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Partner Spotlight on… Melbourne

Julia Talevski | June 9, 2016
ARN spoke to partners about the state of play in Victoria’s capital.

"Our sweetspot is in our device-as-a-service offering and we're partnering with Devicedesk, using their technology at the front-end as the catalogue/portal for the customer, but then all legacy and know-how comes in at the back-end of the user devices with configuration work, installation, decommissioning."

Max Soukhomlinov - Director, Intellect IT
Max Soukhomlinov - Director, Intellect IT

"In the last 18 months, we are seeing more of our mid-sized customers take up or shift their relationship with us from being project-based to now outsourcing all of their basic IT requirements to us, and their in-house IT staff are turning into IT advocates and sitting closer to specific business units.

"In the case of one of our logistics customers, their senior network and admin staff have taken on more of a senior role in the applications stack, so they pioneer the businesses' ability to take advantage of different applications by relying on us to fulfill the delivery, support and maintenance work of those technologies.

"This company is not retrenching its IT staff, they are just giving them more exciting things to do in the company where they are actually applying themselves to help achieve tangible business outcomes and work together with managed services providers like us.

"We are seeing a fair bit of shift in emerging technologies and a greater openness to invest in enterprise Wi-Fi and overall networking which also touches upon network, security.

"This is because organisations are taking up more Cloud technologies or having already used, migrated or expanded, finding data security vulnerabilities and risks or performance issues.

"Some customers have rethought their strategy on Wi-Fi integration, particularly where they see that it now needs to be expanded across all their sites and accessed by every staff member, unlike in the past where it was a bit of privilege.

"This is becoming more prevalent within the mid-market (sub-1000 seat organisations), which then opens up possibilities and requirements for sufficient network security like firewalls and intrusion prevention."

Biagio La Rosa - Managing Director, Generation-e
Biagio La Rosa - Managing Director, Generation-e

"We're seeing an evolution from traditional IT to Cloud-based IT. That runs the risk of either swamping us or if we get it right, allowing us to grow our business considerably.

"This is why we invested and bought Paradyne last year because we're very focused on our Microsoft business and it was one of the largest providers of Office 365 seats in the country. We're just starting to see that purchase succeed by winning some sizeable deals in the market.

"We've also recently invested in growing our visual communications business, recruiting more staff in that space. We're surrounding the Cloud with technologies that can't go into the Cloud, so that involves the built environment, physical workspace and optimising the way people work in their environment.


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