Borland Unveils Business Solutions Program
PR Newswire, Tuesday, January 20, 1998 at 17:40
Comprehensive US Program for Business Partners Plays Key Role in Borland's
Information Network Strategy
SCOTTS VALLEY, Calif., Jan. 20 /PRNewswire/ -- As part of its mission to
help corporations build, deploy and manage a new generation of distributed
corporate Information Network applications, Borland International, Inc.
(NASDAQ:BORL) today unveiled the Borland Business Solutions Program (BSP), a
new suite of programs designed to support the company's key business partners.
BSP is a comprehensive, flexible program designed to meet the needs of four
types of partners: developers/system integrators, commercial application
developers, training partners, and tool and component builders. The new
program applies to US partners only with the exception of the program for tool
and component builders, which is available to partners worldwide.
BSP, which was designed to incorporate all of Borland's existing US
partner programs, is aimed at expanding Borland's support for business
partners that play an important role in delivering solutions based on Borland
technology. As Borland expands its client/server and enterprise customer base,
national and regional systems integrators, commercial application developers,
training partners and partners who sell complimentary products, become an
important channel for the distribution and support of Borland products and
technologies.
"The Borland Business Solutions Program is Borland's most aggressive
initiative to date to provide world-class support to existing partners and
create important new partnerships," said John Floisand, vice president of
Worldwide Sales, Borland International. "Over the past year, Borland has made
tremendous strides in extending its customer base to include Fortune 1000
corporations -- in fact approximately half of our revenue today comes from
client/server and enterprise products. While our technology strengths have
allowed us to open new doors, it is our support for these important
value-added partners that we believe will help take us to the next level."
"The Borland Business Solutions Program is designed to meet the diverse
needs of our business partners, giving them the knowledge and resources to
create value-added solutions using our technologies," said Karen Davis-Farage,
director of Partner Programs for Borland. "We've set the bar high with these
programs. These partners represent a true extension of our sales and support
efforts and we want to offer them the highest quality assistance in making
their businesses successful."
The new Borland Business Solutions Program puts all of Borland's US
partner activities under one program and is designed to support the full range
of Borland's products including Delphi, JBuilder, Borland C++Builder,
IntraBuilder, InterBase, MIDAS and Entera. BSP is comprised of a series of
specialized programs designed to meet the needs of partners of a variety of
sizes. The programs are organized around the four types of business partners.
Detailed information on the benefits and specific qualifications of each of
the programs described below can be found on Borland's Web site at
borland.com.
Developers/System Integrators
Developers and system integrators provide Borland customers with added
value in the form of strategic services such as problem solving, design,
development, implementation and training. Because these partners vary widely
in size, Borland has developed three distinct programs that allow these
organizations to expand their relationship with Borland as their businesses
grow.
Premier Integrator Partner
Premier Integrator Partners provide enterprise development solutions to
Fortune 1000 corporations. These partners directly compliment Borland's direct
sales effort by providing name recognition and "proof of concept" to Borland's
client/server and enterprise product offerings. Premier Integrator Partners
contractually commit to selling Borland's client/server and enterprise
development products and providing strategic value-added software and/or
services.
As members of the program, Premier Integrator Partners receive access to a
partner-only section of Borland's Web site, pre-release products, marketing
support, a priority technical support package, as well as regional marketing
and technical training. Premier Integrator Partners also receive $40,000 or
more in Borland technology for education and training use. The primary
advantage of the Premier Integrator Partner program is the direct relationship
with Borland's sales teams. Premier Integrator Partners work closely with a
dedicated Borland account manager and benefit from joint lead generation
activities, pipeline development and information exchange.
To date, Borland has over 30 Premier Integrator Partners including: AMS,
Spectrum Technology Group, Inc. (formerly Financial Dynamics), Arthur
Andersen, Anatec, Compuware, Dunn Systems, Inc., Ensemble Systems Consulting,
GSE/Erudite Software and Grant Thornton.
"We have been a long-time Premier Partner of Borland and are very excited
to be a Borland Solutions Program partner," said Fred Kroin, partner at Grant
Thornton. "Borland's vision is right on target with where we believe the
Internet and enterprise solutions development are heading. Delphi and Delphi
Enterprise products are the best, user-friendly development environments
available today, and we expect great things from JBuilder Client/Server Suite.
This new program gives us the level of partnership we need with Borland in
order to continue to be successful."
"We decided to become a Business Solutions Partner because Borland offers
all the products, support, and services that will allow us to provide a single
integrated solution to our customers," said Jeanne Petterson, senior principal
at American Management Systems. "With Borland's enterprise products like
Entera and MIDAS, we can now offer an integrated, cross-platform tools
solution."
The Premier Integrator level of BSP, which includes a comprehensive
technical support package, is available to qualified partners for a $5,000 fee
for the first year. In addition, Premier Integrator Partners make a commitment
to maintain Borland certified developers and trainers on their staffs.
Business Developer Partner
The Business Developer Partner Program is designed for small development
organizations or system integrators who service medium-sized businesses or
department-level application development in large corporations. Business
Developer Partners receive access to the partner-only area of Borland's Web
site, access to marketing support materials, $10,000 in software for education
and training use, access to pre-release software and priority technical
support (set number of incidents for client/server and professional versions
of Borland products).
The Business Developer Partner program is available to qualifying
organizations for $1,495 for organizations using the professional versions of
Borland's products, and $2,495 for developers using Borland's client/server
products.
InfoWeb Partner
The InfoWeb program is aimed at developers who utilize Borland products to
serve the needs of small- and medium-sized businesses, or for individual
developers who work with or as part of a corporate development organization.
This level of the program is designed to give these important Borland partners
a competitive edge through access to information key to their business
success. Borland InfoWeb partners receive convenient, timely information from
Borland via e-mail. In addition, InfoWeb partners receive information through
participation in Borland newsgroups.
Borland's InfoWeb service is available to all developers for an annual fee
of $50.
Commercial Application partners
Commercial Application Partners (CAPs) create and market software
solutions that address specific horizontal and vertical application needs.
These partners resell Borland technology embedded or integrated as a part of
their solutions.
Borland's program for CAPs also includes access to the partner-only
section of Borland's Web site, marketing support material, educational
briefings, and technical support among other benefits. CAPs receive
$40,000 in Borland software for internal use and training. CAPs receive the
benefit of a Borland account team to manage the business relationship and help
them fully leverage membership in the program. The Commercial Application
Partners program is available to qualified partners for $3,000 for the initial
year.
Training Partners
Training partners provide a valuable service to Borland customers by
offering end users training on Borland technology. Trainers are certified and
endorsed by Borland and use official Borland courseware to deliver their
services. There are two program levels for training partners:
Premier Authorized Education Center
Premier Authorized Education Center Partners benefit from the prestige of
Borland recognition and preferred pricing on software. These partners receive
$40,000 in software for education and training use, and a license to reproduce
software for ten training machines. Premier Authorized Education Centers also
receive a variety of other benefits including access to the partner-only area
of Borland's Web site, valuable marketing materials, and priority technical
support package. Cost of the program for qualified partners is $1,895 per
year.
Business Training Partner
Designed for small training organizations and independent trainers, the
Business Training Partner program offers support through certification and
courseware. In addition to the partner-only Web access, Business Training
Partners receive $10,000 in software for education and training and a license
to reproduce software for ten training stations. Business Training Partners
also receive technical support and access to marketing materials. Qualified
organizations or individuals can become members at a cost of $1,595 per year.
Tool and Component Builders
A fourth category of Borland partners develop and sell tools, components
and class libraries that are complimentary to Borland's products. The BSP Tool
and Component Builder program provides these companies with a variety of
information and services including pre-release versions of Borland software,
listing on the BSP Tool and Component Builders Web page, quarterly briefings
and teleconferences, participation in semi-annual advisory board meetings,
connection to Borland research and development through Borland Developer
Relations, and reference contacts for joint sales opportunities.
Free membership is provided to Tools and Component Builder partners who
support the latest versions of Borland products and actively market their
products through trade advertising and the World Wide Web. The program for
Tool and Component Builders is available for qualifying partners worldwide.
For More Information
Organizations or developers interested in becoming a BSP partner can
contact Borland at 408-431-1BSP or access Borland's BSP Web site at
borland.com .
With the exception of the Tool and Component Builder program, the programs
included in Borland's Business Solutions Program are available to partners in
the US only. Partners outside of the US should contact their local Borland
representative for information on partner programs available in their region.
About Borland International
Borland International, Inc. is a leading provider of high-quality software
products for software application developers worldwide. Borland is
distinguished for its award-winning family of rapid application development
tools and scalable middleware technology for desktop, client/server,
Internet/intranet, and enterprise systems. The company's products are
supported through comprehensive corporate and independent developer programs,
value added resellers, and systems integrators. Founded in 1983, Borland is
headquartered in Scotts Valley, California.
NOTE: Forward-looking statements in this release, including, but not
limited to, those concerning Borland's future financial performance, product
availability dates, and the potential features of or benefits to be derived
from the company's programs and products, involve a number of uncertainties
and risks, and actual events or results may differ materially. Factors that
could cause actual events or results to differ materially include, among
others, the following: possible disruptive effects of organizational or
personnel changes, changes in the sales organization, shifts in customer
demand, market acceptance of the company's new or enhanced programs and
products, delays in implementation of programs and scheduled product
availability dates, actions or announcements by competitors, software errors,
general business conditions and market growth rates in the client/server and
Internet software markets, and other factors described in the company's S.E.C.
reports on forms 10-K, 10-Q and 8-K.
Borland product names are trademarks or registered trademarks of Borland
International, Inc.
SOURCE Borland International, Inc.
-0- 01/20/98
/NOTE TO EDITORS: Copies of previous Borland press releases and
additional corporate and product information are available on Borland's Web
site at borland.com, or by calling Borland's Public Relations
Department at 408-431-4609/
/CONTACT: Susan E. Walker of Neale-May & Partners, 415-328-5555,
ext. 119; or Steve Grady of Borland International, Inc., 408-431-1621, or
sgrady@corp.borland.com/
/Web site: borland.com |
