EDS backs local developer's Asian assault
- 15 January, 1999 13:20
South Australian-based developer, Pulse Logistics Systems can now prospect for Asian business following the organisation's decision last week to join outsourcer EDS' Channels to Asia Pacific (CHAP) partner program.
In signing a Memorandum of Understanding with EDS, Pulse now has the chance to market its latest Warehouse Management System in what appears to be a lucrative Philippines market.
According to Pulse Logistics Systems' marketing manager, Ian Pearson, the agreement will see the organisation "piggy-back off EDS's presence", in what he sees as a "virginal market place," for this type of system.
Leveraging the existing infrastructure of EDS in Asia, Pearson claims Pulse Logistics Systems has already approached several major organisations in the knowledge that EDS will provide it with implementation and post-sales support.
He said the company's future development involves a "two pronged approach" in which partners such as EDS will play an integral role.
"Key alliances can open up new doors in the region while exclusive local distribution partners can cover a whole market or group of markets which we wouldn't be able to access from Australia," Pearson claimed.
The CHAP program was established by EDS to help local South Australian IT companies market their products and services in the Asian region.
According to the outsourcer's CHAP program manager, Greg McClelland, the program, which currently has 10 product development companies and two service companies on its books, falls under the SA Government's outsourcing initiative whereby EDS receives "economic development credit with the South Australian Government."
Pearson claimed that, despite cementing lucrative local customer contracts with Cadbury Schweppes, National Australia Bank and IBM, cracking the high-end Asian market would have proved difficult without the backing of a high-profile partner such as EDS.
"At present we have roughly a 60-40 per cent split, 60 per cent of our business coming from Australia and 40 per cent internationally. In the next 18 months we hope to grow that to 65-70 per cent of our business from Asia," Pearson said.
Building on this agreement, Pearson predicted Pulse Logistics Systems would announce further distribution arrangements to implement and support its Warehouse Management System for customers in other Asian countries.