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Technology Stocks : IFMX - Investment Discussion -- Ignore unavailable to you. Want to Upgrade?

To: Robert Graham who wrote (10056)	3/26/1998 4:31:00 AM
From: MJ	Respond to of 14631

Bob, Informix made a real push to partner with the likes of Baan and SAP in the final years of White & Co. This included agressive deals with these companies designed to win preference with them. (They also heavily pushed the non-competitive nature of their relationships and the performance of the Informix database). Some responded better than others- Baan actively promoted Informix as the preferred solution. SSA seemed to recognise the non-competitive thing. SAP ignored everyone, and drove the prices down to bare minimum- Oracle included. Oracle and Informix recognised their over-commitment and have taken opportunities to re-negotiate their deals- I believe Oracle's price with SAP has recently increased. Your comments are valid- strong partnerships with key application partners are imperative in this market. Sybase's CEO recently admitted lack of support with SAP (due to technical issues) had hurt them. Should this be the primary channel, though? I don't think so. If the database becomes a comodity- it plays away from Informix's technical strengths, and encourages buyers to equate Informix with SQLServer rather than Oracle. The are many buyers out there who do recognise technical merit when making buying decisions, - particularly at the top end where the big bucks are. Strong partnerships are the key...but not commoditization. The deals need to be win/win. With the right partners and the right deals, Informix can win enough business with their new technology to prosper. IMO- MJ