Melbourne-based integrator, Leading Solutions, is claiming it will record its biggest June ever despite witnessing a slowdown in customer spending.
Leading Solutions managing director, Frank Colli, said the company had experienced soaring growth in its services business largely by picking up disgruntled customers from rival integrator, Commander. He claimed three of its largest and latest services customers had previously been with the embattled ASX-listed company. He declined to disclose names.
As a result, Leading has added 20 people over the past few months to tackle increasing sales across its services division, Colli said.
While agreeing economic instability had seen the market had slowed down significantly, Colli claimed Leading experienced a good May and was about to record its biggest June ever. He attributed the strong growth to new customer deals.
"We have protected ourselves by going after business aggressively in the last six months," he said. "We have picked up a lot of big customers that have started purchasing in the last couple of months. But existing customers have slowed down their spending by 10-20 per cent. Those customers aren't going anywhere, they're being more cautious with their spending. But we have more than supplemented this slow down across existing business.
"If Commander's business had not been re-distributed, things would have been quieter."
Colli said Leading is also working on building its strength in the Sydney market and recently appointed company director, Tal Evans, as its NSW general manager. He takes over the role from former NSW general manager, Roy Pater, who left Leading Solutions in April to join ComputerCorp.
Evans joined the Leading board after its acquisition of software developer, Micro Knox, in 2004 and has been heading up its software services division. He has now relocated to Sydney.
"We want to have a more senior manager/board official located in Sydney and had been planning this for months before Roy's departure," Colli said. "We wanted to grow our Sydney business and to do that we needed senior input there. This was a more structural change."
Evans will continue to oversee the software business but has promoted additional staff to take more responsibility, Colli said.