US-based software vendor, InterSystems, has recorded 60 per cent growth in Australia during the past year and signed more than 40 new partners across the country. Globally, it recorded growth of 40 per cent for the same period.
These results come after two years of fully fledged operation in the country.
Managing director, Denis Tebbutt, said InterSystems Australia had previously been running with a single support executive for 10 years.
The figures are part of a story of continuing growth, with 63 new partners being signed since July 2002.
Tebbutt puts the recent success of InterSystems down to the company’s business model: If my partner’s business grows, my business grows, he said.
“It seems such a simple premise, but if you can engage closely with your client and you’re confident enough in your technology and you provide the right level of services, we are confident that you will grow your business,” he said. Tebbutt said InterSystems had a very successful channel to market – its application developer customer base. This was a model that would not fit a distribution channel.
“Fundamentally [distributors] are interested in the margin in your technology, not in building the partnership in the business,"he said. "[Appointing distributors] would remove us one step and negate our tremendous strength – dealing directly with the application developer.”
InterSystems relationship with application developers accounted for 70 per cent of its business, Tebbutt estimated had experienced success in the healthcare sector.
“Overall, 50 per cent of revenue is healthcare related, with that figure diminishing only because our business is growing substantially in financial services, telecommunications, supply chain management and government,” he said.
And while many developers were experiencing experience locally with InterSystems, Tebbutt said the vendor was also keen to support export initiatives.
“A lot of Australian application developers will go abroad very early in their cycle of corporate development,” he said. “As such we make our international offices and subsidiaries available to them.”