Full Spectrum's managing director, Steve Dixon, talks to Mark Jones.
How did the company come into being?
We started in March 1998 and were formally launched on June 1 of that year. It was started by all ex-Cabletron members, which included myself, Steve Bird (principal consultant), Demetrious Christos, Tim Goswell, Bruce Lindner and Keith Johnston. I am the former managing director of Cabletron and they were Cabletron's Spectrum enterprise management system technical specialists.
What services do you offer?
The company was formed to become a specialist solutions provider in enterprise management consulting, sales imple-mentation, customisation, support and training.
And while Spectrum is a very important product to us, the entire philosophy of the company is based on being as independent as possible.
What are your company's key strengths?
One of our abilities is to take disparate solutions or applications and integrate them into a seamless management environment. We can deliver an integrated solution that would rival Tivoli and Unicentre in terms of implementation, speed, and success. We begin to deliver a functional parts of the system within weeks of signing a contract.
Our team has more than 30 years combined experience in this field.
What is your market differentiator?
There is no other organisation in Australia that does what we do. Most companies would have to go out and source different products and integrate them themselves. We believe in matching business issues with budgets, resources and time constraints.
What portion of your business is based on services?
Last year our services component was close to 55 per cent. Our skill is in implementing systems so we need the sales to get the services work.
What is Full Spectrum's key customer base?
Most of our biggest customers are in the government, finance, retail, manufacturing, utilities and mining industries. There is hardly a sector in which we don't have customers. We are typically in the upper percentile of companies with between 500 and 1000 or more users each.
What are the biggest opportunities for your company in the future?
I think in the larger outsourcing companies like IBM GSA and CSC there are huge opportunities, particularly in places like Canberra. The outsourcers take on responsibility to do the business and they need the tools to do it.
Obviously the telcos and ISPs are huge opportunities but the politics there are amazing. They will spend hundreds of millions of dollars on inadequate systems rather than do something about it.
What are the most significant threats to your company in the future?
Being stomped on by the big boys. The challenge is being able to grow enough to maintain our levels of customer service, while not growing too fast and becoming financially unstable. We have grown to date without investment. We don't even have an overdraft.
What is your attitude to partnering?
We love it. Since we formed, we have developed partnership relationships with companies such as Compuware, BMC, Cisco, Peregrine, Portal, Micromuse, Veritas, Metrix, Opticom, ICS, Gecko, Compaq, NetStar/Anixter and Com Tech. We are very happy to team with the major players.
Many of the partners we have provide best-of-breed point solutions to address a specific business issue. We are also in negotiations with both Computer Associates and Tivoli for partnership agreements.
Revenues: $3 million in its first year; $6-8 million planned for next yearHeadquarters: Pymble, NSWOffices: All states and territoriesStaff: 12http://www.fullspec.com.au