Gentia Software Corp, Boston-based developer a of network business intelligence environment, is warning that third quarter results will fall shy of current expectations. The company says it expects to post a net loss of roughly $1.5m on revenue of about $6.5m, against net income of $625,000 in the same period last year. Wall Street was expecting a break-even quarter, according to the First Call consensus. Gentia blames the shortfall on an issue of timing, claiming that several large transactions weren’t completed within the quarter, as planned. The company is essentially placing the blame on a glut of products in the marketplace leading to hesitation on the part of customers whose purchase decisions were delayed, although Gentia insists that it is a case of sales deferred but not lost. As a result, during the quarter the company continued shifting its marketing strategy from a technology-led approach to one that focuses on individual customer needs. The revenue problem is also being tied to a thin US sales force that simply couldn’t capitalize on all the opportunities available. Aggressive recruiting of sales staff is ongoing. Official results for the quarter are expected on October 31.
