Bill McDermott to John Chen: 'this is a big, big play'.

• Author: McDermott, Bill
• Position: Reprint

Blown away. That's how I feel after checking out a new mobile application on my brand-new iPad as I sit in the backseat of a car, on my way to a trade show. Apple had not launched its tablet yet, but SAP already was jointly developing a new mobile customer relationship management (CRM) product with Sybase, a database and mobile technology company. A number of our customers, I'd been told, were already so impressed that they were placing orders. Now I know why. The look and feel of the interface on the screen is so beautiful, like nothing SAP has produced. Back in my door-to-door sales days, I would have loved this tool. Now it's what SAP needs, for itself and for customers.

I get on my phone to call Sybase's CEO, John Chen. We've known each other for years.

"John, it's Bill. Have you seen the prototype? Have you seen how good this thing is?" I am almost wiggling in my seat. John agrees that it's very special.

"John, we need to talk," I say. "SAP needs to have a closer relationship with Sybase."

"Sure, Bill. What do you have in mind?" he asks. "A joint marketing or sales agreement?"

"No, no, no. Closer than that."

"Okay, you want to resell it?"

"No. Closer." I hear John laugh lightly.

"Do you want SAP to invest in Sybase?" he asks.

"Nope. Closer than that." He becomes quiet. We both know there is only one step closer.

"There are times when dating is a great idea but times when getting married is even better," I tell John, about to present an idea that I had discussed with SAP's board. "We should think about getting married. How would you feel if SAP bought Sybase?" I count silently to myself, One one-thousand, two one-thousand...

Finally, "John, are you there?"

"I am intrigued," he says, "but I am not there right now."

Sybase was nota company in play. Itwas doing well, generating cash and a number of John's own initiatives were just taking off. I knew how much he enjoyed running his own organization, having turned Sybase from a loser to a winner since taking over in 1997. John also...