Stories by Cameron Tomes

  • Homepage: What's in it for me?

    When was the last time you oversold a solution and lost the deal because you either failed to make its benefits obvious to the customer or failed to mention faults that you knew existed all along? You probably can't remember, and even if you could you probably wouldn't dare admit that you stuffed up. That's fair enough, but I can't help draw certain parallels to the latest almighty bun fight surrounding the GST debate.

  • Developer jumps at ERP deal

    Publicly listed local enterprise software developer Prophecy International continued its tale of international success recently when it secured a five-year, $5 million ERP implementation with South African-based electronics supplier Teljoy Television Services.

  • Mincom deal hits pay dirt

    Enterprise software developer Mincom hit the jackpot last month when the Australian-based company's Latin American division secured two contracts with start-up Chilean mining organisations. Key to the solutions at the Pelambres and Tesoro copper mines is Mincom's MIMS Open Enterprise software suite which, according to officials from mine owners Anaconda, has already received impressive reviews from a host of other mining operations throughout Chile.

  • EDS wins $45 million Caltex deal

    Yet another megabuck outsourcing contract came and went last week as EDS comfortably beat out a surprisingly thin field of competitors to secure a five-year, $45 million deal with Caltex Australia. EDS, which has been in close contact with Caltex for the last six months, was only really troubled by Hewlett-Packard which was eyeing Caltex's hardware infrastructure and SAP development, according to Tony Henshaw, EDS' deputy managing director.

  • EDS wins $45 million Caltex deal hands down

    Yet another megabuck outsourcing contract came and went this week as EDS comfortably beat out a suprisingly thin field of competitors to secure a five-year, $45 million deal with Caltex Australia.

  • Overseas lure proves irresistible for local developer

    Publicly listed local enterprise software developer Prophecy International continued its tale of international success recently when it secured a five-year, $5 million ERP implementation with South African-based electronics supplier, Teljoy Television Services.

  • Megabuck school deal offsets low margins

    Brisbane-based integrator Data#3 is the latest channel partner to cotton on to the cheap volume proposition being spruiked by Acer in the education market. Utilising its newly formed partnership with the cut-price PC vendor, Data#3 recently signed a three-year, $1.5 million contract with Southport-based St Hilda's Anglican School for Girls that also includes a commitment to substantial equipment leasing.

  • Homepage: Blind leading the blind

    Take the hint. Next time you sit down to work out employment contracts for your staff or are intending to hire new slaves (I mean hardworking, do-anything-for-the-company employees!), you might like to consider a contract rider to the effect of spending a mandatory three days a month for one year at a customer's premises.

  • Homepage: Price does matter

    I love this time of year. The bills just keep on piling up at home and each time we rely on the "outstanding customer service" of the relevant money suckers to cut us some slack and extend the deadline another week. I'm sure you've all been down this dark and gloomy road before. Which brings me to the doozy of all bills - car registration.

  • Intimacy breeds CRM success

    While it may be touted as the hottest market in town, the customer relationship management (CRM) arena continues to send customers and channel partners into uncharted waters.

  • Sun makes bold Y2K warranty move

    With year-2000 legal ramifications flying left, right and centre, Sun Microsystems earlier this month made the bold move to provide its Australian resellers with a Y2K warranty for a host of Sun products.

  • Beware the shrewd outsourcer: analyst

    Yet another analyst has fired a warning to customers considering an outsourcing wonder cure, indicating the practice can be expensive and poses major risks to organisations if it isn't handled properly. According to Bill Brockmann, director of Catalyst Consulting, while most organisations expect to save money through outsourcing their IT infrastructures, many fail to recognise the impact such an approach could have on their customer service levels and profits.

  • Homepage: Services with a spin

    Now that there's an ERP platform in just about every customer site in the country, it seems the channel's attention has been turned to the lucrative add-on services side of the phenomenon. But wait a minute. Just because I mention the "s" word doesn't mean you can just jump in and say, "Yeh, but we've been providing ERP services for ages."

  • Homepage: Place your bets

    IDC certainly threw the cat among the pigeons recently when it claimed that customer spending on Y2K-related issues would continue to surge, despite grumblings to the contrary that many customers have shredded their cheque books. What's more, when ARN spoke to a number of resellers for our front page story last week it was clear IDC wasn't speaking through its bum, as has been the case previously, according to some analyst-watching resellers.

  • Developer lays Internet transaction platform

    For some time, one of the channel's biggest bugbears has been trying to deliver multi-vendor solutions to customers that can interoperate without breaking down at the drop of a hat. Unfortunately for many resellers, that dream is far from reaching fruition thanks to many narrow-minded vendors. However, one organisation is attempting to break these shackles by developing a framework upon which customers, VARs and integrators can buy and sell substitutable, vendor-independent application modules.