Both Sybase and Yellowfin have entered a 'sales alliance' to co-sell a bundled solution through their respective channels in Australia and New Zealand.
Yellowfin will provide a front-end 'presentation layer' and interface for the Sybase IQ column-based database product, according to Stephen Dolan, director for channels and alliances A/NZ at Sybase.
“Sybase might not do [SaaS] ourselves but it might be appropriate for our customers to do it,” Dolan told iTnews.
“Yellowfin acts as a platform [for customers to deploy IQ in] a SaaS model.”
The alliance will result in deals that have a 'huge impact' on Yellowfin’s customer base, according to Yellowfin CEO, Glen Rabie.
This is because Sybase IQ is sold on a per-CPU basis, meaning each deal could potentially result in license sales “in the thousands” per customer site.
The average cost of the bundle is between $50,000 and $75,000.
“We think the Sybase alliance will account for around 16 percent of total license sales,” said Rabie.
“We only need to be involved in one in four Sybase IQ deals in order for us to reach our sales targets.”
Dolan estimates that joint sales will be in the region of $500,000 to $1 million within six months.
The first joint customer is New Zealand payment transaction company, Paymark.
Sybase is already working with Yellowfin to ink similar alliances in other markets.
“We’re working with Yellowfin to position the joint proposition in Japan, India and China,” said Dolan.
Other markets such as the U.S. and Europe are also on the cards.
Yellowfin recently launched version 4.0 of its BI application. The company primarily focuses on the presentation and delivery of information to a larger user base than traditional BI tools.
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