While employed as an information systems administrator at a local department store, Scott Smith had an idea for a tool that would help him create, test, and maintain the Btrieve database files on which the store’s mission-critical merchandising system was built. Out of his extra bedroom and in his spare time, Smith developed BUtility for DOS, the product that would later become the first of Smithware’s “power tools for Btrieve.” Realizing that other system administrators might also have a need for the tool, Scott incorporated Smithware to market, manufacture and distribute BUtility. The response to the product’s initial offering was far beyond his expectations.

As a result of the successful launch of BUtility and its wide acceptance among Btrieve developers, Smith gained valuable insight into the market for Btrieve add-on products. This market was largely undeveloped and full of potential. Then in 1990 and 1991, several companies introduced database products for the Microsoft Windows operating system which required data dictionary files to read Btrieve data. At the time, the only way to define these dictionaries was with Xtrieve, an expensive, DOS-based database front-end and report writer application designed primarily for developers. Xtrieve had a great deal more functionality than most end-users required and employed a generally unfamiliar user interface. Seeing another opportunity in the market, Smith started development of DDF Builder™ to address the specific need for a database definition utility at a reasonable price. While still working his full time job, Smith successfully launched his second product in 1991.

In 1992 Scott and his long-time friend Steve Mook began designing a new and more ambitious project, a robust, user-friendly Btrieve database interface for Microsoft Visual Basic based on their combined experience in Btrieve programming. Scott and Steve shared similar experience (and occasional source code) as IS administrators, and Steve had been working for three years as an independent consultant on various Btrieve-based development projects, which gave them substantial insight into the needs of database application developers in the real world. Prior to this collaboration, Smith and Mook had a long history of undertaking other "creative associations" as diverse as building and configuring the hardware and software to automate their high school library’s archival and audiovisuals collections, establishing a microwave data link between two college dormitories, designing and launching various hazards to air navigation, constructing small buildings without a permit, and occasional serious fishing expeditions. This first collaborative project at Smithware would result in the award-winning Controls for Btrieve — a set of custom controls providing direct access to the Btrieve API from Microsoft Visual Basic. Producing two products directed at a highly specific market and working on a third led Smith and Mook to realize that there was a need to find a forum to advertise and promote Smithware products to the highly-focused Btrieve developer market. Since there was no publication that specifically addressed the needs of Btrieve developers, the two decided to create one. Btrieve Developer’s Journal was first published in the fourth quarter of 1993. The quarterly publication is now run as an independent profit center within the company, boasts a distribution of 5000 copies per issue, and has become a highly respected technical journal.

Using a marketing strategy relying heavily on direct contact with developers, Smithware has successfully launched several products. Direct mail, targeted advertising, limited distribution, and relationship building with vertical application developers and resellers have allowed Smithware to become a profitable enterprise. In its almost ten year history, the company has supported its users with more than ten substantial product upgrades. Smithware’s reputation for providing excellent support was established early, and the company now enjoys industry-wide recognition as Btrieve experts.

Most recently, Smithware has pursued strategic publishing and OEM licensing agreements with companies like Crystal Services in Vancouver, British Colombia. By pursuing strategic, symbiotic relationships with other related companies, Smithware has been better able to fulfill part of its corporate mission of providing power tools for Btrieve developers and their end-users. The success of this strategy is evident in the wide acceptance of the Smithware Crystal Reports for Btrieve report writing solution. The Smithware story is a success story from past to present. Since Smithware’s humble beginnings in Scott Smith’s spare bedroom in Nashville, Tennessee, the company has established a steady track record, nearly doubling its revenues each year. Being able to anticipate market opportunities and capitalize on them and has been the hallmark of Smithware’s corporate growth. It is this same ability that will secure Smithware’s place in the future.