Embarcadero drops direct-only sales strategy

Embarcadero Europe has abandoned its direct-sales only strategy in the UK and Ireland. The database and software tool maker this month got the green light for its first channel programme in Europe. In a statement yesterday, it claimed resellers would net around 30 per cent commission on sales of its products. Embarcadero Europe, a division of US-based Embarcadero Technologies, was offering resellers version 5 of its database administration tool, DBArtisan, its database design and build tool, ER/Studio, and integrated development tool, Rapid SQL. Embarcadero director Terry Rollo said: "While channel revenues and margins are being threatened as a result of moves by many companies towards a more direct sales model, Embarcadero is looking to increase its channel activity." Databases covered by newly released DBArtisan 5 include Oracle, Microsoft SQL Server, IBM DB2 and Sybase. It also supports the Tivoli Enterprise framework. ®