“Aussie born and bred” can be challenging yet rewarding: UXC group

IT services group finds value in specialising to carve a piece of the local market for itself.

The Australian IT market can be tough but ultimately rewarding for a local company, according to the UXC group.

The homegrown company, which is split into three “go-to-market” groups, has its roots in Australia and has grown to a customer base of 2500 organisations in the private and public sectors.

UXC Keystone CEO, Dion Williams, said an Australia-owned and operated business often benefits from a strong team culture.

“There is an emphasis on quality combined with the knowledge of the customer environment and market segment,” he said.

This focus on quality and governance can then translate to higher levels of efficiency, which Williams said can result in better outcomes for customers.

“As a local company, we avoid the challenges often associated with timezone difference and communications, again leading to great efficiencies and better outcomes for our customers,” he said.

The “home team advantage” can be difficult to ignore, though UXC Connect CEO, Ian Poole, said Australian companies also encounter unique local challenges.

For one, a local company can, in some cases, struggle with their brand being less known than some of the major global competitors.

“Other challenges of operating in Australian include a fluctuating economy, and the sourcing of resources from a finite local professional labour force,” Poole said.

To overcome this, Poole highlights the importance of working with customers locally, as well as collaborating with them to “find the right solution to create business value.”

Aiming to stand out

The brand recognition and market penetration of some multinational IT companies can be difficult for customers to overlook, though local companies can find ways to make themselves stand out.

UXC Eclipse CEO, Bradley Stroop, suggests specialising and excelling in an area to stand out,

“Even though we’re smaller when put up against the global consulting firms, our customers choose us because we’re one of the largest Microsoft Dynamics partners in the world,” he said.

Having a service culture defines the company’s position in the market is also beneficial, as it gives customers the impression it is easy to deal with.

Stroop adds the company has local executives on the ground who make local decisions and “live by the company’s service culture.”

“It’s a level of comfort that appeals to our customers and means we have a customer retention rate of over 97 per cent year-on-year,” he said.

Patrick Budmar covers consumer and enterprise technology breaking news for IDG Communications. Follow Patrick on Twitter at @patrick_budmar.

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