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Oh what a feeling! for Focal and Navision

Oh what a feeling! for Focal and Navision

West-Australian integrator Focal Systems has inked arguably the largest deal to date for ERP vendor Navision in Australia, signing on the dotted line with car distributor Toyota WA.

Under the terms of the deal, as touted by ARN late last month, Focal Systems will provide the privately-owned Toyota distributor and its 27 dealerships across the state with Navision's new financial management package Attain.

The contract is expected to be worth in excess of $1 million and follows a recent spate of wins for the Danish-based enterprise resource planning (ERP) vendor. According to Garth Laird, vice-president of Navision Australasia, the company signed 20 new customers worth $3.25 million for the month of June.

The latest deal was brokered by Focal Systems and Navision's strategic accounts division in Perth after Toyota WA spent over six months evaluating 20 software packages against 150 criteria according to Rob Bloxham, software development manager of Toyota WA.

Laird told ARN the deal signifies early success for Navision's new "verticalisation" strategy which sees the vendor provide horizontal or core financials/enterprise applications and partner with a channel company to customise the offering to suite a specific industry vertical.

The announcement also comes after Focal Systems' recent merger with fellow West Australian company Enterprise Solutions.

Mick Cook, managing director Focal Systems, claims the arduous screening process employed by Toyota including checking multiple customer reference sites reaffirmed the integrator's ability to deliver on services.

"An organisation like Toyota [WA] will really check your wares," Cook told ARN. "It kept us very honest."

Toyota WA short-listed Navision and three automotive-specific software applications before deciding on Navision to interface its car and parts ordering process directly with manufacturer Toyota Australia and Toyota WA's dealers.

The integration is expected to take between six and eight months.


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