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Compaq lands lucrative Defence deal

Compaq lands lucrative Defence deal

Compaq has secured a $1.4 million enterprise management contract with the Department of Defence that will see it integrate the public and secret Army, Navy and Air Force networks.

The deal follows a last-minute bidding process that saw it edge out enterprise management consultancy Full Spectrum.

Defence will use Cabletron's Spectrum management system to help consolidate a multi-vendor network spread across 300 campus locations around Australia.

The system will enable Defence to manage all its networked devices from a single console at the Defence Information Systems Centre in Canberra, or remotely via the Web.

Spectrum will also be integrated with a number of third-party applications such as BMC Software's Patrol offering and Opticom's Executive Information System (EIS).

Enterprise management consultancy Full Spectrum is in contract negotiations to help conduct and manage the rollout, which is already underway.

According to Geoff Casey, Compaq's ACT-based professional services manager, the win comes after maintaining close ties with Defence for some years.

"Enterprise management is key to us," he said.

However, sources close to the deal have revealed Compaq out-bid its partner Full Spectrum to land the deal, despite Full Spectrum's experience with the Spectrum management system.

In fact, Full Spectrum provided Defence with all the information required to build and manage the infrastructure, but lost the rights to own the whole deal after an eleventh-hour bid.

Ironically, Full Spectrum will now work closely with Compaq as the main contractor.

When asked about details of the bidding process, Casey would only say "it was competitive".

Cabletron's sales director, Simon Ratcliffe, said he understood "at the last moment there was competition", but is happy both organisations will now work together.

"Obviously Full Spectrum would have liked the full business, but competition is competition," he said.


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