By William Fellows
Software Technologies Corp CEO Jim Demetriades says the EAI company is clearly on track to out-install rival New Era of Networks Inc this year. He says STC’s DataGate suite was installed at 65 new sites in the first quarter compared with Neon’s 30 and that he expects to win a further 75 to 80 new accounts this quarter even without the business its new distribution agreement with PeopleSoft Inc should bring in.
Demetriades says that, with all of Neon’s recent acquisition activity, it’s clear that the company is having to buy up customers. But then it’s landed with the task of integrating the acquired technology: you can’t integrate integration, Demetriades claims. Moreover Neon customers are then going to be left wondering which of the various technologies they are going to be made to buy. The deal with PeopleSoft in which STC has created out-of-the-box PeopleSoft-to-SAP connections with pre- built business processes, means that 900 of the ERP company’s salespeople will be able to sell the STC product.
Demetriades says an average sale price runs from $50,000 for two connections to $1m at the high-end. He claims to have 400 APIs up and running at one customer site and claims that STC wins 90% of the engagements it goes after. Demetriades has just returned from Australia where he says he’s been cultivating a number of deals.
Meanwhile, STC has appointed Kathleen Mitchell SVP marketing and business development. Mitchell was formerly president and CEO of Live Picture Corp. It’s also got Paul Hoffman from Documentum Inc on board.
