Stories by Naomi Jackson

  • Vendor neutrality gives CSC the edge

    Perceived vendor neutrality has netted Computer Services Corporation (CSC) a five-year outsourcing deal at the Credit Reference Association of Australia (CRAA), worth at least $20 million.

  • Praxa gets the good oil on financial solutions

    Understanding an unusual vertical market was not Praxa's only concern when implementing a sophisticated accounting system at New Britain Palm Oil. The company's ability to service and adapt to the needs of a different culture was also important. "We have spent considerable time visiting their plantations [based on the coast of New Guinea's West New Britain Province] to get a good understanding of the critical success factors which impact the ongoing development of their systems," Tony Morris, Praxa's senior analyst programmer for the project, said.

  • Compaq confirms dreaded direct dealings - New model in place

    It's the news the channel has dreaded hearing from Compaq. And Greg Healy, the company's general manager for business and consumers, has now said it. "Customers want direct relationships and we're going to deliver that." But while Compaq has big changes planned for both its product-to-market and channel strategies, Healy claimed last week that opportunities for its partners will actually multiply post-integration. "Everything we're doing is about growing the business and if we do that, it's good for the channel," he said. "But as a vendor, to be completely reliant on the channel and assume everything will get done is no longer viable.

  • IBM gives Java a good start

    If Java fails to be accepted as a mission-critical language in Australian enterprises, IBM won't be to blame. The company has announced a new program called jStart, which is designed to stimulate interest and provide support for the language in local businesses.

  • ACCPAC broadens its scope to ERP market

    ACCPAC International has continued the trend of accounting package vendors moving toward the lucrative enterprise resource planning (ERP) market, announcing a number of new broad-reaching alliances and products. ACCPAC is also recruiting for new business partners to specialise in a number of fields and has introduced a range of initiatives designed to improve the overall calibre of its channel.

  • With a little help from a friend

    Often it is the channel that wins business for a vendor, but the relationship can also work the other way. In the case of one Australian software development house, a referral from QAD helped to kick-start its thrust into the corporate market. Naomi Jackson investigates

  • Remedy seeks help in new markets

    Help desk vendor Remedy Corporation plans to increase its presence in the local market by entering two new product sectors and ramping up its network of channel partners. To support the new initiatives, Remedy has also opened an office in Australia.

  • Computer Power gets permanent with Interim

    Another local services organisation has succumbed to the temptations of an overseas investor. As reported in last week's issue (ARN, October 7, 1998, p6), US-based Interim Services has announced their intention to bid $205 million for the Computer Power Group (CPG), Australia's largest independent provider of IT education and resourcing services.

  • Oracle denies online apps will choke the channel

    Despite concerns that its new online applications subscription service will burn the channel it is supposedly trying to woo, Oracle officials deny partners are at risk. Instead, Nick Evered, the company's regional channel manager, claims they will benefit from Business OnLine, which is to provide the full complement of Oracle Applications modules online on a rental basis

  • Senteq deflects cash-flow crisis allegations

    Senteq's managing director has denied claims that the recent dismissal of three of the company's most senior executives reflects financial problems within the desktop services organisation. "Absolutely no," Jonathon Fisk said. "We again recorded a revenue increase on last year's figures in the quarter just gone."

  • 3Com gives credit to its partners

    3Com last week launched a new accreditation program for its partners, designed to distinguish individuals specialising in the provision of solutions based on its products. But achieving accreditation won't come cheap.

  • CA targets local service organisation

    Computer Associates' (CA) raid on the local services industry has begun. Allan Smith, CA's managing director, last week confirmed to ARN that the company has made an offer to a leading Australian services organisation.

  • Compaq migrates server range to Xeon

    More than a month after shipping its first Xeon-based products, Compaq has announced the general availability of a raft of servers running on Intel's new Slot-1 and Slot-2 processors.

  • IBM ramps up Win NT-based solution offerings

    IBM may have initially taken its time adopting Windows NT, but it now appears to be marshalling all of its resources around the platform. Recently, it announced a host of enhancements to its Intel-based Netfinity server family that are bundled exclusively with the Windows NT operating system.