Informix Unveils a Focused NT Channel Strategy to Target Partners for the NT Enterprise; Multi-million Dollar NT Channel Commitment Allows Partners to Leverage Informix's Scalable NT Database Servers, Enterprise Expertise and Joint Sales Opportunities; Customers Benefit From Complete, Interoperable Solutions

Business Wire, July 23, 1997

SAN FRANCISCO--(BUSINESS WIRE)--July 23, 1997--Informix Software, Inc. (NASDAQ:IFMX), the leading provider of innovative database technology today announced, at the Informix Worldwide User Conference, a focused Windows NT channel strategy to deliver best-of-breed solutions to customers by partnering with NT-specific experts in markets such as branch automation, data warehouse/mart, intranet, healthcare, manufacturing and retail.

To fulfill this targeted strategy, partners will be able to leverage Informix's direct sales force and channel sales representatives to cooperatively provide customers with scalable, interoperable database solutions within the enterprise. Informix is the only relational database vendor to offer a combination of true partnership, enterprise expertise and scalable technology that uses the latest developments of Intel Corp. and Microsoft Corp.

Informix's multi-million dollar channel resource commitment, which leverages Informix's existing UNIX enterprise expertise, is designed to assist premiere partners in providing easy-to-use NT solutions that tie seamlessly to back-end UNIX environments. With Informix, leading NT solutions partners - ISVs, hardware manufacturers, SIs, VARs and Microsoft-certified developers - are able to quickly and easily provide scalable NT database solutions.

"The key to Informix's NT Channel Strategy is focus. This is not about being all things to all people, but leveraging our existing resources and product strengths to provide partners in strategic NT markets with an opportunity for technology leadership backed by worldclass support," said Ken Coulter, senior vice president of worldwide sales at Informix. "We are committed to growing our business effectively through the success of our partners, which can only be garnered through this stated focus and cooperation with our direct sales force."

"More and more enterprise customers want to deploy database applications on NT. They need partners who can help them develop new, enterprise-class NT applications and help them integrate these new NT systems with existing UNIX applications," said Mitch Kramer, senior analyst with Patricia Seybold Group. "Informix and its partners understand the requirements for building enterprise-class systems. Experience and skill combined with solid database technology will enable the delivery of rich and robust new applications on NT."

Informix's NT Channel Strategy

Informix's NT Channel Strategy, which will be fully implemented by the end of the year, consists of three key components:

-- a corporate commitment to work with partners in joint NT sales opportunities;

-- a focus on teaming with consultants, developers, system integrators and value-added resellers to service key NT market segments where business solutions need Informix's core strengths of scalability, interoperability and extensibility;

-- a dedication to providing world-class enterprise NT support.

As part of its enterprise NT effort, Informix will initially target leading technology providers in the areas of branch automation, data warehousing/marts, OLTP and Web/workgroup in industry markets where NT is a premiere development and deployment platform, including finance, healthcare, manufacturing and retail. Informix will support this commitment with NT channel programs, such as application porting, channel partner recruitment, demand creation, direct sales force training, technical support infrastructure and dedicated NT channel resources.

Informix Targets Partners for the NT Enterprise

Informix, along with its premiere industry-leading partners, are dedicated to providing customers with NT enterprise solutions that breakdown the previous scalability barriers of NT databases. Informix is a database of choice for some of the world's leading packaged application providers - Baan, Lawson Software, PeopleSoft and SAP - whose enterprise NT sales for environments with over 100 users are increasing dramatically year over year. Together with these partners, Informix provides its ERP customers with a proven combination of superior technology and reliability.

"Informix is a unique partner who delivers on what it sets out to do. Lawson and Informix have worked together to integrate its products so that our customers have readily deployable and scalable solutions for accounting, human resources and distribution," said Mike Stringer, vice president of channel sales at Lawson Software. "Now with the additional focus on addressing NT-based applications within the enterprise, Lawson and Informix can meet the specific needs of our clients, such as those within the healthcare and retail markets."

(Editors: See related Lawson-Informix partnership agreement press release)

Informix is actively recruiting both large- and small-scale partners with expertise in branch automation - specifically in the finance, healthcare, retail and manufacturing markets - where NT provides customers with a lower-cost platform along with the common, easy-to-use Windows interface. Informix plans to recruit key developers and integrators in these markets and will support them with joint marketing, seminars and advertising.