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Cirrus Australia rated among top Australian IT resellers as IBM changes its partnering model

  • 09 December, 2009 10:12

<p>Cirrus Australia has just been awarded sixth place in CRN’s inaugural Fast50, a competition which ranks Australia’s top fifty IT resellers in terms of net sales revenue growth from financial years 2007-2008 to 2008-2009. The award capped off a year for the IBM software reseller in which revenue grew by 156%, the Sydney office was significantly expanded and the company achieved IBM Premier Business Partner status.</p>
<p>CEO Darren Phillips contributes a large part of his company’s growth to changes IBM has made to its partnering model.</p>
<p>“In September, IBM finalised what has been a four year program to change its model of going to market with partners. IBM has recognised that its software is not a commodity. It really is complex software, and in order to deliver a successful implementation, you need the skills set to go with it. Commodity type vendors – those who aren’t certified, can no longer sell and implement IBM software.</p>
<p>“Without the capability to support the implementation and ongoing support of an IBM software solution, the software footprint of IBM accounts was not growing particularly fast. This change implemented by IBM has been a huge factor in our success as we are certified in all five IBM software brands. We have picked up a large number of new accounts,” said Phillips.</p>
<p>The year has been the best for Cirrus Australia on record – despite being played out against a global financial crisis. Far from being compromised by the difficult market conditions, Phillips believes the GFC actually contributed to the company’s significant growth.</p>
<p>“Pre GFC, customers may have selected reseller based on a long term relationship. Customers now are clearly more savvy with their IT spend and need to see the value add. That’s where investment in top technical staff, experience and an ability to deliver solutions across all five IBM software brands has clearly given us an advantage in this market. I do believe the GFC has given us added traction,” he said.</p>
<p>Phillips also attributes Cirrus Australia’s success to the focus on quality of life for staff, customers and stakeholders that is fostered in the company.</p>
<p>“The whole idea of using quality of life to measure outcomes has been absolutely fantastic. This is our mission statement and rather than merely paying lip service to it, it really forms the base culture of the organisation. I have a company full of incredibly bright people who are motivated to improve the quality of life for their customers. The team specialises in IBM software implementation and providing a solution that works for their customers is what drives them. When this culture pervades the organisation, you end up with staff on top of their game. What we have is a very motivated and technically proficient offering,” he said.</p>
<p>Growth has been predicted to double again for the FY10 year and Phillips is now focusing on expanding into Melbourne to meet demand from customers in Victoria.</p>
<p>For more information about Cirrus Australia, visit</p>
<p>For more information contact: Darren Phillips, CEO, Cirrus Australia</p>
<p>e | m 0414 656 830</p>

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