Hyperion makes its first moves since channel review

Enterprise business software vendor Hyperion has just launched its latest product, Hyperion Nine, into the region.

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By  Andy Tillett Published  October 12, 2005

Enterprise business software vendor Hyperion has just launched its latest product, Hyperion 9, into the region. This is the first major development for he vendor since it reviewed its strategy and named a dedicated manager for the Middle East region nine months ago. Alistair Anderson, regional director Middle East at Hyperion says it has seen massive increases in potential business since reviewing its distribution model: “We have completely changed our channel strategy in the last nine months. Since we’ve put more focus on this region it has lead to an enormous response in both pipeline activity and the number of deals we’ve been able to close. At the moment across the region we are working on 50-60 contracts – we’ve seen a 1000% increase in activity over the last nine months,” he said. Hyperion now has eight partners across the region, working through a master distributor, Sybase, which also takes on a sales and marketing role for the vendor, managing all the branding and demand generation and top-level sales activity as well as building up a channel structure underneath them. Hyperions’s System 9 programme is a performance management solution which integrates financial management applications with a business intelligence platform into a modular system that will adapt to any business need. The vendor says it allows enterprises in verticals such as banking and telecommunications and oil and gas to put together long term plans. For some of these customers this is the first time they have done so in this region. Anderson says that the development of the region’s infrastructure and the systems integrators operating in it has created a platform in which it can comfortably operate. “In the last fifteen years the channel has transformed immensely – now systems integrators have come into being and have also been able to take a much more business orientated and knowledgeable view of their customer base. Customers want integrators to understand their business, where they want to be and what they want to go and we now see a number of companies in the region able to stand up and lay claim to this,” concludes Anderson.

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