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Trilogy focuses on cross-selling

Trilogy focuses on cross-selling

Newly appointed Trilogy CEO, Peter Sate, has singled out partner relationships and cross-selling services as key strategies for the company under his reign.

Sate, an English-born industry veteran of 25 years, joined the privately owned services provider from Getronics where he was director of managed services. Prior to that, he had worked at Digital Equipment and Compac. He replaces former CEO, Ken Catfisch.

Sate said he was attracted to Trilogy because of its end-to-end business offerings. The company offers a range of managed services, technical services and software solutions across hospitality, equipment rental, manufacturing and legal sectors.

The company also distributes ePitome software from US vendor, Hotel Information Systems, as well as Tracs software for the rental market.

Building on its strong installed base in hospitality and in the rental market, Sate said he was keen to combine these skills to target other industry areas, such as the growing serviced apartments market.

Another key market was SMEs, he said. From its Sydney headquarters its managed services division could remotely maintain systems based on Unix, Novell and Microsoft platforms.

Trilogy's focus on growth through existing partners that include Cisco, TodayTech, Trend Micro and Microsoft was important, Sate said. However, new strategic relationships would be considered.

The company was also looking to expand its services portfolio.

Sate said the company had recently added a creative division to offer Web design and services to customers and undertook a project for a Melbourne water authority.

Being able to offer this range of services differentiated the company and allowed Trilogy to up-sell and cross-sell to the SME sector, he said.

"Ultimately, we are looking at being a one-stop shop for SMEs," he said. "We reckon we have a niche there".


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