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PowerLAN merger boosts services might

PowerLAN merger boosts services might

Fast-growing integrator PowerLAN believes it has catapulted itself into the bracket of tier-one integrators with its acquisition last week of International Networking Solutions (INS).

It continues the trend of rapid consolidation among Australia's more powerful enterprise resellers and integrators.

The merged PowerLAN/INS entity will operate under the PowerLAN banner and has around 165 people and combined revenue well in excess of $50 million, according to Garry Ganis. Ganis was formerly managing director of INS and now steps into the role of chief operating officer. PowerLAN CEO Theo Baker, who has held a stake in INS since last year, remains in charge of the two companies and Tim Mahoney remains as general manager.

The two integrators have held a "strategic alliance" for almost a year but will now come together to stand as a true national integrator.

Ganis predicts the merger will be a smooth one because they have already worked together and because it is a "melding of like minds and is very synergistic".

While PowerLAN has established itself as a powerhouse selling desktop, servers and local area networking (LAN) equipment, INS has been carving out its niche at the high end providing networking services, particularly at the wide area networking (WAN) level.

Those very profitable high-end services and consultative capabilities will be critical in helping PowerLAN maintain its status as one the fastest growing companies in Australia.

"We are seeking to become the network engineer's engineer - the expert that network experts can turn to when they need a specialist touch," Ganis said.

Indeed, the skills and expertise that INS boasts has seen it partner with other network integrators like Anite and NetStar (formerly Anixter) as well as outsourcers like IBM GSA.

For example, it has worked with Telstra on providing networking services to Qantas.

"We've been a little bit different to most in the market," Ganis said, hoping that he will still maintain such relationships with the partners the company has worked with in the past. "I'd like to think that the market is big enough for all of us."

PowerLAN can now boast offices in Sydney, where it has forged its business to date; in Melbourne, where INS is based; and in Brisbane and Canberra. It also plans to extend its reach to Perth and New Zealand.

"This is going to mean that we can address a different level of customer," Ganis said.


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