Business intelligence company Information Builders is promising to increase its focus on the UK after admitting that it had taken its eye off the ball and neglected its international operations.
Michael Shea, newly appointed vice president of international sales and marketing at the company, will boost the focus on non-US operations and introduce a series of initiatives to claw back business from rivals including Cognos, Business Objects and Microstrategy.
Shea told vnunet.com that expanding Information Builders' international presence is a priority.
"There's been no proactive approach to international in the past. International revenue has been viewed as incremental to domestic operations," he admitted.
"We have to think globally and act locally and that will allow us to scale our business much more rapidly than we did in the past. The UK is a market that did not receive the attention it deserved."
Today 23 per cent of the company's revenues are generated by its international operations.
"By any US software company standard that should be closer to 50 per cent," said Shea, who has set himself the task of achieving that figure in the next three years.
"Increasingly the customers we do business with have international operations that require no barriers between the areas where we do business," he said.
"They also have relationships with systems integrators, especially the Big Four, which need to know where we are."
The company's international focus hinges on boosting non-US infrastructure, expanding channel partners which supply key applications or integration expertise in key industries, and expanding relationships with existing customers in those regions.
Plans to bundle software, services and training with a vertical focus is also key, according to Shea.
"We're guilty of having sold on the technology but clearly the value we provide is much more than technology and we have to communicate that," he explained.
The UK was the site of Information Builders' first international (effectively non-US) operation set up in the early 1980s.
Customers in the UK include Royal & Sun Alliance, De Montfort University and electronic components distributor Eurodis.
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