Q&A With Information Builders CEO Gerry Cohen - InformationWeek

InformationWeek is part of the Informa Tech Division of Informa PLC

This site is operated by a business or businesses owned by Informa PLC and all copyright resides with them.Informa PLC's registered office is 5 Howick Place, London SW1P 1WG. Registered in England and Wales. Number 8860726.

IoT
IoT
Software // Information Management
News
12/15/2004
01:31 PM
Ted Kemp
Ted Kemp
Features
50%
50%

Q&A With Information Builders CEO Gerry Cohen

The chief executive shares his views on "operational" BI, growing competition from enterprise software companies, and recent enhancements to Information Builders' WebFocus software.

Business Intelligence Pipeline: Since Information Builders is privately held, can you give us insight into your recent financial performance?

Cohen: We had a very good third quarter, which ended Sept. 30. Looking at the nine-month period, our level of new business was the best we've had in four years. People are buying BI. We're doing more large deployments. We have lots of deals over half a million dollars. It's a growing marketplace.

Business Intelligence Pipeline: Differentiate between your BI product revenue and your integration product revenue.

With BI revenue versus integration revenue, there's about a 15-20 percent overlap. Lots of customers like to buy from just one vendor. We have implementations where the customer uses both applications. We've got one customer in the credit card industry, for example, that wants to be able to transfer all their data into a warehouse within five minutes of the data changing. So they use our integration technology to feed those warehouses. Then we're also the reporting agent on that particular warehouse.

Business Intelligence Pipeline: Which side of the business is growing more?

Cohen: Our integration business is doing great. That's a business, though, that has both direct and indirect sales channels. We're the largest provider of adapters in the world -- the "last mile" of integration, if you will. You might have, for example, an SAP system that needs to read J.D. Edwards data. We provide the adapter to read J.D. Edwards from SAP's NetWeaver. SAP buys our adapters and resells them. Oracle buys and resells them. BEA resells them. Sun resells them. All these guys are part of our indirect channel.

Business Intelligence Pipeline: BI vendors such as MicroStrategy and Business Objects say customers are "standardizing" on their products. Is this standardization trend real, and if so, what progress has Information Builders made there?

Cohen: Yes, it's real. We're all doing that. We all say we have enterprise BI, and we're pushing to become the enterprise standard. I'll say this: There's a trend among customers to reduce the number of vendors they use. But that's a trend that companies have had for 20 years. Imagine a company saying, "Oh no. We want to increase the number of vendors we use." During the era when consultants were saying best-of-breed was the way to go, companies ended up with 300 vendors, and that was a lot. The trend to cut down the number of vendors has always been there.

We welcome your comments on this topic on our social media channels, or [contact us directly] with questions about the site.
Previous
2 of 2
Next
Comment  | 
Print  | 
More Insights
InformationWeek Is Getting an Upgrade!

Find out more about our plans to improve the look, functionality, and performance of the InformationWeek site in the coming months.

Slideshows
IT Leadership: 10 Ways to Unleash Enterprise Innovation
Lisa Morgan, Freelance Writer,  6/8/2021
Commentary
Preparing for the Upcoming Quantum Computing Revolution
John Edwards, Technology Journalist & Author,  6/3/2021
News
How SolarWinds Changed Cybersecurity Leadership's Priorities
Jessica Davis, Senior Editor, Enterprise Apps,  5/26/2021
White Papers
Register for InformationWeek Newsletters
Video
Current Issue
Planning Your Digital Transformation Roadmap
Download this report to learn about the latest technologies and best practices or ensuring a successful transition from outdated business transformation tactics.
Slideshows
Flash Poll