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DATABEACON ATTACKS IT MID-MARKET WITH PARTNER EXPANSION

Databeacon Inc, a developer of Web reporting and data analysis software, announced the expansion of its partner program, having recently signed up more than 100 partners in 27 countries around the world. With this expanded global presence, Databeacon is focusing on better serving mid-market organizations.

While larger reporting and analysis software vendors fight for market share in IT's large enterprise market, Databeacon has made a strategic decision to market the features of its product -- ease of use, fast deployment, implementation speed and low cost of ownership -- to mid-market organizations whose needs are not met by the often complex and expensive products offered by many of its competitors. The software starts at $5,000 for a five-user license and moves to unlimited-user/per processor pricing at $25,000.

"Databeacon is addressing an under-served mid-market with a simple and easy to use solution," said Mark Smith, president of Ventana Research. "These organizations, which also include IT-disenfranchised departments of billiondollar companies, are often in a data-ready mindset with tight budgets and well-defined requirements."

"What we're hearing from mid-market companies is that senior business executives are looking to go beyond static reports and spreadsheet-style data analysis to a self-serve interactive environment," said Databeacon CEO Andy Coutts. "They've either been scared off by the big prices and implementation proposals of larger vendors' enterprise-wide business intelligence suites, or they have a fixed project schedule, and failure to meet cost or delivery targets is simply not an option."

According to market research firm, AMI Partners, there are 103,000 mid-market organizations in the United States alone, and 60 percent of total mid-market IT budgets are spent via solution provider partners. In addition, AMI states that 92 percent of mid-market customers are loyal to their current solution provider partner, not looking to change.

Recognizing the potential for growth in this space, Databeacon has focused on reaching the mid-market through partners around the globe. Currently, twothirds of Databeacon's sales come either through mid-market consulting and integration solution provider partners, or OEM software companies that add Databeacon technology into existing financial, CRM, ERP, supply chain and other solutions that serve mid-market solutions. The company's margin sharing, lead generation, services fulfillment and product support functions are all designed from a partners-first perspective.

Chicago-based Databeacon Solution Provider Partner Subject, Wills & Company, is a case in point. "Adding Databeacon to our line of solutions has provided us with a valuable wedge to deeper penetrate the mid-market as well as win additional business from our existing customers," said President Dave Subject. "Databeacon professionals have become an integral part of our team. Working together with them we truly leverage our strengths and transform unique business challenges into opportunities for greater insight, productivity and profitability."

In the last six months Wills & Company has delivered Databeacon solutions to mid-market clients in the pharmaceutical, manufacturing and government sectors.

Infinite Campus Inc, located in Minneapolis, offers Databeacon as a standard component of its Web-based Education Process Management system to track and analyze everything from grades, class schedules, attendance records, food service and No Child Left Behind reporting. Initially, the company looked at other vendors focused on the large enterprise market including Cognos, Hyperion, Crystal Decisions and Microsoft, but found them to be costprohibitive.

Under its partner arrangement with Databeacon, Infinite Campus has created a per-student pricing model that lets the organization include Web-based reporting and analysis functionality as part of its existing fee structure to school districts and boards -- public-sector examples of the ample mid-market opportunity.

"Databeacon gives the school districts, regions and state agencies affordable and usable access to reporting and analysis," said Krastch. "Compared to what schools have had before, and what they would have to pay to get it from any vendor in the space, Databeacon is revolutionary."