Government // Enterprise Architecture
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2/2/2010
05:40 PM
Bob Evans
Bob Evans
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Global CIO: Will Informatica's Surging Success Trigger A Takeover?

Strong and profitable growth, great technology, a red-hot market, and $500M in revenue: what's not to like?

While leading Informatica to record revenue in each of his five years as CEO, Sohaib Abbasi has made his mark on the company in multiple ways—but perhaps none so strongly as in the company's desire to remain independent. Only as an unaffiliated entity, Abbasi has said, can Informatica gain and retain the trust of CIOs in its ability to be the objective provider of essential tools that integrate and cleanse the data that comes from the databases and applications of all those other software companies: IBM and Oracle and Salesforce.com and SAP and Microsoft and many more.

That's a nice theory. And maybe in, say, Second Life, such a theory could work. But as Abbasi and his team at Informatica continue to grow faster than most software companies, and as CIOs continue to realize how valuable Informatica's data-integration and data-quality tools can be, and as it grows and expands into new areas such as MDM via its Siperian acquisition, Informatica's value to those big software companies is soaring.

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And it just might be a fantasy to think that those equally aggressive and self-interested companies will leave Informatica to its own devices because Informatica has what none of them has but all of them want: great technology serving a white-hot market, superb positioning as a reliable problem-solver and value creator, early and deep technology and credibility in tying together the worlds of on-premises and cloud, and a rich customer base that is only just beginning to show its appetite for Informatica's technologies, capabilities, and expertise.

"We had 12 deals over $1M, and 95 deals over $300,000," said Abbasi in a phone conversation. "This is evidence of our success and proof that Informatica is being used more broadly than just for data warehousing.

"Customers are using Informatica as they upgrade their critical systems and need to move all their data from old systems to new ones; in acquisitions, to consolidate data; and in the growing trend toward customer-centricity through data hubs. We've been increasingly successful in positioning our entire platform across the enterprise for those types of opportunities, and that has led to the growing number of larger deals."

That extensibility into additional high-value areas gets a huge boost from the acquisition of MDM heavyweight Siperian, which my colleague Doug Henschen covered in depth last week.

And here's how the excellent software-industry analyst Ray Wang of Altimeter Group describes the addition of Siperian to Informatica's team in his softwareinsider.org blog:

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