Borland has spun off its US channel sales and marketing organisation and sold a majority stake to the unit's management, to focus on building up its direct sales business and reduce overall headcount.
This follows a similar move by the tools supplier last year, when it hived off its Interbase database unit, which was no longer considered a core business.
But Borland says this latest action will not be mirrored in the UK and Europe because the region does not have the same critical mass as the US operation.
Nigel Brown, Borland UK?s sales and marketing director, said: ?We?re trying to do something innovative to allow extra focus and allocation of headcount in order to build up our focus on direct sales to enterprise level customers. We want to focus resources on our Visigenic and Entera products, which are a longer term sell and require a lot more technical resource. It?s all part of our push into the enterprise.?
Borland will retain a stake in the new business, dubbed Frontline Now!, which will be headed by Diane Archer, Borland?s former vice president of channel sales and marketing.
She becomes Frontline Now!?s president and chief exective and will report to John Floisand, Borland?s vice president of worldwide sales. Archer is taking 40 staff with her, all former members of Borland?s channel division, but the new company will initially remain at Borland?s headquarters.
Frontline Now! also plans to distribute and sell third party products, probably by the middle of 1998, although it will continue to service Borland?s traditional channel indefinitely.
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