Stories by Naomi Jackson

  • 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.

  • 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.

  • IT product confusion sprouts services niche

    Rapid advances in technology are leaving gaps in the IT expertise of corporations and one local service organisation is taking advantage. Corporate Business Systems (CBS) is offering two service initiatives designed to prevent and rectify the poor IT purchasing decisions businesses often make through a lack of information or confusion about the products they are buying.

  • New solution eases Web bottlenecks

    Testament to the maturation of the Web publishing market is the plethora of out-of-the-box solutions available. Now, vendors are fine-tuning those products with a focus on simplicity. NCompass Labs, a Canadian-based organisation, is one of the first to take up the challenge locally, via its exclusive Australian distributor Indigo Pacific.

  • Channel struggles to deal with legal threat

    Despite massive investments of time, money and training resources, the channel is still battling to avoid the negative practical and legal ramifications likely to result from the Y2K issue. And finding support to meet that goal is no simple task. "It's not easy as a reseller to get help," David Ford, managing director of Manning Computers & Technology, said last week.

  • IT confusion sprouts services niche

    Rapid advances in technology are leaving gaps in the IT expertise of enterprises and one local service organisation is taking advantage. Corporate Business Systems (CBS) is offering two service initiatives designed to prevent and rectify the poor IT purchasing decisions businesses often make through a lack of information or confusion about the products they are buying. The first offering -- dubbed "technology acquisition consultancy" - provides additional expertise for organisations and individuals contemplating or actively in the process of acquiring new IT-based products or services.

  • Services to keep channel margins growing

    The increasing importance of IT services to the channel's future revenues was again underlined by speakers at the IDC Forum held here last week. Fred Amoroso, general manager of IBM Global Services Asia Pacific, told delegates that the advancing complexity of systems environments is rapidly driving end-user demand for value-added services.

  • Clever partnering yields landmark solution

    The successful teaming of several IBM business partners has produced a unique storage solution for financial institution Colonial Australia. When Alltel, the IT management service who operates and maintains Colonial State Bank's HP 9000 T520 servers at its Sydney data centre, needed to upgrade the system's storage capacity, IBM recommended it call OSIX, a specialist integrator in the field, to help provide the best solution for its customer.

  • Performance is the priority

    Team Software has only been a reseller of IBS's distribution software for a short time, but already it has landed one of Australia's largest wholesale companies as its first major local deal. ARN's Naomi Jackson finds out how they did it.

  • Reseller helps Navision fill SAP void at Qld Govt dept

    Some wily customisation by a reseller has given mid-range financials solutions vendor Navision the edge in a breakthrough deal at the Queensland Legislative Assembly (QLA). SAP R/3 is the nominated financial solution for Queensland Government departments, but having deemed that product too big for its needs, QLA instead went to tender. The ability of its reseller, Dialog Information Technology, to tailor the Navision product to show actual demonstrations of QLA processes helped secure the deal, which sources estimate to be worth about a quarter of a million dollars.

  • Compaq customer agency program sparks more reseller dread

    Compaq Australia again has its resellers on edge after refusing to rule out the possibility that a strategy similar to the "agency program" recently unveiled in the US could be adopted locally. In the face of stiff opposition in the small-and-medium enterprise (SME) market from pure clones and the offerings of direct vendors like Dell and Gateway, Compaq in the US has embarked on a new strategy to increase its sales. In addition to boosting the advertising spend for its DirectPlus online ordering system, Compaq is also extending its reach into reseller accounts.

  • Australian developers wary of XML

    It's set to be the next big thing in Web development, but the uptake of Extensible Markup Language (XML) in Australia won't match predicted global adoption rates, an ARN straw poll has found. According to Gartner Group estimates quoted by Graham Marshall, vice president of Inso Corporation's electronic publishing solutions business unit, at the recent SGML/XML Asia Pacific 98 conference, 50 per cent of Web content globally will be XML-based by 2000.

  • Resellers fear Compaq will go direct to SMEs

    Compaq Australia again has its resellers on edge after refusing to rule out the possibility that a strategy similar to the "agency program" recently unveiled in the US could be adopted locally. In the face of stiff opposition in the small and medium enterprise (SME) market from pure clones and the offerings of direct vendors like Dell and Gateway, Compaq in the US has embarked on a new strategy to increase its sales.

  • Customer complaints highlight poor service

    Even as the NSW Attorney-General's department prepares to release the findings of its inquiry into the computer retail trade during the next fortnight, allegations about shady dealings within the industry continue to emerge. One organisation that continues to garner ill feeling despite going bankrupt in March this year is Fairstar Computers. Since January 1992, the NSW Department of Fair Trading has received in excess of 210 complaints about Fairstar, according to Paul Childs, press secretary to the NSW Attorney-General, Jeff Shaw.

  • Customer complaints continue as investigation winds up

    Even as the NSW Attorney-General's department prepares to release the findings of its inquiry into the computer retail trade during the next fortnight, allegations about shady dealings within the industry continue to emerge. And it is the majority of operators who do behave ethically that are being left to salvage the industry's reputation and pacify disgruntled customers.