ARN: Can you describe your business?
Bedford: Focal Point Technology is a systems integrator that develops, supplies, installs, trains and supports an enterprise resource planning (ERP) product called MAJIK (Marketing, Accounting, Job management, Internet and Kitting).
Do you have a special area of focus?
Yes. We ensure that our clients remain with us because we believe we are only as good as our last reference. Unlike when we sold the Tetra ERP application - a product developed in Europe with a European vision - this company has a world vision.
What types of customer do you cater to?
They range from the small single user up to sites that may house as many as 150 users. Typically they are 5-10 user clients in the finance, job-costing, wholesale and distribution fields based in Australasia.
What differentiates your company from others in the same field?
We have developed our own products and we offer a 90-day money-back guarantee.
What do you look for in a vendor partnership?
The ideal partnership with a vendor is an organisation with complementary skills that can both introduce us to clients that want an ERP solution and supply all the hardware. We are looking to establish a relationship with an IBM partner.
What new or emerging technology offers the best opportunity for your business?
We work with the Magic rapid application software development tool and that gives us a huge development advantage over the competition. We can develop code and solutions 10 times faster than would be the case with traditional development tools.
What is the key buying motive among your customers?
Organisations want to hold us, as a supplier, accountable. The days of supplying a solution and then running to the next client are over.
Do you think that customers want a fixed price?
Our solution meets the needs of Australian conditions and we are not tied to the US dollar or other currencies, which can have a dramatic effect on pricing. We guarantee to implement the system at no more than a 1:1 ratio of products to services, and this is typically a 2:1 ratio. So if someone spends $40,000 on our software we can install it for $20,000.
What are the major challenges facing your company at the end of the century?
To extend our route to market via a partner-type arrangement. We don't want to sell direct to all and sundry. We are aiming to work alongside Magic and its current partners in Southeast Asia and we want to get those Asian companies to pick up our product and supply it as an accounting solution rather than develop their own.profileFocal Point TechnologiesBased: Castle Hill, SydneyStarted: 1995Other offices: BrisbaneStaff: 18Turnover: $2 millionGrowth: 20 per cent projected for 2000