graphics makes its debut on this list after an impressive year. During 1996 the company named William Kliss its new COO, signed deals with Pierian Press for databases on its Impact/ACCESS product, offered electronic access to a 20-year index of GPO publications, and developed a database for Pennsylvania's Electronic Information Network. Productwise, it offers the Impact/ONLINE family designed for providing networked access and ILL services for cooperative, regional, and statewide multitype library resource-sharing consortia. Six Impact/ONLINE systems serving 2,318 libraries were installed in 1996. Impact/ONLINE includes a web PAC and a Z39.50 client. The company's Impact/ACCESS product provides consortia members access to index, abstract, and full-text databases. For consortia libraries not ready to go online, Auto-Graphics offers the CD-ROM-based Impact/CD, which can be integrated into a consortia's Impact/ONLINE system. Impact/CD allows for all consortia members to participate in ILLs.

<h31 id="AN9704203721-17"> Best-Seller, Inc. </h31>

Best-Seller is a small company that is developing some of the most interesting technological solutions to library automation. Best-Seller returned its focus to integrated library systems in 1996 after briefly emphasizing its BestWeb product for publishing MARC and desktop databases on the web. The Best-Web technology for the nonlibrary market was sold to Showbasemedia Inc. However, Best-Seller retained the rights to continue developing and marketing the product to libraries. 1996 saw the expansion of Best-Seller's third-generation system--Portfolio. This product is planned as an entirely web-based integrated library system that requires only a browser as client software for all modules (see Innovative for another company aiming at the same approach). Portfolio is designed to be compatible with the company's older Best-Seller product. Best-Seller is positioning the Portfolio OPAC module as an option to libraries looking at web PACs for an existing system by another vendor. Best-Seller is also developing another new system, WebSuite, which is designed for smaller libraries (up to eight library staff users) and runs on a Windows NT platform. In addition, Best-Seller will offer WebSuite Lite as a tool to publish existing databases on the web. This software is available for free downloading from Best-Seller's web site. Best-Seller's market strength has been in Canada, but it is worth consideration by medium to large public, special, and college libraries looking for alternatives to the more well-known companies. The company's older Best-Seller system continues to be marketed to mostly public and special libraries.

<h31 id="AN9704203721-18"> Book Systems, Inc. (BSI) </h31>

New to this year's survey, Book Systems, Inc. is one of a handful of small specialty companies in the field. BSI products are designed as solutions for schools and church, public, and academic libraries. The company offers the DOS-based Master Library System, which includes an OPAC, cataloging, circulation, inventory, and MARC import/export functions. The company introduced the Concourse system, which is a Windows 95/NT and Macintosh version of the DOS product. Concourse includes added multimedia capabilities. An accompanying product is Webrary, an Internet OPAC software application that hosts the local library collection on the web, and eZcat, a Z39.50 client. BSI's 1997 plans are to develop eZhost, a Z39.50 server that can be used with any library automation software that exports MARC records.

<h31 id="AN9704203721-19"> Brodart Automation </h31>

Brodart sold 75 of the DOS-based Precision One systems in 1996 with 69% to public libraries and 27% to K-12 schools. Products designed to accompany Precision One include an Internet accessible OPAC (Le PAC Net) and a cataloging system. 1997 should see the introduction of Windows-based versions of Brodart's products. Brodart's overall sales in 1996 were slightly higher than in the previous year. The company focuses on developing and marketing products for small libraries. Brodart sells almost exclusively to the U.S. market. Brodart is currently developing its Le Pac NET product to include hypertext searching and ILL forms.

<h31 id="AN9704203721-20"> CARL Corporation </h31>

CARL is another of the big vendors. Its CARL system is a turnkey library management system designed to serve large, networked libraries in urban, regional, or cooperative settings. All of CARL's systems are linked in a common network accessible over the Internet. Since CARL's focus is solely on such sales, the number of systems sold does not provide a full indication of CARL's market penetration. In 1996 CARL sold two systems: the Illinois Resource Sharing Alliance of 125 libraries and the Arlington County Public Library and Public Schools, VA. The CARL system runs on the Tandem Computer Inc.'s NonStop Kernel. Last year, CARLweb was released along with the development of the CARL Reports Module and Integrated Technical Services Workstation; the latter two are currently in beta-testing. Over the next several years CARL plans to port its system to a Windows NT environment. The availability of the system on the NT platform could do much to improve CARL's penetration of the marketplace. CARL also markets a number of other products including Everybody's Catalog, Kid's Catalog (now available in a Spanish-language version), NoveList and Everybody's Menu Builder. In 1997 CARL will be working more closely with its parent company, Knight-Ridder Information, Inc., to develop and market database access options such as DIALOG@CARL, which allows users to search more than 300 DIALOG databases via the ease and flexibility of a new CARL graphical interface.

<bold> CASPR Library Systems, Inc. </bold> CASPR is a significant provider of the LibraryWorks system for the K-12 market in the United States. LibraryWorks includes full MARC cataloging, circulation, acquisitions, serials control, and an OPAC. The system is available on multiple platforms: Windows 3.1, Windows 95/NT, and Macintosh. CASPR's 1996 sales were 552 systems, a 76% increase over 1995. Last year CASPR released a web product for its system. In 1997, CASPR is introducing its next-generation system--Library-World, which incorporates multimedia capabilities.

<h31 id="AN9704203721-21"> COMPanion Corporation </h31>

COMPanion's Macintosh-based Alexandria system (version 3.7) was sold to 972 sites in 1996, primarily K-12 school library districts in the United States. The company also offers Alexandria 4.0, a client/server-based library automation system designed for school districts with wide area networks (WANs). The server is Macintosh, but Windows and web-based client software are available. The company sold 57 of these client/server systems in 1996. The WAN approach allows all schools on the network to search each others' collections. COMPanion is planning a full release of its server-based system this summer. While the server product is marketed primarily to school districts, COMPanion also offers school site licenses, library-only licenses, and single-station licenses for schools needing cross-platform clients but not yet on a WAN. COMPanion offers 24-hour, seven-day-a-week technical support. CONTEC Data Systems North America CONTEC is another of the small foreign companies (New Zealand) included in this survey that is trying to make its way into the American market. It is beginning to display its wares at American Library Association shows. The company markets the C2 multimedia library system and the C3 digital library collection system. The centerpiece of the C3 system is its intellectual property management capabilities. Both systems operated only on Windows NT servers with Windows-based client software. The systems are sold as "software only" without a turnkey option. In 1996, 12 systems were sold by Contec; 58% of the sales were to special libraries. Contec is currently testing a completely revised version of the C3 digital library collection system.

<h31 id="AN9704203721-22"> Data Research Associates, Inc. (DRA) </h31>

Second only to ALS on the automation vendor food chain, DRA continues to be one of the cutting-edge companies. DRA reported selling 505 of its systems in 1996. Of these sales, 86% were to K-12 schools mostly in Ohio. The company was also contracted to wire the entire country of Singapore. In addition to marketing systems, DRA also introduced a Network Consulting Service and DRA News, an Internet newsfeed service. A breakdown by academic and public libraries--DRA's traditional strengths--showed that the company sold 26 systems to academic libraries and 36 to publics. Academic sales were down 52% in 1996, yet public library sales rose 89%. The company supports three system products: DRA Classic, multiLIS, and Inlex. In 1996 the company announced DRA Schools, a system focused on K-12 school districts. Despite the company's slow progress in moving its flagship product to a new architecture, DRA is poised to strengthen its position with the release of a next generation product in 1997. The as-yet-unnamed product employs object-oriented client/server technology running on both UNIX and Windows NT servers. Like other vendors, DRA recognizes the increasing importance of ILL and is integrating an ILL module into its new system. The next generation DRA system should be in place through the ILCSO consortium (Illinois) and at UCLA by the end of 1997. Libraries that have hedged on selecting DRA because of its outmoded VMS-based platform may be more comfortable with the new DRA system. For products that are fully functional the benefits of a system migration could be tremendous. DRA implemented 24-hour, seven-day-a-week customer support in 1996. A testament to DRA's management is its recognition by Forbes magazine as one of the 200 "Best Small Companies" in the United States in 1996.

<h31 id="AN9704203721-24"> Electronic Online Systems International (EOSi) </h31>

The most significant event in the library automation industry in 1996 was the merger of Data Trek, Inc. and IME, Ltd. The resulting company, Electronic Online Systems International (EOSi), is a subsidiary of Dawson Holdings, PLC. Previous product developments at Data Trek and IME have been consolidated into a GUI-based client/server system called the "Q Series," scheduled for release in the summer of 1997. IME's previous system Information Navigator/ TINLIB, now called the "T Series," will still be marketed. Data Trek's GLAS system also continues to be marketed under the new company. EOSi will be offering Information Quest (IQ), a new electronic Table of Contents information service providing worldwide access to scientific, technical, medical, and business journals via the Internet. Much of 1996 was spent working out the merger details between Data Trek and IME. Sales and support staffs had to be integrated, customers reassured about support for existing systems, office procedures harmonized, and development policies rethought. Large system sales continued at a relatively high volume through the former IME. Sales for Data Trek's former DOS-based systems (the Manager and Professional Series) were much lower than in previous years, but much of that can be attributed to the success of GLAS, the company's lower-end Windows-based product.

<h31 id="AN9704203721-26"> • Endeavor Information Systems Inc. </h31>

1996 was a breakthrough year for Endeavor in establishing credibility among academic and research libraries, which is the sole market focus for the company's Voyager system, which recently scored its 100th customer--not bad for a company that's barely three years old. Last year's marketplace survey said that a test of Endeavor's strength would be how it succeeds in building its customer base. In 1996 Endeavor sold 27 systems including four to large research libraries: University of Pennsylvania, University of Rochester, Syracuse University, and University of Windsor Three of those sites migrated from NOTIS. Endeavor and SIRSI are the two vendors favored by NOTIS-based libraries looking for a new system. Many NOTIS hands have come to Endeavor, including its honcho Jane Burke. Endeavor has gone through well-publicized transitions in the past few years but the company's strong leadership has fostered a product that deserves consideration by academic and research libraries desiring a functioning state-of-the-art integrated system. Endeavor' s Voyager has the potential to become an extremely popular academic library system.

<h31 id="AN9704203721-27"> Ex Libris </h31>

Another small, foreign vendor, Ex Libris is an Israeli-based company that offers the ALEPH integrated library automation system. ALEPH is marketed primarily to academic sites though it is also used by public and special libraries. In 1996 Ex Libris sold 48 systems, a 33% increase from 1995. All ALEPH sales in 1996 were outside the United States. Two versions of ALEPH are offered: ALEPH/300 is available on UNIX and OpenVMS, and the newer ALEPH/500 is available on UNIX and Windows NT. ALEPH/500 is built on the Oracle relational database management system, uses U.S. MARC, and supports full graphical user interfaces (GUIs). In 1997 Ex Libris will add the acquisitions and serials control GUI and will complete porting ALEPH/500 to Windows NT. ALEPH fully supports 17 languages, scripts, and bidirectional functionality (Arabic, Hebrew, etc.). Having been developed by a university for a university library, ALEPH should be a system examined by research libraries, particularly by specialized libraries with collections in Arabic and Hebrew, seeking forward-thinking approaches to library automation.

<h31 id="AN9704203721-28"> Follett Software Company </h31>

Follett is a large systems vendor that sells microcomputer-based systems primarily to school libraries in the United States. Follett sold 2,091 of its Circulation Plus systems and 3,027 of the Catalog Plus modules. Macintosh versions accounted for approximately 15% of each product's 1996 sales. While overall sales were down, Follett attributes this downward trend to the market saturation for library automation systems vendors in the K-12 marketplace. For this emerging market Follett has committed an area of the company to develop products and services for integrating technology into the classroom curriculum.

<h31 id="AN9704203721-29"> Fretwell-Downing Informatics Ltd. </h31>

Another of the more minor foreign vendors, the UK company Fretwell-Downing markets the Oracle Libraries (OLIB) system. OLIB is an information management and retrieval system offering MS Windows, web access, and includes a document requesting and delivery facility. Having focused on the international marketplace Fretwell-Downing began active marketing of OLIB in the United States in 1996. The OLIB system runs on a variety of UNIX platforms and is being ported to Windows NT A web-based OPAC was introduced in 1996. An interesting project undertaken by Fretwell-Downing is the integration into OLIB of an ILL and document delivery module developed as part of the European Union funded DALI (Document and Library Integration) project.

<h31 id="AN9704203721-30"> Gateway Software Corporation </h31>

A real niche vendor, Gateway offers the Library Management System (LMS). Gateway's particular market area are those organizations using the IBM AS/400 minicomputer to manage other software as well as library automation. Gateway's integrated system runs only on the AS/400 platform. In 1996, six systems were sold, representing a 33% decrease from 1995 sales. As in past years, all of Gateway sales have been to the K-12 segment. In 1997, Gateway plans to expand marketing efforts to include the special library market with turnkey systems that include imaging capabilities. Last year Gateway completed development of an OCR module, a GUI, major enhancements to its media booking system, and a web interface to its OPAC. The company continues to develop support for Z39.50. Gateway is the only vendor in this year' s survey that markets an AS/400-based system.

<h31 id="AN9704203721-31"> Gaylord Information Systems </h31>

There was lots of turbulence among the executives of library automation vendors last year, and Gaylord was another company that installed a new division president--Michael Skiles. Gaylord reported 50 systems sold last year, though that number includes CPU upgrades. The number of new customers in 1996 was 33, down from the 47 new sites in 1995. Public libraries account for 75% of sales for Gaylord's Galaxy/Cosmos system with' 20% going to academics. The Galaxy/Cosmos system is OpenVMS-based and is available as either a turnkey product or software only. Gaylord is introducing Polaris, a new system, in 1997 that should help the company capture a larger share of the market. The new product is a client/server automation product using the Windows NT operating system. This product could help Gaylord expand into new segments of the library marketplace. Gaylord would like Polaris to appeal to academics, large publics, school districts, and consortia. Polaris is currently in beta-testing, and on-site testing for all functions (patron services, technical services, and public access) should be complete by fall 1997. The system will support multiple client platforms: Windows 95/NT, Macintosh, and web.

<h31 id="AN9704203721-32"> Geac Computers, Inc. </h31>

Geac used to be one of the hot companies but has been fairly quiet as of late, while continuing to rack up sales. The company's general manager, Stan Pearson, also bid the library market adieu after less than two years in that office. Geac markets two integrated systems: ADVANCE, targeted primarily to academic and special libraries, and PLUS, aimed at public libraries and consortia. In 1996 Geac sold 63 ADVANCE systems and 23 PLUS systems. Geac also sold 43 of its VUBIS systems, which are marketed to small libraries (less than 30 users) in Europe. ADVANCE and PLUS are both UNIX-based systems that can be used with Geac's GeoCat, GeoWeb, and GeoPac client software. GeoWeb is a Z39.50-compliant front end. GeoCat is a MARC cataloging client. GeoPAC is Geac's new public access client that supports Z39.50 and the ability to transfer retrieved records to the GeoCat cataloging client. In 1997 Geac plans to release a client/server technical services workstation. Geac is making a major commitment to improve the quality of its products.

<h31 id="AN9704203721-33"> Information Dimensions, Inc. </h31>

This small company was yet another that changed leaders in mid-year, installing a new executive team. Information Dimensions (a subsidiary of OCLC) sold 26 of its TECHLIBplus systems exclusively to special libraries (corporate, government, research, law). Unlike most other products in this marketplace review, TECHLIBplus is not a traditional library automation system. While including modules for OPAC, circulation, acquisitions and serials control, it provides additional features designed for special libraries. Information Dimensions and OCLC solidified product direction so that TECHLIBplus is now positioned as an integral part of Information Dimensions' Corporate Information Centre (CIC)---an intranet-based document management solution to control and disseminate organizational knowledge. TECHLIB continues to manage bibliographic citations to published materials, internal research, and Internet resources while other CIC applications manage the full text of commercial databases, internal research reports, regulatory compliance, product documentation, etc. The system now has a full (API-level) integration with Netscape Commerce Server to improve the webserver gateway capabilities. Designed for both UNIX and VMS platforms, TECHLIBplus is available as a software-only product.

<h31 id="AN9704203721-34"> Inmagic, Inc. </h31>

Inmagic introduced a web/intranet publishing package, DB/Text WebServer, and released an imaging enhancement to its DB/TextWorks for Windows product. In 1997 Inmagic will begin shipping DB/Text NavigationServer, an intranet spidering product that incorporates the technology of the popular Lycos Internet search engine. Through new products focused on the increasingly important corporate intranets, Inmagic has demonstrated its flexibility in tailoring software to customer needs. Last year Inmagic sold 2,619 of its DB/TextWorks systems, mostly to special libraries. DB/TextWorks is a Windows-based (both 3.x and Win95/NT) textbase (text database) product used to streamline library automation. A companion product, "Library Guide," offers models for databases and reports that can be customized. 1996 sales of DB/TextWorks rose 78% over 1995 sales. DB/Search-Works is a search-only version of DB/TextWorks designed for multiuser sites (DB/TextWorks includes a free single-user run time license).

<h31 id="AN9704203721-36"> Innovative Interfaces, Inc. (III) </h31>

Another of the hot, cutting-edge companies, Innovative struck a few slick deals with other vendors last year, linking up with RoweCom for direct journal subscription ordering and with Blackwell for ordering periodicals. Innovative's INNOPAC system is targeted at academic and public libraries, though the company increased sales to special libraries in 1996. Ninety-three systems were sold last year, a decline of 32% from the previous year. Academic libraries account for the majority (73%) of III's sales. New customers in 1996 accounted for only 44% of Innovatives sales compared to 79% in 1995. Academic sites new to III had a median collection size of 300,000 volumes. Sales to existing customers, which account for most of III's 1996 sales, were most likely CPU upgrades. While Innovative continues to dominate in the academic marketplace, companies like Ameritech, Endeavor, and SIRSI are building a solid base among research libraries. Outside of the U.S. academic market, III focused on large public libraries. Innovative's major development in 1996 is Project Millenium, which aspires to turn INNOPAC into a totally web-based product. Innovative plans to use Java applets and a suite of APIs to create thin client interfaces for all of INNOPAC's software modules.

<h31 id="AN9704203721-37"> International Library Systems, Corp. (ILS) </h31>

Another small fish, ILS's SydneyPLUS Library Management Center is marketed exclusively to corporate and special libraries and information centers. It is available on DOS, Windows (3.x and Win95), DEC VAX, UNIX, NT Client/Server, and NIX Client/Server platforms. In 1996, the Vancouver company sold 16 server-based systems and 57 PC-based SydneyPLUS systems, representing a 300% increase in server-based sales and a 128% increase in PC-based systems sales. ILS's efforts in 1996 included Windows developments, a new WebOPAC module, client/server versions, an ILL module, and an Electronic Desktop module. Software modules are updated quarterly. Used by many large international companies, ILS's SydneyPLUS systems should be considered by corporate and special libraries. ILS's development of a Windows NT-based client/server system demonstrates its commitment toward supporting the technology requested by its customers.

<h31 id="AN9704203721-38"> Keystone Systems, Inc. </h31>

In 1996 Keystone sold six of its KLAS systems, a significant number for a company that fills a niche through its focus on special needs. The company released version 5.1 of its KLAS system and appointed a librarian as it production manager. Libraries serving the blind and physically handicapped have been a large part of Keystone's market. The KLAS system, using a relational database and client/server architecture, runs on several platforms: UNIX, Windows NT, Novell NetWare. The KLAS system consists of 11 modules including cataloging, circulation, web OPAC, physical inventory, report generation, acquisition and serials control, etc. Keystone is in the process of developing Z39.50 client and server capabilities. Keystone is trying to change its image to one that is suitable for all types of libraries and not just for those with special needs. Indicative of its success is the sale of systems to community colleges in 1996.

<h31 id="AN9704203721-39"> The Library Corporation (TLC) </h31>

In addition to forming a partnership with the Research Libraries Group (RLG) to give its BiblioFile customers Z39.50 access to the RLIN database through its Integrated Technical Services (ITS) work-station, TLC launched a new integrated client/server library automation system, Library. Solution. It sold 17 systems, with most going to an academic consortium in Georgia. Another TLC entry into the marketplace is Library. Net, a web site service that was sold to 77 libraries. TLC continues to offer its well-known microcomputer-based BiblioFile system, with 355 sold in 1996. K-12 schools accounted for 30% of BiblioFile's buyers, and academic and public libraries amounted to 20% and 23%, respectively. TLC also continued selling its ITS workstation, which includes a MARC editor, Z39.50 client, and OCLC record validation. In 1997 TLC plans to expand its new integrated system with additional modules: ILL, serials control, acquisitions.

<h31 id="AN9704203721-40"> Nichols Advanced Technologies, Inc. </h31>

Nichols sold 1,093 of its Athena systems in 1996, representing an 82% increase over 1995 sales. Figures for Nichols's older DOS-only MOLLI system dropped 58%, indicating that Nichols's customers are opting for the newer product. Athena is a multiplatform product available on Windows 3.x, Windows 95, Macintosh, and DOS. 83% of libraries purchasing Athena are K-12 schools, mostly in the United States. Nichols introduced three new Internet products: Athena Webserver, Weblink, and BookWhere Pro?, which allows librarians to retrieve MARC records and other database information from libraries across North America. The Weblink product allows patrons to use the MARC 856 field as a hypertext link to resources on the Internet. Nichols's new product offerings indicate how extensively school-focused library systems are integrating Internet capabilities. Nichols represents one of the innovative vendors that is focusing on the school library market, and its Athena product should continue to grow in popularity.

<h31 id="AN9704203721-41"> Sanderson Computers, Inc. </h31>

The wonder from down under, Sanderson's product is the Zebra 2000 Advanced Library Management and In-formation System (formerly marketed in the United States by General Automation until 1995). Zebra 2000 is a server-based system running on a wide variety of platforms (UNIX, Windows NT, VMS) and is available in a turnkey package or as software only. A strength of Zebra 2000 is its ability to handle nonbibliographic data as well as traditional MARC-based files through the same search interface. This makes the system particularly useful for museums, art galleries, historical societies, and libraries with special collections that catalog digitized images and sound files. In 1996 Zebra 2000 was sold to 55 libraries, a decrease of 16% from 1996. More than 50% of the buyers were public libraries. Sanderson has had a limited presence in the United States, with a focus mostly in Australia, New Zealand, and Malaysia. Sites choosing Zebra 2000 in 1996 were on average 250,000 volumes. Zebra 2000 is designed and focused on niche areas of the marketplace, particularly those that require a system capable of handling both MARC and non-MARC records.

<h31 id="AN9704203721-43"> SIRSI </h31>

SIRSI continues to be a major supplier of library automation systems for all types of libraries. The company launched new products such as UnicornOASIS for public libraries and introduced WebCat and Vision 1.2 for the net. The company also signed a big installation contract with the National Science Foundation. In 1996, however, sales were down 19% (compared to 1995 when sales increased 40%). SIRSI sold 101 of its Unicorn family of library management systems last year. Academic libraries accounted for 39% of Unicorn sales, special libraries were 24%, and school libraries were 23%. The median collection size of academic libraries purchasing the Unicorn system in 1996 is 87,000 volumes. All of the 101 system sales for 1996 were to new customers. One of SIRSI's major development projects is the incorporation of workflow automation concepts in library automation. A partnership with Stanford University is defining specifications for handling the high production demands of a research library. As a result of this partnership, SIRSI developed the "Workflow Workshop," which is a software component that allows the individual library to customize the Unicorn graphical client for work-flows that meet local needs. Goals for SIRSI in 1997 include the release of Version 9 of the Unicorn system, which includes an Outreach Services module for servicing patrons who cannot come to the library, an enhanced materials booking module, and support for the ILL protocol and the X-12 communications protocol.

<h31 id="AN9704203721-44"> VTLS </h31>

VTLS is targeting the U.S. academic market with its new VIRTUA system and has linked with SilverPlatter. Developed with the University of Kansas and the University of North Carolina at Charlotte, VIRTUA is a UNIX-based product using the Oracle relational database management system. While VTLS has been known for its strong international presence, the company is making strides in improving its position in the United States. In 1996 domestic sales increased by 43% and revenue grew by 15%. VTLS sold 13 new VIRTUA systems and 19 of its older VTLS systems in 1996. VTLS added 25 new positions in development and customer service and strengthened its management team with several new appointments. VTLS is looking to the future of library automation with VIRTUA's emphasis on handling multimedia applications in a distributed network environment. To demonstrate VIRTUA's scalability, VTLS has successfully bench-marked the system on a database of four million bibliographic records. VTLS's VIRTUA is a technologically advanced product that should be considered by academic libraries looking for an integrated system.

<h31 id="AN9704203721-45"> Winnebago Software Company </h31>

Winnebago is one of the major school library automation vendors and is introducing two new products. Winnebago Spectrum is a client/server system for use on Windows 95/NT, DOS/Windows 3.x, and Macintosh. Spectrum provides both a Z39.50 server and client for interfacing with collections and databases on the web. Winnebago Value Packs are a one-step conversion package in which Winnebago takes shelf list cards, patron data, etc., and prepares the program, indexes, and other setup processes. Winnebago Spectrum is currently in beta-testing, though the company expects to have over 800 new customers when the product is released. In 1996 Winnebago sold 6,503 of its CIRC/CAT online catalog and circulation systems for IBM compatibles and 3,678 CIRC/CAT systems for Macintosh computers.

TABLE 1: 1996 MICROCOMPUTER SYSTEM SALES

Sales Breakdown by Vendor and Library Type

<ct id="AN9704203721-47"> VENDOR TOTAL ACADEMIC PUBLIC SCHOOL SPECIAL Book Systems, Inc 451 5 5 115 326 Brodart 6,335 309 3,077 2,635 296 CASPR 552 4 7 496 45 COMPanion 972 4 0 949 19 EOSi 877 85 37 310 416 Follett 6,849 81 171 6,381 37 Inmagic 3,660 -- -- -- 2,928 ILS 57 0 0 0 57 Nichols 1,168 36 81 971 80 TLC 355 71 83 104 97 VTLS 14 2 1 0 11 Winnebago 10,181 166 665 8,725 620</ct>

Where numbers do not meet the total, the remainder is consortia.

Brodart Automation figures are for "Precision One Cataloging System." "Precision One Integrated System," and "Le Pac."

Follett Software Company figures are for "Catalog Plus," "Circulation Plus," and "Search Plus."

Inmagic does not breakdown its sales figure by segment but indicates that 80% of sales are to special libraries.

TLC figures are for BibioFile Cataloging, Public Access Catalogs, and Circulation.

TABLE 2: 1996 SERVER-BASED SYSTEM SALES

Sales Breakdown by Vendor and Library Type

<ct id="AN9704203721-49"> VENDOR TOTAL ACADEMIC PUBLIC SCHOOL SPECIAL Ameritech** 613 100 300 10 82 Auto-Graphics 5 -- -- -- -- Best-Seller 28 2 16 0 8 CARL 2 -- -- -- -- COMPanion 67 0 0 65 2 CONTEC 12 3 1 1 7 DRA** 505 26 36 436 2 Endeavor 27 20 0 0 6 EOSi 151 93 7 0 43 Ex Libris 48 33 6 0 9 Fretwell-Downing 26 11 2 0 13 Gateway 6 0 0 0 0 Gaylord* 50 10 37 0 0 Geac 106 26 61 0 19 Information Dimensions 26 0 0 0 26 Innovative 93 68 11 1 13 ILS 16 0 0 0 16 Keystone 6 3 0 0 3 Sanderson 55 9 28 3 10 SIRSI 101 39 13 23 24 TLC 17 15 2 -- -- VTLS 46 22 5 0 18 </ct>

Where numbers do not meet the total, the remainder is consortia. See also "Server or micro." p. 47.

*Includes CPU upgrades.

**Number includes multiple library locations within a single organization.

TABLE 3: GLOBAL SYSTEM SALES 1996

Breakdown by U.S. and non-U.S. sales

<ct id="AN9704203721-51"> VENDOR U.S. NON-U.S. Ameritech 168 106 Auto-Graphics 5 0 Best-Seller, Inc. 4 21 Book Systems, Inc. 449 2 Brodart 6,326 52 CARL 2 0 CASPR 532 20 COMPanion 897 143 CONTEC 5 7 DRA 442 63 Endeavor 30 3 EOSi 624 404 Ex Libris 0 48 Follett 6,670 179 Fretwell-Downing 1 25 Gaylord 33 0 Gateway 6 0 Geac NA NA Information Dimensions 9 16 Inmagic 2,196 1,464 Innovative 66 27 ILS 52 21 Keystone 6 0 Nichols 1,091 77 Sanderson 3 52 SIRSI 75 26 TLC 317 115 VTLS 18 42 Winnebago 9,163 1,018</ct>

TABLE 4: LIBRARY VENDORS AND THEIR SYSTEMS

Number in parentheses represent total number of libraries still using the system. Installed base number available only for server-based systems.

<ct id="AN9704203721-53"> LIBRARY VENDOR SYSTEM NAME Ameritech Library Services Dynix (4,250), Horizon (349) Urica (43), NOTIS/LMS (253), PALS (247) Auto-Graphics, Inc. Impact/Online (8) Best-Seller Best-Seller (81), Portfolio (13) Book Systems, Inc. Master Library System Brodart Precision One Integrated System, Le Pac CARL Corporation CARL Integrated Library System (38) CASPR LibraryWorks COMPanion Corp. Alexandria 4.0 (21), Alexandria 3.7 CONTEC C2 (54), C3 DRA DRA System (number not available) EOSi GLAS, Manager Series, Professional Series, T Series (2,790) Endeavor Voyager (33) Ex Libris ALEPH (294) Follett Circulation Plus, Catalog Plus, Alliance Plus Fretwell-Downing Oracle Libraries (85) Gateway Library Management System (46) Gaylord Galaxy/Cosmos (302), Polaris Geac Advanced Integrated Library System (257), PLUS Integrated Library System (115), VUBIS Automated Library System (267) Inmagic Inmagic DB/Text WebServer, Inmagic DB/TextWorks Information Dimensions TECHLIBplus (274) Innovative INNOPAC (611) International Library Systems (ILS) SydneyPlus-VMS/UNIX (49) SydneyPlus-DOS/Windows Keystone KLAS (9) Nichols Athena, MOLLI Sanderson Zebra 2000 (290) SIRSI Unicorn Family of Library Management Systems (651) TLC BiblioFile, Library Solution (66) VTLS VTLS (268), Virtua (NA) Winnebago Circ/Cat, Spectrum</ct>

SOURCE LIST

<ct id="AN9704203721-55"> Ameritech Library Services 400 Dynix Dr. Provo, UT 84604 801-223-5200 FAX 801-223-5202 http://www.amlibs.com Auto-Graphics, Inc. 3201 Temple Ave. Pomona, CA 91768 909-595-7204 FAX 909-595-3506 http://www.auto-graphics.com Best-Seller, Inc. 3300 Cote Vertu, Suite 303 Montreal, Canada H4R2B8 800-529-3310; 514-337-3000 FAX 514-337-7629 http://www.bestseller.com Book Systems, Inc. 721 Clinton Ave., Suite 7 Huntsville, AL 35801 800-219-6571; 205-533-9746 FAX 800-230-4183; 205-536-117 http://www.booksys.com Brodart Automation 500 Arch St. Williamsport, PA 17705 800-233-8467, x640 FAX 717-327-9237 http://www.brodart.com CARL Corporation 3801 E. Florida Ave., Suite 300 Denver, CO 80210 303-758-3030 FAX 303-758-0606 http://www.carl.org CASPR Library Systems, Inc. 100 Park Center Plaza Suite 550 San Jose, CA 95113 408-882-0600 FAX 408-882-0608 http://www.caspr.com Chancery Software 4170 Still Creek Dr., Suite 450 Burnaby, BC Canada V5C-6C6 604-294-1233 COMPanion Corporation 1831 Fort Union Blvd. Salt Lake City, UT 84121 801-943-7277; 800-347-6439 FAX 801-943-7752 http://www.companioncorp.com CONTEC Data Systems North America 1730 S. Amphlett Blvd., #127 San Mateo, CA 94402-2709 415-655-4060 FAX 415-655-4061 http://www.contecds.com/library Data Research Associates, Inc. (DRA) 1276 N. Warson Rd. St. Louis, MO 63132 314-432-1100 FAX 314-993-8927 http://www.dra.com Electronic Online Systems International (EOSi) 5838 Edison Place Carlsbad, CA 92008 760-431-8400; 800-876-5484 FAX 760-431-8448 http://www.eosintl.com Eloquent Systems, Inc. 1501 Longsdale Ave., Suite 25 N. Vancouver, BC Canada V7M 2J2 Endeavor Information Systems, Inc. 9700 W. Higgins Rd., Suite 100 Rosemont, IL 60018 800-762-6300; 847-292-2292 FAX 847-292-2296 http://www.endinfosys.com Ex Libris, Ltd. (Israeli company) Ex Libris (USA), Inc. (US company) 509 Bradford Pkwy. Syracuse, NY 13224 315-449-2132 FAX 315-449-1860 http://www.aleph.co.il Follett Software Company 1391 Corporate Dr. McHenry, IL 60050-7041 800-323-3397 FAX 815-344-8774 http://www.fsc.follett.com Fretwell-Downing Informatics Ltd Brincliffe House Ecclesall Rd. Sheffield, England, S11 7AE +44(0)114-281-6000 FAX +44(0)114-281-5981 http://www.fdgroup.co.uk/fdi.htm Gateway Software Corporation PO Box 367 Fromberg, MT 59029 406-668-7661; 800-735-3637 FAX 406-668-7665 http://www.gscweb.com Gaylord Information Systems PO Box 4901 Syracuse, NY 13221-4901 800-272-3414 FAX 315-457-5883 http://www.gaylord.com Geac Computers, Inc. 9 Technology Dr. PO Box 5150 Westborough, MA 01581 508-871-6800 FAX 508-871-6850 http://www.geac.com GRC International, Inc. 5383 Hollister Ave. Santa Barbara, CA 93111 805-964-7724; 800-933-5383 FAX 805-967-7094 Information Dimensions, Inc. (Subsidiary of OCLC, Inc.) 6600 Frantz Rd. PO Box 8007 Dublin, OH 43016-2007 614-761-8083 800-DATA-MGT FAX 614-761-7290 http://www.idi.oclc.org Inmagic, Inc. 800 W. Cummings Park Woburn, MA 01801-6357 617-938-4442 FAX 617-938-6393 http://www.inmagic.com Innovative Interfaces, Inc. 5850 Shellmound St. Emeryville, CA 94608 510-655-6200 FAX 510-450-6350 http://www.iii.com International Library Systems Corporation (ILS) 1135-13560 Maycrest Way Richmond, BC Canada V6V 2J7 604-278-6717 FAX 604-278-9161 http://www.ils.ca Keystone Systems, Inc. 4513 Creedmoor Rd. Suite 301 Raleigh, NC 27612 800-222-9711 919-782-1143 The Library Corporation (TLC) Research Park Inwood, WV 25428-9733 304-229-0100; 800-325-7759 FAX 304-229-0295 http://www.tlcdelivers.com Library Technologies, Inc. 1142-E Bradfield Rd. Abington, PA 19001 NSC, Inc. 428 W. Ryan St. Brillion, WI 54110 Nichols Advanced Technologies, Inc. 8911 Capital of Texas Hwy. Suite 2100 Austin, Texas 78759 512-342-2850 FAX 512-342-2827 Sanderson Computers, Inc. 450 W. Wilson Bridge Rd. Suite 340 Worthington, OH 43085-2237 614-781-2525 FAX 614-781-2755 http://www.sandersonusa.com SIRS, Inc. PO Box 2348 Boca Raton, FL 33427-2348 SIRS Canada 9630 Route Trans Canadienne Montreal, Quebec Canada H4S IV9 SIRSI Corporation 689 Discovery Dr. Huntsville, AL 35806-2801 205-922-9825 FAX 205-922-9818 http://www.sirsi.com VTLS, Inc. 1800 Kraft Dr. Blacksburg, VA 24060 540-557-1200; 800-468-8857 FAX 540-557-1210 http://www.vtls.com Winnebago Software Company 457 E. South St. Caledonia, MN 55921 507-724-5697 FAX 507-724-5530 http://www.winnebago.com</ct>

By Theresa Pepin, Jeff Barry, & W. David Penniman

Theresa Pepin is an independent consultant and served as manager for this project at the Center for Information Studies (CIS), University of Tennessee, Knoxville (UTK) where she is also an instructor at the School of Information Sciences (SIS); Jeff Barry is Systems Librarian, Old Dominion University Library, Norfolk, Virginia; and W. David Penniman is Director, CIS, and Interim Director, SIS, UTK