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Informatica Progress

Misti Lusher and Ravi Shankar from Informatica were kind enough to do an analyst briefing for Hub Designs recently, to bring us up to date on what’s been happening with Informatica in the past few months.

The combination of Siperian with Informatica has exceeded their expectations so far, with MDM revenue running significantly ahead of quota and Informatica landing customers in a number of new vertical industries such as retail, healthcare, aerospace/defense, agriculture, education, and hospitality. Informatica continues to penetrate EMEA and has had its first successes in Asia Pacific and Latin America as well.

There’s also a healthy sales pipeline being built for future quarters, with the top three verticals being healthcare and life sciences, financial services and insurance, and high tech and retail. Growth is being seen all over the world, with a large percentage of the bigger sales opportunities for Informatica involving MDM, regardless of the region.

Ravi highlighted how the Informatica Master Data Management (MDM) solution is solving multidomain business problems like physician spend compliance, product mastering, high volume reference data mastering, clinical trial management, customer and channel management, and Salesforce.com enablement. He also discussed how Informatica’s other products usually fit into an MDM solution.

As the Informatica MDM product has evolved, it has remained true to its roots, and continues to offer complex hierarchy management, to be business user focused, and to allow for fast time to value. What Informatica has done, building on what Siperian had created before its acquisition, is to provide for true multidomain master data management, which allows for a much wider range of problems to be solved.

Informatica continues to increase its market share beyond the pharmaceutical vertical, and shows a strong track record of expanding its footprint within existing customers as well.

Informatica MDM Data Director has been widely used as well, with every new customer since its release in March 2009 buying it along with the MDM hub.

Informatica just finished up an 18-city MDM road show in the U.S. and Canada, and featured its MDM product prominently at Informatica World in early November. It has both a horizontal and a vertical industry marketing strategy.

Ravi previewed for us the materials for their “Customer and Channel Management Solution”, which manages hierarchies and relationships between customers, channel partners, products, and resources, in order to maximize account penetration, optimize coverage, and enable business agility and speed.

Ravi also gave us a demo of the latest version of the Informatica MDM product, with built-in dashboards using Data Director measuring data quality for individual customers and organizational customers. He also demonstrated the integration of MDM with the rest of the Informatica Platform – Power Center Business Glossary and Metadata Manager, and Informatica Data Quality.

Another impressive feature is enabling business applications, such as Salesforce.com, to be MDM aware. New records can be entered in the Salesforce.com application and instantly be bounced up directly against the Informatica MDM hub, and customer hierarchies can be viewed in a Salesforce.com tab, rather than requiring the user to jump back and forth between a Salesforce window and an Informatica MDM window. And the Salesforce user can see a timeline of a record “as of” a particular date, including all the hierarchy data.

At the end of the briefing, I came away feeling (again) that Informatica had made a great move in purchasing Siperian, and that Informatica’s MDM business has clearly gained momentum since the acquisition. This is clearly one of those cases where one plus one equals three. Informatica has done a great job integrating Siperian into the company, in taking advantage of the synergies between the two companies, and in promoting the product. Opportunities exist to take it even further, but the Informatica team is to be congratulated, since almost 60% of all mergers and acquisitions fail to create shareholder value according to the Boston Consulting Group.

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