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Sybase targets integrators for key markets

Sybase targets integrators for key markets

Sybase is wooing large integrators as it seeks to expand in enterprise mobility and business intelligence.

Country manager Wayne Kedzlie says channel management responsibility shifted from Australia to New Zealand earlier this year, which coincided with a review of the vendor’s key markets and product offerings.

Kedzlie was appointed to Sybase early last year, but initially managed high-end sales relationships rather than partners.

“We’ve been fine-tuning the patners we’ve got and looking into the market to refine what we’re selling. We’ve rationalised our sales model around what gives us great leverage points.”

He says business continuity, business intelligence and mobility are its “three key plays”.

“We’re looking at some of the bigger systems integrators and what they’re doing and that starts to overlay with the competencies Sybase has in its solution set.”

Kedzlie says it is in discussions with the likes of HP and Gen-i, but emphasises the talks could take months because of the size of Sybase and the size of the integrator firms.

Sybase currently lists Systex and Solnet among its partner base, along with OEM vendors and global partnerships it is seeking to localise.

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