Informix channel to become NT vessel

Informix plans to completely overhaul its channel, shifting the bulk of resources away from its traditional Unix base in a bid to win 15 per cent of the $38 billion NT database market by the end of next year.

The company will review its entire channel operation and plans to announce a ?complete cross-platform channel strategy? in September.

Throughout August, Informix executives will develop what the company hopes will be a ?comprehensive distribution strategy?.

In addition, Informix will introduce a series of NT channel programmes, including application porting, demand creation, direct salesforce training and technical support.

The firm will dedicate 40 per cent of its channel resources to creating an NT Channel Partner Organisation, which will provide Vars with dedicated partner representatives, technology consulting, telesales representatives and Informix sales engineers.

Only five per cent of channel resources is dedicated to NT. Informix representatives would not disclose how much of the company?s total budget was allocated to the channel prior to the release of its second quarter results.

Sales through the indirect channel accounted for 25 per cent of total revenues in 1996. The company wants to see this grow to 50 per cent by 1999.

Brett Bachman, general manager of enterprise products, insisted Informix would remain committed to its traditional Unix market, but admitted there would be some movement to NT.

Chief executive Phil White said Informix had come to realise that NT was not the enemy, but an opportunity the company had overlooked. ?We stayed away from NT for a long time, probably too long,? he admitted.