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Brennan to concentrate on direct sales

Brennan to concentrate on direct sales

Brennan IT has won a $1.8 million deal to manage and support IT systems and applications for Keycorp. The three-year agreement will also see Brennan maintaining data networks and procuring product. The services outfit's managing director, David Stevens, said the deal validated Brennan's decision to focus on direct sales to mid-market customers.

Historically, Brennan resold its managed services through several integrators including Volante. Stevens said it had stopped because those companies had used the model to build up their own capabilities in that space. However, Brennan has maintained a managed services relationship with Harris Technology.

Brennan's Ultimate Care offering covers networks up to the application layer. The company was expanding its direct sales force as well as using a partner referral program to win business, Stevens said.

The referral program would see partners paid an annuity or one-off finder's fee.

"We are not dealing with resellers anymore because it led to fragmented relationships with our customers," Stevens said. But Brennan would seek strategic partnerships with vertical vendors that complement its services, with an enterprise accounting vendor its immediate priority, he said.

It would also look to increase its share of the hotel services market.

To further this aim, the company opened new offices in Perth, Adelaide and Canberra in January.

Prior to this, acquisition had been considered as a way of expanding the business.

But Stevens said a shopping spree was still on the cards.

"We looked for similar companies based on geography but we now want to bulk up [in terms of customer numbers]," he said.

Service delivery companies with a list of 500-seat customers and a smattering of 50-seat clients would be sought, Stevens said.


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