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Hyperion bolsters channel

Hyperion bolsters channel

Business intelligence software vendor Hyperion is looking to channel partners to help build the next generation of vertical applications, which will see data-analysis tools far more ubiquitous across enterprise computing environments.

According to Stephen Imbler, former president and current chief adviser to Hyperion, technical developments and the current economic climate have driven the growth of analytical software. Imbler was in Australia to deliver a keynote address at Hyperion's partner and user conference on the Sunshine Coast recently.

"Companies have mountains of data and less time to analyse it," Imbler said. "Business intelligence is currently being adopted by big companies in a similar way to ERP in the eighties, except [ERP vendors] didn't deliver on ROI.

"Business intelligence does not replace ERP or CRM, it complements them. What we are doing differentiates from ERP in that it delivers on ROI."

It is that promise of return on investment that represents an opportunity for channel partners, Imbler claimed. He said the company is now actively seeking channel players to bolster the 35 to 40 partners it is already dealing with in Australia and New Zealand.

Partners come in a variety of guises for Hyperion, including independent software vendors, consulting partners, technology partners, alliance partners, OEM partners and distribution partners. The company is currently working with consulting giants KPMG Consulting and Deloitte Touche Tohmatsu as well as IBM, i2, Brio Software, A3 Solutions, Decision Support Systems (in New Zealand) and Capiotech.

Imbler said that Hyperion currently only draws "about 20 per cent" of its revenues from indirect sales but it intends to grow that to 50 per cent as soon as possible. He said Hyperion would be focusing its internal product development on the framework of its financial budgeting and planning tools, which have been its traditional strengths.

"We are going to depend on and encourage partners and customers to build most of the applications in vertical markets on a common Hyperion analytical framework," Imbler said. "We will only be doing financial applications and we will be relying on partners to develop eCRM and other analysis tools."

Gerard Norsa attended the Sunshine Coast partner conference as a guest of Hyperion.


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