What we generally do is we look at that whole dynamic, and create solutions that use three to four carriers across 40 to 50 sites you'll get the most optimal network, commercially that you can. It's our focus on a company with a wide variety of sites, highly geographically dispersed, where our value proposition is very good.
The midsize enterprise, they're not spending over $2m. They're not going to get the whole get into the whole Telstra vs Optus game. I think you have to be a big operation to get any kind of margin out of a Telstra sales — I only see that getting bigger as a problem.
What is your business model/focus?
It just used to be the data networks four to five years ago for us. It's about giving customers the very best foundations for their business, so they don't have to keep reviewing it — it's not going to hold you back at an application level. Then we turn back and take a look at what the network can do to drive better outcomes for their business.
Now that's really about over-the-top, post-IP telephony, Unified Communications (UC), IPTV. Most of the big clients we've picked up recently have been moving towards the UC-collaboration piece. Its all Cloud based with SIP, because the savings are astronomical — that makes for a very compelling sell for our customers.
Where do you see the market going as a whole in 2015?
M&A will mean the market is still very competitive. I don't think competition will go down, but up. From the customer side, there is so much noise, and so many different options. Its quite hard with all this emerging technology for customers to see the wood for trees.
There will definitely be integrators and resellers that will struggle to migrate to new service models which will see some customer bases being sold.
Are you looking to acquire in that space?
Yes, we would if it made sense.We've just set up a Melbourne office and have some new staff starting there, including a BDM. We have clients nationally, so there's no reason why we wouldn't look to expand our footprint further. An acquisition in another city is definitely something we would look at. That's still a challenge for us, not to get too defocused.
So who do you see as your key competitors?
Definitely the carriers — the last seven to eight deals that we've won, we've always come up against the main carriers. There are a few others coming into the marketplace, BlueApache is one, but they're more Melbourne based. Brennan IT possibly in Sydney, although I wouldn't see them squarely as a competitor.
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