As dissatisfied independent software vendors (ISVs) leave the likes of Oracle and IBM's Informix, application development tools provider Progress Software is hoping to entice them to its business.
Progress is looking to get about a dozen ISVs on board in order to fill gaps in targeted UK industry sectors.
UK channel sales manager Mark Gilliland said: "[Progress] offers a future vision and a partner-friendly model that's mature. Meanwhile Oracle is pushing ISVs out while Informix ISVs are going in droves."
He explained that some companies had channel conflict because they were selling their own applications, which Progress had never done.
Companies of particular interest to Progress are those that the current vendor has effectively abandoned with well-established applications.
The move complements Progress' alliance business initiative that focuses on vertical sectors. This was piloted in the UK and Europe last year, and is now being rolled out throughout the Progress partner community worldwide.
Among the sectors where gaps exist are healthcare and some manufacturing areas.
Progress UK managing director Frank McIlroy painted a sad picture for companies which did not migrate. "They are faced with living off their installed user base for up to five years if they shed staff, and looking for a trade sale or closing down," he warned.
ISV migration application may not be straightforward, but Gilliland maintained that Progress also provided sophisticated licence models, very fast migration capabilities and had staff happy to work in the field to help ISVs.
Despite this he suggested that some companies may choose to start with a small project perhaps using one of Progress' new developments such as web services deployment. These form part of its newly announced Service Oriented Architecture roadmap.
Gilliland said that Progress had two venture capital companies lined up which were interested in investing in such migrating companies, plus an organisation working with the Department of Trade and Industry to help obtain company grants. "This will heighten disruption in the channel," he said.
A separate channel initiative is underway designed for greater penetration in large enterprises. Progress will co-ordinate a bid, working together with ISVs whose offerings meet a prospect's needs.
McIlroy said that the applications invariably provided the enterprise with the best cost of ownership. By underwriting the bid, Progress would overcome an enterprise's natural concern at the risk of a relatively small ISV disappearing.
Progress has just posted second-quarter results showing a small growth for the fourth consecutive quarter to revenue of $67.3m.
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