West Australian integrator The Net Effect has fought off a formidable list of competitors to win a national network hardware maintenance contract with BankWest.
The Net Effect ousted a number of national and local service providers to support BankWest's Nortel and Cisco infrastructure on a 24 x 7 basis.
The Bank refused to release details of the competitive bids or specific products to be supported.
Glenn McAtee, The Net Effect's managing director, told ARN he believes the company's long-standing relationship and knowledge of the bank helped it win the deal.
"Unless you ask the right questions you will not necessarily get the right answers," he said.
"We were a bit more flexible in the proposal we put together."
The integrator has spent the last two months bedding down its services at the bank. Meanwhile, The Net Effect's call centre now monitors the network around the clock as part of an agreement to restore any failures within four hours.
The contract is renewable on an annual basis. The bank refused to reveal details of the contract's value.
BankWest's infrastructure consists of a combination of Cisco and Nortel switches and routers in its branches with a mixture of Nortel Token Ring equipment used at its Perth headquarters to support the network backbone. In addition, the bank uses Cisco routers to inter-link the network with its main data centre.
McAtee said the support deal reflects what he believes is the importance of offering the right mix of products and services, reporting both offer high margins.
"The margins [on products] are still a lot higher than what you would think," he said.