Princeton Softech Inc., which claims it doubled sales of its database-archiving software in 2002, is now trying to line up closer partnerships with storage vendors to drive further growth.
Lisa Cash, president and CEO of Princeton Softech, says teaming up with storage vendors like EMC Corp. (NYSE: EMC) represents the next phase in the company's go-to-market strategy. "All the storage companies want to get closer to the application layer," she says. "That's where we come in."
The 180-employee company has been tapping a relatively small -- albeit fast-growing -- niche of the data management market. Its software extracts data from relational databases based on user-defined rules, pruning out older data so the production-environment database doesn't get bogged down. Think of it as hierarchical storage management (HSM) specifically for databases. Princeton Softech also sells archiving tools for enterprise resource planning (ERP) and customer relationship management (CRM) applications.
Enterprises are especially receptive to this story these days, as IT spending remains stagnant. "People can't just keep throwing hardware at the problem," Cash says. "And data is growing way, way faster than CIOs' budgets."
But what happens if the major database vendors like Oracle Corp. (Nasdaq: ORCL) or Microsoft Corp. (Nasdaq: MSFT) look to add archiving features directly into their own software? That won't happen, says Cash, for two reasons: It's complicated to do, and those vendors aren't interested in helping customers reduce the size of their databases because they make money from selling software-license upgrades.