The Australian arm of United States-headquartered customer relationship and business process management software company, Pegasystems, has just opened its fourth office in the local market.
The company, which is based in Massachusetts, announced on November 14 that it was putting down permanent roots Brisbane.
The new addition builds on the company’s existing permanent offices in Sydney, Melbourne, and Canberra.
While Pegasystems is in the habit of working directly with some clients on certain projects, the company’s Australia and New Zealand managing director, Scott Leader, attributes much of its local growth to the roster of select channel partners it claims in Australia.
Partnerships with big hitters in the local channel, such as Accenture, SMS, Ernst & Young, and Infosys has seen the company tap into the cream of Australia’s enterprise clientele, with the public sphere, finance, utilities, and the resources sector playing a hand in the company’s fortunes in the local market.
“We’ve got a very buoyant and active partner ecosystem, and a number of those have been heavily engaged, particularly in public sector,” Pegasystems’ managing director in Australia and New Zealand, Scott Leader, told ARN.
“We’re seeing a lot of movement in terms of modernisation and digitisation of citizens’ service.”
Big ticket contract wins by high-profile partners have helped to nudge up the company’s profile in Australia, with the public sector a big buyer.
In October, for example, one of the company’s more valuable partners, Accenture, won a $20 million contract to deliver a new data collection system.
“Accenture primed that, and Pega was one of the core components offering dynamic case management,” Leader said.
“So, we are seeing a lot of partners, such as Accenture, being very active in the marketplace, and Pega is part of the solution, often, that they’re pitching now.”
Pegasystems’ new Brisbane office will be headed up by Paul Collier, who joined Pegasystemsin May this year.
In his new role, Collier is charged with solidifying Pega’s position in Queensland, which has been growing over time, with state-wide wins – both direct and indirect – being managed, until now, from the company’s Sydney office.
Leader is under no illusion that the company will be able to rely solely on its channel partners in the Queensland market to further build its business in the state, but it is clear that its partners will play a big role in much of the work the company hopes to undertake there.
“Certainly, in Queensland, we do have existing customers up here, but we have a lot of aspirations in terms of the public sector opportunity, and also the commercial opportunity that will be heavily influenced by that partner ecosystem,” Leader said.
“It will be both direct and through partners, and it really depends on what conversation we’re in at the time. If it’s SMS or Accenture, for example, they may well prime that opportunity.
“Alternatively, what we’ve often done is, we’ve gone in, started talking to organisations, and then it becomes apparent that we need a systems integrator involved.
"We will go and talk to those partners, and say ‘we’d like you to come in and offer these services’ as part of the bid."
With partners in tow, the new office is being viewed as an impetus for growth within the Queensland market for Leader and his growing team in Australia.
“We have had a lot of inquiries coming out of Queensland, and we’ve been really running those bids from Sydney, and Queensland is a market where you need to be on the ground, you need to be present," Leader added.