SeeBeyond Technology Corp is extending its price challenge to IBM Corp, with a trade-in deal for customers who dump WebSphere for its own integration software. The company is this week expected to launch “Can’t Wait to Integrate” that will offer IBM customers SeeBeyond software of matching functionality and price.
A customer with $400,000 of IBM’s MQ Series Integrator, for example, will be given $400,000 of SeeBeyond’s eGate Integrator. SeeBeyond expects customers starting new integration projects to sign up rather then use their existing IBM software.
The anti-IBM program, which lasts until June, mirrors an offer launched last November to swap over webMethods Inc’s customers to SeeBeyond’s integration software, notably Integrated Composite Application Network Suite 5.0.
SeeBeyond said the webMethods’ campaign has resulted in the company being contacted by 60 customers, while discussions are being held with between six and 10.
The company is attempting to grow its business in a highly congested market. By securing a foothold in customers’ sites through swapping out rival software, SeeBeyond hopes to sell more of its products or the entire ICAN suite to those who only purchased modules of the suite during the trade-in deals.
In singling out IBM, SeeBeyond is engaging an entirely different enemy to webMethods. IBM’s heritage of data and application integration using software and services is matched by an ability to literally give its software away for free to customers.
By offering to swap out rival software on a dollar-for-dollar basis, SeeBeyond has also been accused of initiating a price war in what is a crowded market.
SeeBeyond’s chief technology officer Ross Altman denied the company is sparking a price war, rather it is helping customers over the emotional and mental hump of deciding the money spent on IBM wasn’t particularly well invested.
Altman believes ICAN 5.0 offers a better product because it uses a single code-base developed in-house, rather than IBM’s WebSphere suite that is the result of acquisitions and requires both a level of integration and installation from multiple CDs.
[ICAN has] the same repository, same install from the same CD, same metadata, same runtime framework for security, transaction control and orchestration, Altman said.
An IBM spokesperson, meanwhile, said the WebSphere architecture suits customers who need a more modular approach to integration. She said IBM does not feel threatened by SeeBeyond’s offer, or expect to make a counter offer.
IBM has such as strong stake and hold. We are in a really good spot and have a nice advantage, the spokesperson said.
This article is based on material originally published by ComputerWire