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December 7, 1993

NEURON DATA FRANCE PLANS GROWTH VIA RESELLERS AND LARGE ACCOUNTS

By CBR Staff Writer

Approximately one month after his arrival as managing director of Neuron Data France, Jean-Marc Leclere is planning for a slight shift in the company’s direction. Our objective is to put the French subsidiary into more of a growth mode. It has been profitable since its inception, but has existed more as a technical support organisation than a sales organisation, he said. Thus, we want to put it onto a trajectory of perhaps flatter profitability but higher overall growth by getting into the markets where we should be. He said the goal will be pursued along two main axes: more active pursuit of large accounts and enlarging its value-added reseller programme, particularly in the domain of health and information system development tools. On the second axis, the company is getting ready to sign a Europe-wide development and sales agreement with a big American manufacturer for a clinical information system, Leclere said. The company will use Neuron’s C/S Elements product to develop the system, which it will then sell throughout the region, he said. Leclere says he would like to add 10 new value-added resellers by the end of next year. For the fiscal year in progress, which ends on March 31 1994, Neuron Data’s French subsidiary expects to report sales of about $2m an increase of nearly 30% over the previous year. Leclere is aiming for $3.5m the following year. The company also plans to hire three new sales and pre-sales engineers by next March.

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