ARN

​The Hot List - Top Aussie partners on the rise

ARN examines partners on the upward move - these are companies to watch.

ARN recently launched The Hot List, a new regular magazine column that examines partners on the upward move - these are companies to watch.

Each month, ARN Deputy Editor, Hafizah Osman looks at companies that have risen to prominence already or are progressing beyond their start-up origins.

RXP Services

Alessandro Cardoso - National lead and technology strategist of Cloud, identity and security, RXP Services
Alessandro Cardoso - National lead and technology strategist of Cloud, identity and security, RXP Services

Number of staff: About 670

Age of company: Six years (was founded in 2010 and listed on the ASX in 2011)

Products/solutions it brings to market…

"RXP Services brings a range of services and solutions to the Australian Asia-Pacific market though a practice led approach.

"Each RXP practice focuses on a core area of specialisation including services and solutions to enterprise scale, within Cloud, security and identity.

"As a partner, RXP Services takes solutions from a number of enterprise technologies to market, including Microsoft, Tableau, IBM, RedHat, Sitecore, ServiceNow, AWS and Adobe solutions."

Business differentiator…

"Our practice led approach, as it provides significant advantages in the development and retention of skilled and motivated staff that underpin a growing business, as well as strong differentiation to clients. This is particularly evident when we take our cross practice offerings to the market."

Future plans…

"Since RXP was founded, there has been a focus on investing in both established and emerging technologies, and this will continue as we try to stay at the front of the market. Overlay this with the disruptive trends in the market, and we will continue to take new offers and partners into the market to meet demand."

Key message to the channel in 2016…

"It’s a great time to be an Australian IT service company. The level of disruption in consumer behaviour and vendor technology is creating vast opportunity, and it will be interesting to see how it plays out locally."

Cloud Plus

Jules Rumsey - CEO, Cloud Plus
Jules Rumsey - CEO, Cloud Plus

Number of staff: 17, and actively recruiting for a number of new roles

Age of company: Six years (founded in July 2010)

Products/solutions it brings to market…

"We have a broad suite of services that can be packaged into solutions as required. This includes MPLS private networks, Internet access, managed firewall, email security, hosting (IaaS, SaaS and DaaS), backup, disaster recovery, hosted Mitel PBX and video conferencing services.

"These are sold with or through partners on an a la carte basis. Partners typically complement our services with their own when delivering solutions to their clients."

Business differentiator…

"Each of our individual service offerings has a focus on differentiation from the status quo, however they are part of a pre-integrated product suite that is highly compelling when packaged into solutions.

"There is a Cloud Plus Account Team assigned to each channel partner that will work closely with them to scope out opportunities, design and quote solutions, and help get deals closed as required."

Future plans…

"There are some significant platform upgrades underway and we’re continually refining our processes with a view to ensuring that we can scale with growth.

"We are actively looking at a number of IT platforms that will help support our business processes and enable us to automate various provisioning and billing functions. We are also actively looking at potential acquisition targets with a view to complement our organic growth."

Key message to the channel in 2016…

"Partner now with a company that can underpin your offerings and adjust your staffing and processes quickly such that you can retain existing clients and capitalise on the opportunities that are arising as others stumble.

"And leverage a broader suite of services where you can to accelerate out of this change by increasing your share of wallet with your clients, which also helps to secure them against churn."

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Enablis

Jon Evans - CEO, Enablis
Jon Evans - CEO, Enablis

Number of staff: 40 staff and growing

Age of company: Nine years (started as a subsidiary of a UK business and adopted an Australian ownership model six years ago, then rebranded a year ago)

Products/solutions it brings to market…

"We are primarily a managed communication service provider across WAN, Security, Cloud telephony and UC, Cloud Wi-Fi, video and private access to the Cloud via our comUnity Access platform."

Business differentiator…

"One of our key strengths is our experience with highly distributed organisations (around 20 – 200 sites) where the burden and complexity of managing communication technology and services is high.

"We now provide an end-to-end service offer that includes the entire communication suite under one contract for a simple cost per user per month OPEX model.

"We do this by starting with a transition program, where we effectively take over the management and responsibility of a customer’s legacy communications estate with a clear transformation program to move them to our comUnity platform. We believe this is a unique offering in the market."

Future plans…

"Based on feedback and the response we have had from our customers, it won't be long until we offer a flat cost per user per month service offer to include Office 365 with Skype for business. It’s a natural next step."

Key message to the channel in 2016…

"The commercial modelling around Cloud is becoming the norm for business - i.e. OPEX per user per month. Find a way to provide your services on this basis as the days of large IT capex spends seem to be coming to an end."

Seera

Tom Mason - Asia-Pacific channel manager, Seera
Tom Mason - Asia-Pacific channel manager, Seera

Number of staff: 25, but doubling in size in the next 6 months

Age of company: Started out 18 months ago as a Microsoft BizSpark Plus partner

Products/solutions it brings to market…

"Seera offers HR and Recruitment in an easy to use Cloud solution that provides a unified and holistic approach to everything from recruitment to succession planning with time and cost savings."

Business differentiator…

"Seera replaces spreadsheets and teams of people with objectivity and science to provide profiled and quantified recruitment, performance management, competency gap analysis, compliance management, workforce planning, learning and development, succession planning and project resource modelling."

Future plans…

"We're continuing to grow the A/NZ marketplace and will be expanding to Singapore in the next three months, followed by the UK in six months and then the US."

Key message to the channel in 2016…

"We're looking for channel partners that want to differentiate themselves in the marketplace. Every company needs an HR solution and together we can provide a robust, profitable solution to the market.

"We're a software company, not a consulting company and we want to work with partners that want to use their consulting skills, be it IT, HR or general business management to work with us and help their clients."

Kloud Solutions

Nicki Bowers - managing director, Kloud Solutions
Nicki Bowers - managing director, Kloud Solutions

Number of staff: 150

Age of company: Five years

Products/solutions it brings to market…

"Kloud is dedicated to helping customers transform their capabilities using the latest generation of Cloud-based technology. We offer corporate, enterprise and government customers the technical expertise and business acumen, and a passion for delivering outcome-focused IT services that help extract the benefits inherent in Cloud technology.

"We actively work with our customers to set out Cloud strategy, develop roadmaps, prepare business cases and ensure the solutions we create can be effectively managed and used by staff and stakeholders."

Business differentiator…

"Our business stays ahead of the curve by helping to remove barriers for customers to move to the Cloud by offering attractive, scalable solutions for enterprise organisations.

"We differentiate our services on hiring the best, focusing on customer service and consistently delivering for our customers."

Future plans…

"We recently announced that Telstra intends to acquire Kloud subject to completion of the transaction – at completion, Kloud will be a wholly-owned subsidiary of the Telstra Group.

"I’m incredibly excited about the merging of the two businesses and the opportunities it presents for further growth and expansion of new capability areas and into new geographies, such as Asia."

Key message to the channel in 2016…

"Continue to focus on the customer first in all we do, help customers get the value out of their Cloud investment and help others who are starting on their Cloud journey."