BO grooms channel to sustain growth

BO grooms channel to sustain growth

Business intelligence vendor Business Objects, has appointed a new channel manager and will be releasing a new partner program in September this year, in an effort to continue its strong revenue growth in the Australian region.

The move was announced by newly appointed managing director Peter Taylor shortly after Business Objects released its second quarter results declaring a net income of $US11 million, a 19 per cent increase from second quarter last year. Revenues also increased, up 20 per cent from June 2000 to $US101.5 million.

Taylor did not specify what percentage of the global figures accounted for Australian sales but admitted a profit increase of just over 200 per cent from last year and revenue growth of 103 per cent.

Moving to Business Objects from Lotus Development three months ago, Taylor says while the direct selling model is going very well the company will be focussing this year on increasing its channel partners.

"56 per cent of the revenue in the US came from the channel, [Business Objects] Australia is not at that stage yet, but it is something we are focussing on," said Taylor.

Business Objects segments business intelligence into three strains, enterprise deployment, extranets and analytical application. The company defines intelligence as the ability to compile and analyse company and customer information. While experiencing growth in all three areas, Taylor says the growth in extranets during the last 18 months is "phenomenal", adding they have recently made three more extranet deals and acquired 12 new customers.

In comparison, Business Objects' main competitor Cognos, struggled through its first quarter. Cognos had to deal with a company restructure and a net loss of $US11.1 million, which was down from first quarter last year where it posted a net income of $US12 million. Revenue was marginally dropped too, showing $US108 million down from $108.7 million from the past year's quarter. Cognos announced plans in June to lay off 300 staff due to the lower-than-expected earnings.

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