Borland Zeros In On ISVs
ISVs in the program will receive volume-based incentives on Borland licensing, early release editions of Borland products and discounts on training and certification, the company said. In addition, ISVs can receive referral fees for bringing Borland products into a particular solution, as well as free copies of products used in solutions where the two companies work jointly.
Borland sales agents also will work alongside ISVs in co-selling efforts, and ISVs in the program will have access to co-marketing activities and special programs to promote their products.
BENEFITS OF NEW ISV PROGRAM
>> Volume-based incentive schemes to assist ISVs and customers with Borland licensing
>> Referral fee opportunities
>> Free copies of each Borland product relevant to solution
>> Early release editions of latest Borland products
>> Training and certification discounts
>> Dedicated technical support services
>> Cooperation between both companies' sales agents
>> Co-marketing activities and special programs
>> Access to Borland customer base
>> Joint collateral, events and sponsorships to address ISV's market segment
J.T. Sison, senior director of business development at Borland, based here, would not outline specific goals for the program. But he said Borland intends to introduce the ISV program worldwide to support an upcoming product strategy.
"We're lining it up with a big push into application life-cycle management in 2003," Sison said.
The Borland ISV Partner Program currently has 12 members that have been working in a pilot version of the program for some time, he said.
Once ISVs sign an agreement to embed Borland technology in their products, Borland engages in co-marketing and co-selling activities with that ISV partner, Sison said.
Sison would not reveal the specific value of the investment Borland has made in its partners. But, he said, "[We put a significant amount of resources behind these companies to help them drive their businesses."
Savvion, a Santa Clara, Calif.-based ISV with a line of business-process management software, has had an OEM relationship with Borland for three years.
Don Nanneman, vice president of marketing at Savvion, said the new program will create opportunities for his company through joint marketing and selling activities with Borland.
Nanneman said it's a natural fit for Borland and Savvion to partner more closely because they have complementary products.
"It makes sense for Savvion to work with Borland because they work with companies that can be prospects for us," Nanneman said. "We can deliver a better overall solution to our joint customers by working together instead of working independently."
Sison said that partnering with Borland is especially helpful to smaller ISVs looking to leverage their relationships with larger vendors to land customers.