Merge with Similarly Market Focused Companies – Marimba


Tim J. Smith, PhD
Founder and CEO, Wiglaf Pricing

Published June 9, 2004

Founded in 1996, this public company achieved $40 million in revenue in 2003 and has over 450 customers including name brands such as Music Match and Electronic Arts.

Marimba provides a solution for managing software inventory and updates. Companies seek their solution for security patch and anti-virus management, software license compliance, and operating system migration.

According to Maria Bayer, Sr. Sales Representative at Marimba, being acquired is their route to success. This summer, Remedy should complete their acquisition of Marimba. The acquisition was sought by Remedy as a solution to expand their solution suite that already includes other IT service management, customer support, and action management solutions. The board of Marimba was looking for an exit plan. As a route to market, the acquisition should enable the Marimba solution to reach a broacher customer set. For Remedy, the broader solution footprint enables salespeople to contact their customers with more solutions, enabling economies of scope in the selling process.

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About The Author

Tim J. Smith, PhD, is the founder and CEO of Wiglaf Pricing, an Adjunct Professor of Marketing and Economics at DePaul University, and the author of Pricing Done Right (Wiley 2016) and Pricing Strategy (Cengage 2012). At Wiglaf Pricing, Tim leads client engagements. Smith’s popular business book, Pricing Done Right: The Pricing Framework Proven Successful by the World’s Most Profitable Companies, was noted by Dennis Stone, CEO of Overhead Door Corp, as "Essential reading… While many books cover the concepts of pricing, Pricing Done Right goes the additional step of applying the concepts in the real world." Tim’s textbook, Pricing Strategy: Setting Price Levels, Managing Price Discounts, & Establishing Price Structures, has been described by independent reviewers as “the most comprehensive pricing strategy book” on the market. As well as serving as the Academic Advisor to the Professional Pricing Society’s Certified Pricing Professional program, Tim is a member of the American Marketing Association and American Physical Society. He holds a BS in Physics and Chemistry from Southern Methodist University, a BA in Mathematics from Southern Methodist University, a PhD in Physical Chemistry from the University of Chicago, and an MBA with high honors in Strategy and Marketing from the University of Chicago GSB.