Emerging integrator outsmarts old guard

Emerging integrator outsmarts old guard

SYDNEY - Enterprise management specialist Full Spectrum has beaten a hot field of contenders to win an infrastructure contract with the ABC, reportedly worth over $1 million.

The deal has caused a stir in the enterprise channel, proving that small, young companies can win large contracts even in the face of competition from the likes of Hewlett-Packard, Tivoli, CA, BMC and Microsoft and their channel partners.

Specifically, Full Spectrum has designed and will install a new Enterprise Management infrastructure for the ABC's Help Desk, Asset Management and Information Management System needs.

Up to 90 companies initially received the request for proposals that led to a comprehensive evaluation and decision process that lasted 12 months.

ARN understands that ultimately Full Spectrum's offering was pitched head to head with that from HP Services and its channel partner ITC.

One source claimed HP Services was prepared to significantly undercut the cost of providing its solution in order to win the deal, a notion rejected by ABC IT management.

Other contenders to be knocked out of the race were the combined bid from Com Tech and Tivoli and Compaq with UniCentre.

Full Spectrum has built its offering around the Spectrum Enterprise Management System from recently renamed Cabletron offshoot Aprisma Management Technology, formerly known simply as Cabletron's Spectrum business unit.

Phase one of the Enterprise Management System will see work begin on the Spectrum installation for the ABC combining network, desktop and server management. The Help Desk system was successfully implemented last year and the Asset Management system is currently being implemented.

ABC's IT environment consists of over 4000 PCs, over 100 servers and 50 remote sites. Previous management products included Intel LANDesk, DEC MCC and SNMPC.

Full Spectrum first hit the headlines in May 1998 when ARN reported Full Spectrum managing director Steve Dixon, then Cabletron managing director, left Cabletron with five key Cabletron Spectrum specialists.

Since then, Dixon has worked to fill what he claims is a massive void in the provision of Enterprise Management expertise and services for the Australian IT market.

The company made revenues of $3 million in its first year and has a staff of 15 with offices in Sydney, Melbourne, Canberra, Adelaide and Brisbane. Dixon expects Full Spectrum to double in size this year.

Full Spectrum's enterprise man-agement platforms of choice now include Spectrum, Tivoli, Opticom's Executive Information System, BMC Patrol and Peregrine's ServiceCenter and AssetCenter.

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