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WRQ and Attachmate aim for local growth

WRQ and Attachmate aim for local growth

WRQ and Attachmate have announced a new Australian office in Melbourne and the appointment of an APAC director. The news follows WRQ's decision to acquire the software vendor in April.

With WRQ servicing Australia from Singapore and Attachmate through a local subsidiary, the merged company was in need of an Australian presence, Attachmate's VP international operations and alliances, David Bennet, said. The combined organisation would also look to expand the size and volume of legacy integration product offerings put through its dual local channel, he said. This would assist it to capitalise on strong local growth driven by hardware consolidation and companies attempting to access information stored on legacy hardware.

"It is estimated that about 70 per cent of the world's data sits on mainframes and hosted systems," Bennet said. "Global 2000 and SMB companies are looking to leverage those hosted information assets rather than invest in new mainframes."

WRQ announced its intention to acquire Attachmate in April. The two are now in the final stages of the merger, which is expected to be completed this week.

WRQ operates a two-tier channel with around 10 partners, while Attachmate has a hybrid model and eight partners. Bennet said the two companies would retain their separate models under the merged entity.

This would minimise conflict between the two channels, he said.

"Attachmate's products are concentrated on the IBM and UNIX mainframe markets while WRQ is more focused on the open systems market as well as the ex-Windows market," Bennet said.

However, while there was some overlap, he said it would look to make each company's products available to both channels, thus creating new sales opportunities in existing customer bases.

Former Attachmate APAC sales director and new APAC head for the merged entity, Boris Ivancic, said it expected Attachmate's business channel sales to rapidly expand.

"We expect to see a move toward 30 to 40 per cent of revenues through the channel, which will represents at least a four- to five-fold increase," he said.

With its channel and APAC office focusing on the east coast of Australia, the company would also expand its geographic reach through additional partners on the west coast, Ivancic said.


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