Coopers & Lybrand to use Lotus software

January 04, 1994|By New York Times News Service

In a significant endorsement of Lotus Development's business-office software, Coopers & Lybrand, the accounting and consulting firm, has decided to adopt Lotus' products for use on all of the company's personal computers.

Coopers & Lybrand, which has already purchased 28,000 copies of Lotus Notes and Lotus' suite of spreadsheet, word processing and other desktop applications, intends to put Lotus software on every personal computer used by Coopers' 70,000 employees in offices in 120 countries. The companies plan to announce the agreement this week.

Although the initial order is worth only about $10 million to the Lotus Development Corp., and analysts said the deal might eventually total $20 million or so, it is Lotus' biggest single-customer agreement yet. And it could have a broad impact because Coopers is an influential business consultant on the corporate use of information technology.

The deal is further evidence that Lotus Notes, one of the business software industry's best-selling products, is swaying large corporate clients toward other Lotus software. Lotus reportedly sold more than $100 million worth of Notes in 1993, known as "groupware," which lets co-workers on a network work simultaneously on the same file.

"This is very positive for Lotus," said Terry Quinn, an analyst with Furman Selz in New York. "It shows that large companies are making a strategic commitment to Notes."

Notes is helping Lotus gain ground on the Microsoft Corp. in the "suite wars." Suites are bundles of applications like spreadsheets, word processing and graphics that are sold together for a fraction of what the programs would cost if bought individually. Suite sales are growing nearly 40 percent a year.

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