Stories by Cameron Tomes

  • Platinum buy signals CA's services march

    It may have not been the primary objective, but Computer Associates (CA) was catapulted into the Australian services scene with its $US3.5 billion buyout of Platinum Technology last week. The buyout represents a massive shot in the arm for CA's Australian operations and will see the vendor shortly take the reins of Platinum's significant services division, which currently employs around 180 staff.

  • Homepage: Playing mind games

    Having come this close to choking on my scrumptious chicken breast lunch after witnessing the birth of yet another marketer's wet dream of a neologism, I couldn't help but devote a column to these trend-setters. The sickening moment came just as I was about to soak up the last skerrick of sauce with a tender poultry morsel. "Futuresourcing," the Compaq Services exec bellowed as he attempted to describe in a nutshell just how the PC vendor-cum-services-cum-outsourcing player is attempting to differentiate itself from the glamour boys of the services/outsourcing market, including IBM GSA, EDS and CSC.

  • Compaq Services consolidates despite growth

    Still battling a perception problem which has seen it "sometimes viewed as too fast and sometimes not fast enough", Compaq Services is sticking to its "steady-as-she-goes" approach to securing small and medium-sized services and outsourcing contracts. Speaking to ARN last week, Cris Nicolli, director of Compaq Services, claimed that while this fledgling arm of Compaq has experienced growth rates in the vicinity of 40 per cent over the last two years, there is still plenty of work to be done to consolidate the business.

  • ED turns Compaq servers into services gold

    With its place in the Compaq distribution pecking order cemented, Express Data (ED) will next month embark on a differentiation tack that will see the national distributor offer Compaq server-based services solutions to its resellers. While service package offerings are nothing new for ED, the distributor has been bundling network service packs and multivendor support for some time, and the Compaq services strategy will expose ED and its resellers to a potentially lucrative business.

  • Express Data spins off Compaq server services

    With its place in the Compaq distribution pecking order cemented, Express Data (ED) will next month embark on a differentiation tack that will see the national distributor offer Compaq server-based services solutions to its resellers.

  • Support Centre extends MUA's services reach

    Specialist distributor MUA scored a coup last week when Microsoft appointed the organisation as its fifth Authorised Support Centre. The announcement is a timely boost for MUA following the distributor's failure to cement a spot in Compaq's restructured distribution line-up.

  • Sun bets business on Web portal vision

    Desperate not to be pigeon-holed as just a hardware vendor, Sun Microsystems has launched a new business strategy that revolves around the technology of its new acquisition, NetDynamics. According to Sun, this technology saviour is NetDynamics 5, an applications server that is designed to leverage a customer's existing technology infrastructure to deliver e-commerce solutions and provide high-volume business transactions.

  • Homepage: Swallow your pride

    I'm probably stating the obvious, but Australian resellers are a very fickle bunch. This opinion was confirmed earlier this month at IDG's inaugural ChannelWorld conference in Sydney, which attracted a host of resellers and integrators keen to get the good oil on their competitors and suss out their weaknesses.

  • Integrators to thrive on services

    The global services, outsourcing and systems/network integration markets might be booming, but Australian players have been warned not to rest on their laurels and to continue to streamline their service offerings. This alert from Craig Baty, the principal analyst for Gartner Group/Dataquest's Asia-Pacific IT Services unit, reinforces recent Gartner/Dataquest research that claims a growing band of outsourcers and integrators are homing in on the lucrative SME market equipped with packaged solutions.

  • SMEs share massive EDS/Tax Office spoils

    Massive government deals such as last week's Australian Tax Office's five-year, $400 million outsourcing tender don't come along every day. But, while outsourcing giant EDS picked up most of the kudos several Australian SMEs and resellers chipped in to secure over $100 million worth of ongoing business.

  • ERP specialists win international kudos

    Specialist Australian ERP solutions provider Masterpack has again beaten high-profile vendor rivals to the punch, this time signing a deal with Panasonic New Zealand to deploy its enterprise distribution solution. Masterpack's bid proved too strong for rival tenders from SSA with its BPCS solution, IBM and its IMAS/ 400 offering, JD Edwards' One World solution, and MK from Computer Associates.

  • Origin wins contract with fixed-price deal

    The Australian arm of global services organisation Origin recently boosted its growing reputation in the local market by signing a $2.5 million, three-year SAP outsourcing deal with mining company Warman International. The deal follows the successful "go live" of the Warman SAP system deployed by Origin in January and will enable Origin to manage Warman's global data centre to support the organisation's SAP operations. For Brian Baldie, Origin Australia's CEO, the partnership with Warman has given the organisation the opportunity to hone its skills in local manufacturing operations with a global spread.

  • Data#3 entices former Digital stalwart

    After taking a well-earned six-month holiday, Paul O'Connor, Digital's former director of products and channels, resurfaced last week in his new role as manager, NSW Operations for burgeoning Queensland-based integrator Data#3. Despite fielding several approaches from eager headhunters looking to snaffle the skills of an integral player in the massive Digital/Compaq merger, O'Connor opted for the familiar corporate culture of Data#3 and its latest acquisition, CICtechnology.

  • Management changes save CSC's bacon at MMI

    Leading outsourcer Computer Sciences Corporation (CSC) must have breathed a huge sigh of relief last week after signing a further three-year outsourcing contract, worth a cool $48 million, with national insurance company MMI. The agreement extends an existing relationship under which CSC had provided outsourcing services to MMI for mainframe and desktop services.

  • Ingram's ER acquisition no threat to local market yet

    With its reputation sullied by last year's Intel chip scandal involving its affiliate Electronic Resources Australia (ERA), global distributor Ingram Micro has put an end to the speculation by acquiring its Asian partner. The takeover, which was effected on January 4 when Ingram acted on its option to add additional shares to its existing 20.9 per cent stake, will allow the distributor to press ahead with plans to shake out the local market.