Business intelligence software vendor Cognos’ acquisition of corporate performance management vendor Applix will unify the two companies’ partner networks, said Cognos’s vice president of product marketing Doug Barton.
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VARs and system integrators (SIs) who currently sell either company’s products will be able to train for and sell both after the merger, Barton said. Although he declined to comment on the eventual partner network’s structure after the merger in detail, citing legal confidentiality agreements, Barton did say that Applix resellers will be brought into the fold of Cognos’ partner network.
“We do have a very, very strong infrastructure around partners, and we would hope they would be able to avail themselves of that infrastructure and its leadership,” he said. “It’s gotten the time and attention of our senior management.”
Barton would not comment on whether Applix partners would report to new regional managers after the acquisition, which is expected to close in the fourth quarter this year. Cognos does not expect much channel conflict as the companies’ partners merge, essentially because there will be enough demand to keep all partners in business, Barton said.
“We’re going to embrace partners to service that demand,” he said, “and for those reasons we expect that the areas of potential conflict will be minimal.”
Analysts predict a convergence of BI and CPM, and Barton said that Cognos and Applix target similar companies, those in the midmarket and large enterprise spectrum.