1 / 15

Partnering for Success

Partnering for Success. Sybase Corporate January, 2006. Foundation for a Successful Partnership. Rely on our Financial Strength In fiscal 2005, Sybase generated net cash of $170.1 million, had $818.7 million in total revenue and maintained a record $865.3 million in cash

saman
Download Presentation

Partnering for Success

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Partnering for Success Sybase Corporate January, 2006

  2. Foundation for a Successful Partnership Rely on our Financial Strength • In fiscal 2005, Sybase generated net cash of $170.1 million, had $818.7 million in total revenue and maintained a record $865.3 million in cash • Founded in 1984, Sybase has had over 29 straight quarters of pro forma profitability • 3,800 employees in 32 countries, Stock symbol: NYSE:SY, No long-term debt Tap into our Global Reach • 95 of Fortune 100 companies and more than 40,000 corporate customers in 60 countries use Sybase technology • We have more than 2,000 partners, more than 200,000 developers using our products, and have more than 700 embedded OEM partners Leverage our Industry Leading Innovation • Sybase has the #1 mobile database with 73% of the market and one of the world’s largest mobile applications, AvantGo, with over 10 million registered users • Sybase ASE database has the lowest TCO according to the Standish group and runs 10% faster than Oracle on Linux / Itanium 2

  3. Overview of Sybase Strategy Sybase has always had strong database and data management solutions. Today, Sybase expands on this leadership and delivers a complete stack of “Unwired Enterprise” software solutions, allowing users to access their data anytime, anywhere on a wide variety of mobile devices. With leading mobility and enterprise data management software, only Sybase has the unique expertise to help you unite your customer’s data infrastructure needs of the back-office with the emerging mobile edge Benefits of an Unwired Enterprise • Real-time decision making because data is available at the point-of-action • Increased business intelligence from reporting solutions that access and perform analytics on data trapped across heterogeneous systems • Greater customer involvement through more access to better data • The ability to securely mobilize your data, increasing mobile worker productivity • Reliable, secure and efficient back-end database, reporting and replication systems

  4. Unwired Enterprise Technology Data Lifecycle Capture Publish Enrich Deliver Data captured by your enterprise must first be stored in a secure, robust and highly available data management system To be actionable, data must be distributed through the heterogeneous systems in your enterprise Distributed data must be integrated with existing data and enriched by employees and existing business processes Enriched data must finally be delivered to the point-of-action, to enable real time decision making, anywhere, anytime, anyplace Business Process • Sybase Adaptive Server Enterprise • SQL Anywhere • Sybase IQ • Sybase RTDS • Replication Server • Dynamic Archive • Enterprise Portal • Mirror Activator • RepConnector • PowerDesigner • Integration Orchestrator • Unwired Accelerator • EA Server • Sybase OpenSwitch • M-Business Studio • XcelleNet • AvantGo Mobile • Pocket Powerbuilder • Pylon Anywhere • Dejima Sybase Technology • #1 Mobile database 73% market share • ASE on Linux: 10% faster than Oracle • #1 Production database on Wall Street • “Sybase ASE - Best Linux Database” – Linux World • EP: Largest B2B portal in the U.S. • #1 Online banking solution for tier 1 banks • RTDS – Eliminates ‘information-lags’ by distributing time-critical data to the enterprise • #1 in data modeling with PowerDesigner • Unwired Accelerator, is powered by AvantGo technology, which is used by 10 million consumers • Open architecture and standards-based technology • #1 Wireless portal (MyAvantGo) • #1 Mobile device management (XcelleNet) • #1 Mobile middleware • Mobility product of the year award from IDG Networks 2004 LeadershipHighlights

  5. What our Partners say… "We have been in a relationship with Sybase for more than three years embedding and re-marketing Sybase’s modeling technology, and we are looking to expand the relationship. The partnership has been a good one for Quest because Sybase has great technology and the supportive partnering infrastructure to respond to our own and our customer’s issues very quickly.“ Juli AckermanVice President, Quest Software "Sybase is the market leader in many verticals and geographies that are important to our growth strategy. They are the database leader in China and derive more than 12 percent of their total revenue from the Asian market. This partnership has the potential to advance our expansion efforts in those geographies." Pete FiorePresident, Ascential Software • “The support we have received has been excellent, and ASE’s performance has contributed to our 300 percent increase in sales over last year and the 90 percent retention rate we keep with our existing customers.” • Kevin WhiteSr. Director Business Development, Dynix Corporation Recent Awards:

  6. Success Story: Interlink • “Before the trials, Sybase came to see us and provided us with lots of support. All the other companies just e-mailed us and left us to our own devices to install their products. Sybase also had a structured Independent Software Vendor (ISV) programme which we joined. That made a big difference. Although we are a small company, they showed they were serious about working with us. That was very important.” • Grant Glading,Vice-President of • Sales and Marketing • Interlink Corp. • PARTNER OVERVIEW • Interlink Software is a leading player in the business service management market. Its POWERpack application enables large enterprises to gain an end-to-end view of the status of their services and to quickly identify service-threatening faults • CUSTOMER BUSINESS CHALLENGE • Interlink needed to find a robust database platform for its POWERpack application: “We needed to find a solution that offered high performance and scalability and could guarantee high levels of service and availability to our customers.” • SYBASE / PARTNER SOLUTION • Sybase’s Adaptive Server Enterprise (ASE) database is now shipped standard with copies of POWERpack • RESULTS • ASE maximizes uptime for customers’ business-critical services • ASE offers a high-performance and scaleable database to support POWERpack • It makes life easier for Interlink’s customers who no longer have to find a separate database product to support POWERpack • "We know we are offering our customers the best database product in terms of performance, availability and scalability“ -Interlink

  7. Success Story: Computer Associates & Sun Microsystems • “With some ad-hoc inquiries, Sybase IQ Multiplex has helped us identify forms of ticketing fraud we never knew existed. This has given us the ability to implement appropriate measures to eliminate the • causes and generate additional revenue.” • John Hagen,Senior Systems Analyst & Project Manager,American Airlines • PARTNER OVERVIEW • Computer Associates and Sun align closely with the Sybase sales force and jointly goes to market to achieve joint success • CUSTOMER BUSINESS CHALLENGE • American Airlines was losing millions of dollars a year due to ticketing fraud and needed a way to quickly and efficiently query their data warehouse so that ticketing-fraud tendencies could be uncovered • The complexity of the airline industry and amount of data involved in ticket transactions created a number of hurdles including data storage • SYBASE / PARTNER SOLUTION • Sybase IQ Multiplex on Sun Hardware • UniCenter from Computer Associates • RESULTS • American Airlines saved over $5 million in revenue and $250,000 in software development costs over a custom fraud detection system • “Sybase IQ has helped us identify forms of ticketing fraud we never knew existed. This has given us the ability to implement appropriate measures to eliminate the causes and generate additional revenue.” – John Hagen, Senior Systems Analyst, American Airlines

  8. Success Story: Rainmaker Systems • PARTNER OVERVIEW • Rainmaker Systems sells licenses and technical support from leads generated by Sybase • Rainmaker maintains close contact with existing customers and develops new license opportunities for Sybase software through marketing, press and awareness activities • CUSTOMER BUSINESS CHALLENGE • Customers demand accuracy and efficiency when ordering software • Customers want a knowledgeable sales resource with a through understanding of the Sybase technology stack • Customers want to be informed in advance of product updates and support renewals • SYBASE / PARTNER SOLUTION • Leads for non-named accounts passed to Rainmaker for PowerBuilder and PowerDesigner • Sybase product evangelists and direct sales force support Rainmaker’s sales activity • Co-marketing and joint press opportunities are used to uncover sales opportunities • RESULTS • Rainmaker generates annual revenues of $4.0 million from the resale of Sybase software

  9. Success Story: Intel and Cogon Systems • PARTNER OVERVIEW • Intel is the world's largest chip maker, and is also a leading manufacturer of computer, networking and communications products • Intel’s go-to-market strategy is to optimize Sybase software on Intel processors and mutually promote our brands and products in the market to drive joint customer wins • The Sybase-Intel partnership creates new sales, marketing and technology opportunities for all partners in the ecosystem by leveraging cross-platform support, scaling marketing investments and providing first-mover advantage through early access programs • CUSTOMER BUSINESS CHALLENGE • Cogon Systems drives to improve patient care and reduce healthcare costs by providing physicians, nurses and hospital administrators with access to patient data anywhere, anywhere • SYBASE / PARTNER SOLUTION • Cogon Systems’ Moment of Care Information System software, powered by Sybase SQL Anywhere Studio for enterprise data management and data synchronization • Running on a cross-platform solution of Intel Xeon servers, Pentium 4 desktops, Centrino Mobile Technology for notebooks and tablets, and XScale handheld devices • RESULTS • 15-35% reduction in staff time spent tracking down patient data • Reduces the risks and costs of litigation by providing a higher level of patient care

  10. Partner Program Types OEM’s develop, market, and sell software powered by embedded Sybase technologies. • Dedicated engineering team to help quickly bring applications to market • OEM-friendly products and technology • Specialized sales support and flexible packaging / pricing• Free development software System Integrators develop custom solutions for mutual customers that include Sybase technology. • We make it easy to work with Sybase providing free evaluation and demo software • Joint selling model with the Sybase direct sales force • Deployment-ready solutions such as Sales Force Automation and HIPAA compliance ISV’s provide packaged software applications that work with and support Sybase software. • Free development licenses and technical support for Sybase enterprise software • Joint sales and co-marketing opportunities to promote your solution to Sybase customers

  11. Partner Program Types, Continued Value Added Resellers resell Sybase software components together with other services, software, or technology to create IT solutions that address specific business needs. • Sybase sells direct to a limited number of named accounts • Leads from all other accounts and territories are sent directly to VARs for fulfillment • Extensive sales training and support resources, deep investment in co-marketing Distributors / Resellers sell shrink wrapped Sybase software and provide distribution and sales logistic support. • Generous margin on the resale of popular Sybase software • Partners are not required to carry inventory and are allowed to drop-ship • Most PowerBuilder revenue flows through distributors and resellers Technology Partners provide the hardware platforms, devices, and/or operating systems that Sybase software runs on. Technology partners include hardware suppliers and operating systems vendors who do not resell Sybase software. • Access to designated engineering resources and porting labs • Co-selling and co-marketing programs and initiatives

  12. Developand Build Market and Sell Service and Support Partner Program Benefits Enableand Plan

  13. Sybase can expand your market reach…

  14. Commitment to Partners Mutually Beneficial Selling Relationships • Partners are aligned with Sybase for joint go-to-market opportunities • Resellers enjoy market segmentation to minimize channel conflict • Unlike our competitors, we will not compete with you in the applications market • Sybase is Continuously Expanding and Investing in its Partner Programs • Aggressive Sybase marketing campaigns launched • Market Development Fund provides access to marketing dollars for demand generation and joint sales opportunities • Revised development software and support policy provides unlimited access to development software and live telephone support • Enhanced version of sybase.com/partner highlights new information, sales collateral, marketing resources and events for partners

  15. Join forces with Sybase • Increase revenue, deepen relationships with existing customers and attract new business with end-to-end Sybase solutions • Solve customer business needs with leading enterprise and mobile software solutions to Unwire the Enterprise • Leverage Sybase’s industry-leading partnership benefits and commitment to generating revenue and joint success with partners Sybase’s financial strength and technology leadership uniquely position the company to capitalize on the future and help you deliver the promise of the Unwired Enterprise Join us today! • Learn more at: http://www.sybase.com/partner • Questions? • Call: (800) 8-SYBASE • Email: partner_response@sybase.com

More Related