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Microsoft gets channel savvy

Microsoft gets channel savvy

Microsoft has sorted out its attitude towards the channel since the arrival of its new Australian managing director from Argentina last year, according to Lloyd Borrett, marketing manager of Expert Software.

Recently awarded Microsoft certification as a key solution provider partner, Expert Software is a wholly Australian owned software development company specialising in delivering solutions based on Microsoft and Oracle client/server technology.

Since the arrival of Eugenio Beaufrand from South America, Microsoft has done a sterling job of opening up opportunities for the channel while providing better information via such initiatives as its online technical support services, Borret said. "It is almost a joy to work with now."

Borret said that the previous managing directors of Microsoft Australia had failed to properly serve its channel partners.

The reason for the turnaround, Borrett believes, is the company's aggressive focus on the enterprise workspace where it recognises partner expertise in areas such as mainframe to Windows NT migration as key.

"As Microsoft goes after the enterprise, it will partner a lot more with people like us," said Borrett.

He added that Microsoft is already "providing more opportunities for the channel to get involved".

Expert Software joined the Microsoft certified solutions provider program two years ago. Since that time the company has managed to transform itself from an $800,000 operation with 15 staff to a 35 member outfit expecting to report revenues of over $4 million for the coming financial year. The company was recently awarded Microsoft certification as a key solution provider partner, Borrett said.

As part of Expert Software's plans for expansion, the company is seeking key solutions integration partners interstate. Borrett added that the company is seeking opportunities for global expansion into North America, Europe and Africa.

Borrett has been in the Aussie IT industry for over 20 years and was the founder of the Melbourne PC User's Group -- the largest in the world.


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