Cognos reveals channel expansion plans

Business intelligence software vendor Cognos is planning to expand its channel to answer its new found breadth, following its recent purchase by international IT giant IBM.

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By  Julian Pletts Published  May 17, 2008

Business intelligence software vendor Cognos is planning to expand its channel to answer its new found breadth, following its recent purchase by international IT giant IBM.

The business intelligence market has seen significant upheavals over the past few years as the larger names in the market have been acquired by global ERP and IT vendors. Cognos claims that it is happy with the work and maturity of its current Middle East channel, but says that thanks to IBM its addressable market has now drastically increased.

"We have a mature channel that actually understands the product and adds value, but as we go to market we are looking to increase the number of partners that we have today," revealed Derek Morrison, Cognos' regional general manager.

"We are looking at the Levant countries, at Saudi Arabia and we are continuing to look at the UAE and the partners that we want are ones that add value. They need to ask themselves: what database skills do I have? What consulting skills do I have? And they have to take those complementary skills and build that onto Cognos' offerings and actually deliver a solution that is required," proclaimed Morrison.

In addition to encouraging partners to consider specialisation as part of their future direction, IBM and Cognos claim that prospective partners should be attracted to the healthy margins that the BI field can offer, especially with regards to revenue that can be garnered from extra services.

"The margins systems integrators can expect to get are margins that allows them to not only profit from an engagement with Cognos but to invest as well," added Morrison.

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