It's been a nice little business so far. Princeton Softech, based in Princeton, N.J. [ed. note: where else?!], cleared $30 million in revenue for 2002, and Cash expects that to increase to around $35 million this year. Of that projected 2003 revenue, $15 million to $16 million is expected to be from Princeton Softech's database archiving software, she says. The company's other line of business is relational database testing tools, which in effect funds the R&D for the archiving products.
The company is profitable, says Cash, and is trying to manage its expansion carefully. "Our biggest challenge is growing pains," she says. Founded in 1989, Princeton Softech last March received $21 million in funding from Apax Partners Inc and LLR Partners, spinning off from its former parent company, Computer Horizons Corp., to focus solely on the active archiving market (see Princeton Softech Sharpens Its Tools).
Next on the agenda for Princeton Softech, then, is expanding its sales channels. The software vendor already has been working to adapt its database-archiving tools to work directly with EMC's Centera, a massive data archiving system that uses ATA disks to store and retrieve fixed content (see Princeton Softech Taps EMC Centera).
But Princeton Softech hasn't actually closed a deal in conjunction with EMC yet. Cash, however, says the company has between 20 and 30 deals in the pipeline that represent about $18 million worth of business. "EMC has been a terrific partnership for us. They bring us into CIO-level discussions to get these deals."
To better integrate with storage systems -- and hence forge reseller and OEM deals with those vendors -- the company is developing what it calls Next-Generation Archive (NGA). (No fancy-schmancy code names for this group!) NGA is supposed to make it easier for Princeton Softech's software to control third-party storage and, in part, may use Storage Networking Industry Association (SNIA)'s CIM-based management standards to accomplish that, Cash says.
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