EnterpriseDB contends heavyweights’ A/NZ dominance

Database vendor EnterpriseDB has ambitiously targeted vendor heavyweights Oracle, IBM and Microsoft in the Australian enterprise database market.

Roger Durn, general manager for Asia-Pacific at EnterpriseDB, said the enterprise database market is dominated by Oracle, IBM and Microsoft, who have an 87 percent share of the space between them.

“We have taken an open source product, added tools and build an Oracle user interface onto it. Our goal is to make the space commoditised as we are a fraction of the cost of the big players,” he said.

Durn said EnterpriseDB’s target audience is the enterprises themselves and the ISV community.

“Our current channel plan is to look for value-added distribution relationships to tap the ISV market. We will probably have no more than two of these relationships in Australia and hope to have these agreed within the next couple of weeks,” added Durn.

Andy Astor, chief executive officer at EnterpriseDB, said: “In the US we have more of a direct approach as we have a bigger critical mass in that region. However in Australia we will be working with the channel.”

Astor said a good channel partner for EnterpriseDB is a firm which is closely connected to its customers and committed to lowering costs through innovative technologies.

“We are happy to invest in these partners to get them up to speed,” added Astor.

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