Some wily customisation by a reseller has given mid-range financials solutions vendor Navision the edge in a breakthrough deal at the Queensland Legislative Assembly (QLA).
SAP R/3 is the nominated financial solution for Queensland Government departments, but having deemed that product too big for its needs, QLA instead went to tender.
The ability of its reseller, Dialog Information Technology, to tailor the Navision product to show actual demonstrations of QLA processes helped secure the deal, which sources estimate to be worth about a quarter of a million dollars.
"We went through QLA's requirement documents to understand their issues," Bob Tisdall, director of Dialog, told ARN. "Then because of the flexibility of Navision we were able to introduce changes to the product to get a very close fit to what they wanted.
"Because Navision is so flexible, it was actually cost-effective to show them at the demonstration stage what they were going to get."
The product is being rolled out in two stages. Phase one involved the implementation of Navision's general ledger, accounts payable, accounts receivable and fixed assets modules at QLA over a three-month period.
Running on Microsoft Windows NT, the package has been integrated with a number of in-house applications including a car parking access system, telephone database and travel allowance and entitlement records system.
The second phase, which is due for completion in early 1999, will see Navision installed as the new financial system for the Parliamentary Catering Division. Tisdall said Dialog has been a Navision reseller since February this year.
"Navision's approach to the marketplace is that they do the Australian development and marketing, but sell through a select group of resellers who also do any customisation and maintenance," he claims. "That way, we don't end up competing with Navision."
The success of Navision is helping drive Dialog's growth, according to Tisdall.
"We're implementing at the rate of a new system a month and that's an extraordinary take-up for a brand new product," he said.
As a result, Dialog, which is an IT services organisation that also handles a select range of packages, has just opened a Sydney office specialising in Navision and a Melbourne branch is also expected to be established soon, Tisdall said.