Pivotal looks to Eclipse in local market

Pivotal looks to Eclipse in local market

CRM software vendor, Pivotal, is pulling its sales and support out of the Australian market. Responsibility for servicing its 24 direct customers has now been placed in the hands of its largest local partner, Eclipse Computing.

Eclipse will become Pivotal's master distributor and serve as its local face, Pivotal executive director, Peter Devine, said.

As a result, some of Pivotal's seven local staff would be moving over to the reseller with one yet-to-be-determined staffer remaining in either its Sydney or Melbourne office to act as a conduit between Eclipse and Pivotal's US office.

The other local Pivotal partner, Sydney-based Atigon, was informed of the changes last week. CEO, Nick Phillips, has now met with his former rival reseller.

"We've had a discussion with Eclipse. It's very keen to go forward working with Atigon," he said. "Initially we had no idea what was going to happen."

Eclipse's WA general manager, Tim Hurst, said the discussions that led to it taking over local distribution of Pivotal software started less than two months ago.

The reasoning behind Pivotal's market exit lies in the findings of a business review conducted by Devine.

"The review suggested that if we were to grow the business, we would need professional services and sales people in each state. That's a massive step," he said. "We couldn't have made that a viable business in the short or even medium term."

While the Pivotal business largely slides from view in the local market, Devine remains in Sydney as an executive director of consulting services company, Praxa Australia. Both Praxa and Pivotal are owned by the same parent, CDC Software.

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