Enterprise IT has snared an outsourced support agreement with Air New Zealand, its biggest ever support agreement.
The integrator has taken over the airline’s support services from IBM, however IBM continues to provide hosting and mainframe services to Air New Zealand after a 13-year relationship.
Enterprise IT CEO Stuart Speers says the deal is worth seven figures and is “a very strategic win” for his company, “not just because of their size, but also their brand is well respected”.
“Air New Zealand is the third or fourth largest Oracle shop behind Telecom and Fonterra by the number of databases they have,” says Speers.
Enterprise IT has worked with Air New Zealand since the Oracle-specialist integrator was established in 2005 in partnership with Computer Brokers, says Speers. It has defined the airline’s Oracle strategy and developed its Oracle RAC (Real Application Cluster) platform, he adds. Under the new agreement, it will provide round the clock Red Hat Linux and Oracle support. It has added five staff to support the deal, taking its total to 20.
Speers says it is positive that Air New Zealand has selected a niche, specialist integrator. During his nearly 20 years in IT, he has observed a five-yearly cycle whereby customers switch between choosing smaller, local support providers and large multinationals.
“It is nice to be at the top of that wave again,” he says.
The company has several 24/7 outsourced support agreements in place for companies such as Kordia and Orcon, and is growing its focus on support and facilities management.
“Since the company started, support has been the bonus part of the business but now we are focused on growing the support business,” says Speers. “It allows the rest of the business to grow with guaranteed revenue every month.”
The company also plans to gain staff certifications for Oracle’s Exadata data warehouse appliances. Speers says this is a large investment for a relatively small company, which will involve completing about 16 certifications.
In addition, Enterprise IT is considering acquiring one of its business partners to allow it to break into the middleware space. Speers says it is too early to give further detail about the potential acquisition.