Businessmodel of InterSystems

Customer Segments

Intersystems provides a range of commercially and institutionally focused products and solutions to a diverse client base. The Company organises its clients into three core categories:

• Health, comprising various healthcare providers such as hospitals and clinics, as well as medical device manufacturers and distributors;
• Business, comprising a range of large commercial entities across multiple industries, notably including businesses operating in the banking and financial services, logistics, utilities, and internet-of-things sectors; and
• Government, comprising various local, state, and federal government bodies, as well as public institutions and bodies. Intersystems includes a number of high-profile commercial and institutional entities among its clients, including Kaiser Permanente, Credit Suisse, US Department of Veterans Affairs, European Space Agency, Mediterranean Shipping Company, Petrobras, The Johns Hopkins Hospital, Kimberly-Clark, and BNP Paribas Securities.

Intersystems serves a global customer base, with its native US comprising its largest single market.

Value Propositions

Intersystems provides value to its clients in the following ways:

• Its industry standing and reputation, with the Company established as a leading provider of data management, connectivity, and analytics solutions, having an extensive client base including market leading companies such as Petrobras, BNP Paribas, and Credit Suisse;
• Its portfolio of intellectual properties, with the Company utilising a range of proprietary technologies in the development and implementation of its products, enabling it to offer unique and innovative solutions to its clients;
• Its industry and international reach, with the Company providing solutions to a diverse customer base, which spans multiple industries – including the financial services, government, healthcare, and utilities sectors – as well as numerous geographic markets across the Americas, Europe, Africa, the Middle East, and Asia Pacific; and
• Its industry expertise and experience, with the Company employing specialist technical personnel that ensure the Company’s solutions run effectively and reliably, as well as a team of experienced industry executives. ### Channels

Intersystems operates a website at www.intersystems.com, through which it provides information on its various products, solutions, target industries, and corporate activities. The Company’s software solutions can be accessed online through its cloud-based platform at www.login.intersystems.com.  Despite its online presence and cloud services, the Company does not operate an online sales channel. The Company does, however, offer an online contact form through which potential clients can make a sales enquiry.

Intersystems makes its sales primarily through its in-house direct sales force, which is organised primarily by geographic region. The Company’s sales personnel operate out of the Company’s international network of offices, which spans the Americas, Europe, Asia Pacific, Africa, and the Middle East, including locations in the UK, Finland, the United Arab Emirates, Brazil, China, Israel, and South Africa.

Intersystems additionally makes sales through a network of third party channel partners, including value added resellers, sales agents, and distributors.

Customer Relationships

Intersystems does not make sales to its clients on a self-service basis. The Company, however, does allow clients to register sales enquiries online, and makes its software solutions accessible, once purchased, on a self-service basis, with clients able to utilise the full functionality of the Intersystems products without interacting with service personnel.

Intersystems makes its sales through an international direct sales force, which consults closely with clients in order to establish their individual needs and circumstances. The Company seeks to provide tailored solutions where possible and to establish long-term relationships and recurring business.

Intersystems provides ongoing support to its clients, with customers able to access personalised assistance from dedicated support personnel over the phone, online, and via email. The Company has a 24-7 Worldwide Response Centre, through which customers can arrange specific technical guidance. The Company also offers a range of resources through its website, such as online learning resources, white papers, videos, webinars, and documentation, that can be accessed independently.

Intersystems also operates a number of social media accounts – including with Facebook, Twitter, LinkedIn, and YouTube – through which it is able to publish company updates and interact directly with clients.

Key Activities

InterSystems develops and sells a portfolio of data management, connectivity, and analytics software solutions that are designed to assist commercial and institutional clients across three core categories: Healthcare, Business, and Government.

The company’s business category, includes clients across multiple industries, in particular the financial services, logistics, and utilities sectors. The Company offers a large catalogue of products, including Caché, Ensemble, HealthShare, TrakCare, DeepSee, and iKnow.

Intersystems serves a global client base and maintains an operational presence in multiple markets across the Americas, Europe, Asia Pacific, the Middle East, and Africa, including offices in Chile, China, Czech Republic, Finland, France, Germany, Israel, Italy, and Japan.

Key Partners

Intersystems works in close collaboration with a network of partners with which it develops and implements its solutions. These partners can be organised broadly into the following categories:

• Supplier and Vendor Partners, comprising suppliers of technologies, services, and equipment that are utilised across the enterprise in support of its core software development and delivery operations;
• Channel and Distribution Partners, including the Company’s various application and distribution partners, comprising various value added resellers, sales agents, and independent software vendors, which sell applications or solutions that are built on the Company’s advanced technologies.
• Implementation Partners, comprising various technology and development companies that have a high level of technical proficiency, which assist in implementing the Company’s various solutions and technologies; and
• Strategic and Alliance Partners, comprising various market leading companies across multiple industries that work with the Company on a range of joint projects, including in marketing, branding, and development. Intersystems has a number of partnerships in place. This includes partnerships with 3i Infotech, Sebrio Strategic Business Intelligence, and Clinical Architecture.

Key Resources

Intersystems’s key resources are its proprietary technologies and intellectual properties, its software solutions and online platform, its IT and communications infrastructure, its sales and marketing channels, its partnerships, and its personnel.

Intersystems utilises a range of patent and trademark rights to protect its intellectual properties that are key to the success of its operations. Searches of records published by the US Patent and Trademark Office identified a single patent application filed in Intersystems name, entitled ‘Data analysis based on data linking elements’.

Intersystems additionally owns and or leases a number of physical properties. This principally comprises the Company’s international network of sales and administrative offices across the Americas, Asia Pacific, Europe, the Middle East, and Africa.

Cost Structure

Intersystems incurs costs in relation to the development of its intellectual properties and solutions, the development and maintenance of its online solutions, the maintenance of its IT and communications infrastructure, the procurement of professional services, the management of its partnerships, the operations of its sales and marketing channels, and the retention of its personnel.

Revenue Streams

Intersystems generates revenue through the development and provision of various data management, connectivity, and analytics software solutions to commercial and institutional clients around the world. The Company also generates revenue through the provision of various other related services, including implementation, technical support, and online learning services. The Company derives its revenue primarily under service contracts.

Intersystems remains a privately-owned company and as such is not obliged to publish its financial figures online. Research did not identify any reference to its recent revenue results; the Company, however, is reported to have generated more than $440 million in revenue in 2012.