The Progress Software globalisation program is opening up the world for Australian businesses keen to expand overseas by helping Progress business partners access international markets.
Adelaide-based software company Pulse Logistics is one Australian company that has brokered several international distribution deals with the help of the Progress program.
Pulse's marketing manager, Ian Pearson, said Progress has helped close distribution deals with channel partners in Asia and North America.
`Progress manage the introductions and organise teleconferences etc before you go over there to meet them,' he said. `They find appropriate partners that match the brief we give them and we have discussions with the candidates at arms length, before formal introductions. The fun thing is dealing with totally different cultures and ways of doing business.'As a result of the Progress mediation, Pulse signed a deal with Singapore Computer Systems (SCS) in mid December to distribute Pulse's warehouse management system in China and Hong Kong, Thailand, Malaysia and Singapore.
The company has also appointed Cutsey Business Systems in Toronto, Canada to distribute Pulse products in Canada, the US and Mexico. The two companies came to an agreement after meeting at a Progress event in Florida in late December, but the deal is yet to be signed.
Pulse is currently using the Progress program to investigate potential markets in Latin America.
`North Americans tend to ignore South America because they don't think the markets are big enough,' Pearson said. `But Brazil alone spends as much on IT per year as Australia does. So if you consider Australia to be a decent-sized market, you should consider South America, Pearson said.'Independently of Progress, Pulse has also signed a distribution deal with STIsys in the Philippines.