Intellution's business at a glance

Intellution, an Emerson Electric company (the group was worth £12bn in 1996), has been around since 1980. `We have consistently been ranked in the top three in Scada,' claims Ballard. Key competitors are hardware specialists Siemens and Rockwell, which are now encroaching on the software sector.

The cost of entry into developing the software is `absolutely minimal' but getting the product to market is extremely difficult. By this stage, developers are competing with the likes of Netscape and Microsoft, which generate operating systems rather than applications.

During 1995-1996, Intellution sales grew by 40 per cent following its conversion to Windows NT operation. `We expect 30 per cent growth in 1996-7.'

Intellution has 300 employees, all in product development and support. There is no direct sales force as it sells through other channels. Some key users of its systems include Nissan, Birdseye Walls, Glaxo, Kraft, Scottish Power, Yorkshire Water and Thames Water.

Intellution ships about 1600 units per month. More than 60 per cent of revenue comes from the US. The company supplies the product in 14 languages and develops software in Japan in Kanji. It has many OEM partners, who rebadge and remarket products, such as ABB, Digital, Ericsson, Eurotherm, Fisher Rosemount and Honeywell.

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