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HandySoft grows local channel

HandySoft grows local channel

Business software vendor, HandySoft, has launched an Australian office and appointed a general manager for Australia and New Zealand.

New recruit, Rob Whiter, said the decision to establish a local office and channel grew out of a direct contract win with insurance firm, QBE. “As a result of that project we picked a business partner in Alphawest and ended up with a Sydney office and a fly in, fly out representative,” Whiter said.

Using Alphawest as a temporary local office, HandySoft then picked up customers Legion Interactive, Aurora Energy, Planning SA and Capricorn, he said.

“The end result was we had a footprint in enough geographies and business units to make setting up an office worthwhile,” Whiter said. “Sydney is a logical base to go into Singapore, Hong Kong and greater China.”

Whiter said the local office also meant HandySoft could make an assault on existing legacy vendors in the region, which were not as heavily entrenched as those in Europe and the US.

Although current partner Alphawest provided a vital geographic link through national coverage, Whiter said HandySoft would employ a channel model and build up its local partner base to expand into vertical and business function areas.

To that end, discussions were underway with Deloitte to cover the corporate governance vertical and with Logica CMG for utilities and some state government.

Formative contact had also been made with Volante for general commercial, as had Techtonics for the public sector market in New Zealand, he said.

Whiter said the business process management (BPM) market in Australia had passed through its developmental stage with earlier adopters like the banking and finance sectors implementing systems.

In the coming years, BPM systems would begin to work with enterprise application integration (EAI) tools, simulating the appearance of one system sitting over legacy, current or future back-end systems, he said.

Whiter is looking to grow the local HandySoft presence to about 10 staff and push the current $1.1 million in turnover up to $3 million during the coming year.


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