Outsourcing up-and-comer Origin has snagged its largest deal in Australia yet, with a $35 million outsourcing contract over five years with Orica.
Announced last week, Origin outbid the likes of IBM GSA, EDS, CES, Fujitsu and a swag of the industry's outsourcing heavyweights to take over the management and operations of the Orica Data Centre in Noble Park, Melbourne. Orica, formerly ICI, is reportedly the world's largest supplier of commercial explosives.
"Clearly you have to match these people on capability," said sales and marketing manager for Origin, Raymond Daly. "This shows we have the capability.
"There were two main issues with this deal. Firstly, the flexibility of the contract and secondly the culture of an organisation. Orica has to like working with Origin - they're not a company that likes to be dictated to and this cultural affiliation was important to securing the deal," said Daly.
The arrangement will see all 24 staff currently employed at Orica's data centre become Origin employees. Daly claims this is an important aspect of the deal.
"It's a complex deal because it involves selling into a company at a number of levels. Not only are you selling into the corporate level but the management right down to the individual people have to be sold on the solution," he said.
Daly added that Origin's experience in the chemical manufacturing vertical market also positioned the company well against its rivals.
"Origin has IT management and service delivery experience with clients in the chemicals industry. It's also a very professional operation and is well regarded by its other customers," said Rosa Dall'Armi, services manager for Orica IT Shared Services. "During the competitive bid process, Origin demonstrated the capability and commitment to partner with us to meet our needs now and in the future."