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Document domination strategy proceeds apace

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Documentum is pressing ahead with its efforts to control documents and provide knowledge management for enterprises. Its latest developments include an application for the investment and banking sector, and for utilities. A recent deal with Sybase has resulted in Sybase's Adaptive Server Enterprise being used with Documentum's Enterprise Document Management Systems to increase the number if concurrent users and minimise resource contention. The product range for client-server and Web environments is centred on its EDMS. Last year, the company sharpened its marketing towards three key industries: discrete manufacturing, process manufacturing and financial services. It's a profitable business -- Documentum boasts 18 consecutive quarters of revenue growth. Its second quarter showed a 64 per cent increase in revenue over the year-earlier quarter, and a 119 per cent increase in net income. The company also has around $100 million stashed away. Its IPO was in 1996. Documentum sells directly, through international distributors, and through so-called signature partners who add value. In Documentum's case, two thirds of its income is from licences, and the remainder from services. The two founders, Howard Shao and John Newton, both formerly with Ingres, look after product development and knowledge management respectively. Jeffrey Miller, the CEO, has on the board Geoffrey Moore, the author of Crossing the Chasm and other hi-tech marketing tomes. ® Click here for more stories

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