The first thing that listed WA telco specialists Stratatel Ltd did after buying Perth-based IBM software reseller Resource Systems and Services last year was to pump up the sales and marketing side of the business.
The results have been pretty spectacular with the newly named Stratatel Resource seeing an almost 100 percent jump in annual revenues under the new ownership.
"Sales and marketing were key to last year's result and we see them being key moving forward," says managing director Mike Fairclough (pictured).
Stratatel Resource is an IBM software business partner working across all six IBM software pillars; Lotus, WebSphere, Tivoli, Rational, Information Management and Business Analytics. The company operates predominantly in the government, mining, financial services and retail markets.
Its parent Stratatel Ltd is a developer in its own right, offering a range of proprietary products aimed at helping organisations to reduce their telco costs.
Stratatel Ltd has an established national sales network, something which Fairclough says is presenting valuable opportunities to expand Stratatel Resource beyond its main market of Perth.
"We are really just starting to touch the sides of how we can execute on that cross-selling opportunity," he says. Already the company has appointed senior business development managers in Melbourne, Sydney and Brisbane, with remaining states to follow in the near term.
Fairclough stresses that the strength of the parent company will enable it to further invest in growing Stratatel Resource, especially in terms of boosting investment on the sales and marketing side.
"On sales and marketing we try to do that as intelligently as possible. We expect revenue growth from this reseller business to be substantial this year," he says.
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