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DT: Tell us what is interesting about your core 'information server' product, Hyperwave IS/7.
KL: Around eighteen months ago our solution was re-written specifically for SaaS and internet deployment, making it entirely platform independent, with massive functionality for all sorts of user environments. It is extraordinarily easy to integrate with absolutely any line-of-business application, thanks in part to our open API. We can also offer very rapid deployment compared to 'traditional' ECM approaches. We like to describe the 'centre of gravity' of our product as being around compliance, ease of use, and intuitive solutions. We also pride ourselves on the scalability of Hyperwave: you can start with a single department with 50 users or fewer and expand to any number of departments and over 100,000 users at any time. The sky is the limit as far as increasing requirements are concerned. The only thing that needs to keep pace is your hardware infrastructure; our software will not need to be reinstalled or changed.

DT: You first came to our attention here at DM because of your relationship with Genus - how important is the channel to you as you seek to grow business in the UK?
KL: Our partners are absolutely crucial to us and we are actively seeking to grow our channel relationships as we speak. We are focusing on the indirect route to market in the UK. Genus is a good example; they have selected Hyperwave as the platform for their increasingly digital-based strategy going forward, so we can benefit each other. Another key strategic partner here is Crown Records Management: they are now able to extend the services they can offer to their users to include digital image hosting, workflow, web content management and collaboration - all supported by seamless integration with their legacy records management systems. Using Hyperwave is opening up all sorts of new opportunities for them in areas such as HR processing and records management, finance, and generic document management applications.

We're also speaking to a number of the big players in the MFD/MFP market about potential partner opportunities; we're keen to pursue partnerships that offer us a route to a natural, complementary evolution.

DT: At first glance it could look as if the Hyperwave offering is setting itself up as a head-to-head competitor for SharePoint, but I suspect there is rather more to the company's strategy than that?
KL: As ever, things aren't quite that straightforward, as you've surmised. Certainly on one level, SharePoint is a significant competitor for Hyperwave - and there's no question that large parts of the SharePoint user base have expressed dissatisfaction with some key parts of that product's functionality - but often we find that the two products can end up happily co-existing in many user environments as well.

One of our strengths in that situation is the out-of-the-box functionality we offer that Microsoft simply doesn't: email, workflow, Records Management integration - we can add all kinds of value. There are lots of 'natural opportunities' within the SharePoint arena for Hyperwave to take advantage of. On the one hand there are increasing numbers of businesses who simply don't want to go down the Microsoft route at all any more, for various reasons: they need a more cost-effective and useable solution, and often they really don't want the potentially huge professional services costs that go along with that if you take the SharePoint-only route. Equally, there are plenty of organisations using SharePoint in specific functional areas, who need integrations and plug-ins to other areas; this is where we suggest a 'happy co-existence' with Hyperwave. Users can continue to use SharePoint as their core portal solution, while Hyperwave 'plugs the gaps' in areas like those I've already mentioned - email, workflow, RM integration, etc.

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