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Growth clear as Crystal shines

Growth clear as Crystal shines

A move into enterprise reporting has seen information management software specialist, Crystal Decisions, post record second fiscal quarter results both globally and within the Australia/New Zealand market.

Best known for its desktop reporting software, sold exclusively through channel partners in the Australian market, Crystal is encouraging resellers to step up to the enterprise mark.

Q2 saw Australia/New Zealand (A/NZ) licence numbers more than double and revenues grow by 57 per cent. Global licences and revenues increased less dramatically, but still impressively, by 43 and 38 per cent, respectively.

“It is fair to say that Crystal is more advanced in the US and we were behind the market opportunity,” managing director A/NZ, Rob Zalums, said. “Having said that, we have now overtaken Business Objects in the local market and are second behind Cognos in the business intelligence space,” he said.

Zalums said the company had been recruiting a sales force to service direct enterprise sales opportunities but that had not seen any drop off in partner business, which he estimated made up 55 per cent of Crystal licensing revenues.

The sales team looking after the channel model would be expanded from one person to three by the end of the financial year.

“The challenge moving forward is not to go after the big end of town at the expense of losing resellers and partners, which is where our success was born," Zalums said. "We are finding that some partners have latched onto this and are selling enterprise opportunity as well."

He singled out Waldorf and Empower, reseller partners in SA that have been selling Crystal Enterprise into government.

“Enterprise reporting is a big winner for our [reseller] partners,” sales manager A/NZ, John Vrkic, said. “They are able to go into existing relationships where customers have been using Crystal Reports on the desktop and sell the enterprise product.”

Crystal Reports is distributed by Tech Pac and ACA.


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