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ExpressApps extends supply partners strategy

ExpressApps extends supply partners strategy

ExpressApps has penned two major service supply deals with tier one providers, Fujitsu and HP.

Under the arrangements, the thin client and IT integration specialist will become the preferred partner for Citrix and server-based work.

The announcement follows two similar partnership signings with Dynamic Business Solutions and Technology Trading House in recent months.

While the company had previously focused on winning greenfield business, ExpressApps had now made the decision to concentrate exclusively on building up partner deals, managing director, Mark Harrigan, said.

"We looked at our business and realised that 60 to 70 per cent of our sales come from either vendors who supply us with leads or through working with other players," he said. "The remaining 30 to 40 come from referrals.

"For us, there is an opportunity with both tier one service providers - who realise they can't provide best-in-breed - and with tier two implementers who are either ignoring the infrastructure piece or trying to do it themselves."

Harrigan said HP and Fujitsu were drawn to the company's niche specialisation in server computing.

"Each of the tier one integrators had different modus operandii, so our approach is to try fit in with how they like to work," he said. "We have also said that we will not compete directly with any of our associates or partners for end-user business."

ExpressApps had already completed a number of projects with the two vendors, Harrigan said.

They included client support, a Citrix pilot for an educational instituition, a project deployment for a medium-sized niche retailer and ad hoc troubleshooting for a multinational oil firm.

The company would look to partner with further organisations in the coming months, he said.

"We're looking for other players in the industry who recognise the value of specialisation and of working with other partners so you do deliver best-in-breed," Harrigan said.

ExpressApps would also seek to develop better relationships with independent software developers, systems integrators, tier one providers across manufacturing, mid-sized medical practices and freight logistics, he said.


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