IBI Previews WebFocus For Channel Partners

At the meeting Thursday in Orlando, Fla., IBI will preview a major update to its WebFocus business intelligence application, due in March. That version will, for the first time, include application integration interfaces bundled with the business intelligence application. Those interfaces were developed by the iWay Software business unit that IBI also owns.

Michael Corcoran, IBI vice president for corporate communication, said the New York-based company now has a 45-person group -- led by Bill Macy, IBI vice president for channels -- responsible for developing and managing channel relationships. A longtime proponent of direct selling, IBI's move to create an active channel represents a major shift in philosophy for CEO Gerry Cohen.

"The direct sales force has been told that partners are important," said Corcoran. "Gerry turned the corner on the channel last year because we have been forced into a much more competitive market." That heated market now pits IBI in direct competition against such BI heavyweights as Business Objects and Cognos.

Steve Benmer, director of strategic accounts for ESRI, a provider of mapping and spatial software in Redlands, Calif., said the ISV now has weekly calls with IBI discussing potential new business. ESRI has its own channel and direct sales force for its applications and has partnered with IBI to gain access to business intelligence applications that complement its software.

"In the last year, IBI has been as partner friendly as anyone," said Benmer.