Borland subsidiary Interbase is repositioning its eponymous database to target the OEM and Var space.
The newly released version 5.0 of the product comes with revamped licensing and support schemes to make it more attractive to resellers.
Borland spun out the unit earlier this year (see Newswire 30 April, 1997) as a standalone business with its own profit and loss account, after years of prevaricating over the focus and direction of the product.
It now claims to have made a profit for three consecutive quarter. It is attempting to grow by going after niche markets and increasing deployment levels in the Borland installed base - current levels are only 24 per cent, even though the product is bundled with every licence for Borland development tools.
Jim Weil, Interbase?s president, said: ?I?d love to break out and sell outside the Borland base, but I don?t believe it?s necessary to create a nice business. Our aim is to grow our business in Borland?s tools base and we?re interested in Borland growing, so we can get a bigger slice of the pie. We?re also aiming the product specifically at the embedded market rather than just anyone on an ad hoc basis.?
He added that, while the subsidiary currently sells 60 per cent of licences to Vars, 20 per cent to OEMs such as Motorola and the rest to end users, the sectors were expected to grow at 40 per cent, 50 per cent and 30 per cent respectively over the next couple of years - making the indirect channels the key.
As a result, Interbase has revamped its licensing and support schemes for version 5.0 of the database, which started shipping last week, to try and make it more suitable for the increasingly important Var base.
It is now possible to buy licences for single users or groups of two to four - until now, they were available only for five developers or more.
Support has now been increased to 24X7 care and a Web site has been set up, including a section for Delphi/Interbase customers that includes case studies, promotional materials and bulletin boards.
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