Sybase splits into four the HP way

Sybase will copy Hewlett Packard's business model as it reorganises into four global business units in an attempt to increase dwindling revenue growth.

The database supplier has pulled itself back into the black after its financial crash about a year ago, but acknowledged it needs to increase the top line as the final stage in its recovery. It will introduce a consultancy-based sales model and enhance its vertical market orientation.

John Chen, chairman and chief executive of Sybase, said: 'We wanted to form business units that would increase market share because they are more accountable. Each unit will have its own profit and loss account, with a thin corporate layer providing central services, corporate identity and the like - we still want to present one face to customers.'

The units comprise: internet applications, headed by Raj Nathan, former senior vice president of corporate programmes; business intelligence, led by Eric Miles, former senior vice president of product operations; and mobile and embedded systems, headed by Terry Stepien. Each will focus on selling via third-party channels and have its own marketing, development and administration staff.

A fourth business, enterprise solutions, will handle Sybase's top 500 accounts in finance and banking, healthcare, telecoms and government, managed by Richard LaBarbera, former vice president of worldwide customer services.