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Australian ISV grows faster thanks to financial crisis

Enterprise drive for cost-cutting is leading to growth for contract management systems

Melbourne-based ISV, Open Windows Contracts, has won a deal with RMIT University.

Open Windows Contracts CEO, Adam McInnes, also reported stronger growth due to cost-cutting clients and government contracts.

McInnes said the RMIT deal had a four-month implementation program and came about after the university approached his company.

“They had a recommendation that was either from an audit or a review internally where they were instructed to get better control around their contract management, particularly their sourcing and procurement management,” he said.

“It was a select tender or RFP and we had three or four weeks to respond. The elapsed time was around eight weeks.”

While the RMIT win was a mid-sized contract worth around $100,000, it will be used as a landmark deal to encourage other universities to change their systems.

“There are a lot of universities we are talking to which are waiting to see what comes of the implementation at RMIT. It represents a strategic part of education if you like,” he said. “We’ve run a campaign on universities basically because we know they all need contract management.”

McInnes said the negative economy had proved to be a boon for the company thanks to more companies looking to boost efficiency and cut costs.

“You’ve got people seeing their revenues drop and their profits have to come from savings made in expenditure and that’s what our system does, it drives value in current agreements,” he said.

“Our company has grown 20 per cent to June 30, 2009, because of our bluechip customer base. We’ve got 90 per cent government clients and obviously economic stimulus packages are leading infrastructure agencies to continue spending and they need our systems to manage capital expenditure.”

Nominations for the 2012 ARN IT Industry Awards open on Tuesday, June 12.

More about: MIT, Open Windows, RMIT

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