Stories by Naomi Jackson

  • Reclaimed revenue spurs ATO sales tax amendments

    Buoyed by the success of the September 1 sales tax laws in helping to clean up the industry, Federal Parliament has now passed several amendments further strengthening the legislation. The Australian Taxation Office (ATO) estimates as much as $400 million worth of business has already been redirected to legitimate operators in the wake of the September 1 changes, according to Mike Cebalo, assistant commissioner, withholding taxes.

  • Australia takes lead in Wang Global initiative

    Australia is taking the lead in a new worldwide Wang Global initiative designed to streamline the organisation's methodologies and service offerings around the Microsoft Windows NT and Back Office platforms. The organisation has leveraged the experience of its US-based subsidiary Advanced Paradigms (API) in bringing this latest initiative to Australia.

  • GMT and Drake team to meet Y2K skills demand

    With little more than 12 months until the millennium bug starts biting, Greenwich Mean Time (GMT) is teaming with Drake to shore up the stocks of available staff equipped to deal with the problem. And GMT's reseller network is top of the list of candidates to be trained under the new program.

  • Netbridge serves up robust solution for Balfours

    A bakery is not the ideal location for an IT system, but Netbridge Systems Integration has overcome those trying conditions to implement a new hardware infrastructure for Balfour Wauchope. Netbridge has had a relationship with Balfour Wauchope - or Balfours as it is more commonly known - for several years, according to Mike de Broughe, the company's senior sales consultant.

  • Australia takes lead in Wang Global initiative

    Australia is taking the lead in a new worldwide Wang Global initiative designed to streamline the organisation's methodologies and service offerings around the Microsoft Windows NT and Back Office platforms. The organisation has leveraged the experience of its US-based subsidiary, Advanced Paradigms (API), in bringing this latest initiative to Australia. According to Steve Sparkes, Wang Global's director of network integration, API has been responsible for 250,000 seat-plus installations of Windows NT and Exchange. It is from those massive implementations that Wang Global has garnered much of the knowledge required to deliver the range of Wang Global Office services.

  • Sterling Commerce turns to the channel for remote coverage

    Sterling Commerce is charting some foreign territory with plans to use an indirect channel for its new remote systems management solution, Connect:Remote 3.3. The company has traditionally dealt direct, but is now also looking to engage Australian systems integrators and software developers to use Connect:Remote as part of the enterprise solutions they deliver to customers.

  • Intrinsic vertical market knowledge yields big rewards

    Intrinsic Solutions has the two powerhouses of the fast food industry as clients now that Tricon - the owner of Pizza Hut and KFC - has signed on for its Infinium payroll package. Ironically, Tricon found out about the package from its biggest competitor, McDonald's.

  • Vendor partners help local developer land major overseas deals

    Leveraging its major vendor partners, local software developer Mizzisoft has landed successive multimillion dollar deals at organisations based overseas. Air New Zealand is expected to go live with Mizzisoft's rostering software within the next couple of weeks, while Holland Casinos -- a consortium of 11 casinos based in the Netherlands -- is also scheduled to commence implementation of a similar system in February 1999. Mizzisoft is also in negotiations for a $5 million contract with Ansett. According to Jodie English, Mizzisoft's sales and marketing manager, the Holland Casinos' deal was a credit to its partnerships with Progress Software and PeopleSoft, a vendor not renowned for embracing the channel.

  • Aspect joins niche outsourcing venture

    Aspect Computing is entering the fledgling business process outsourcing (BPO) market as part of a six million dollar joint venture with Citibank, Global Customer Solutions and Manpower Services. Under the banner of Integrated Process Solutions (IPS), the four companies will provide a range of back-office outsourcing services to the corporate and insurance sectors.

  • Term Software gets choosy about CRM software resellers

    It may still be an embryonic market, but customer relationship management (CRM) software is seemingly where everyone wants to be. One of the more recent additions to the vendor fray in Australia is On!contact Software. Via its exclusive distributor, Term Software, On!contact has already landed four local sales of its Client Management Software (CMS) 3.5 package since arriving in April this year.

  • Compaq Services running hot with Tandem

    With the Tandem and Digital integrations now almost complete, Compaq Services has already begun reaping the rewards. A new multimillion dollar deal at Gold Coast City Council will see Compaq Services customise, implement and maintain its Grange customer information system (CIS), a product originally conceptualised by Tandem in conjunction with South Australia Water.

  • Centari wins major national retail deal

    A close relationship fostered by Centari Systems' Adelaide office with one of its key customers has helped it win a contract to roll out a major new PC solution nationwide. But despite an association of more than five years, the deal with Laubman & Pank (L&P), one of Australia's largest optometric retail groups, didn't come easy.

  • Channel neglect to cost vendors dearly

    Vendors who alienate the Australian channel by trying to go direct face a backlash from their customers and risk losing market share, according to a former Ingram Micro executive. "Relationships are the only competitive differentiator [for vendors] and nobody understands relationships better than the reseller," David Dukes, chairman of the Global Technology Distribution Council, told attendees at the recent Tech Pacific 1998 IT CEO Forum.

  • APC finds power in the channel

    Power protection is an often-neglected technology among enterprises, especially in the small-to-medium sector. But in ramping up its channel program, American Power Conversion (APC) hopes to build reseller awareness of power protection in a bid to drive its uptake in the corporate market.