Services company Optimation will focus more heavily on hunting for new business with the appointment of former Crossware sales and marketing head Ken Fairgray.
He says as Auckland-based new business development manager, he will work closely with recently-hired CEO Rhoda Holmes on potential opportunities. Holmes joins Optimation from Gen-i in Australia from the start of November.
“It’s fair to say [Optimation hasn’t] had a strong new business focus in the past few years. There have been some large clients serviced out of the Auckland office and the highest possible quality of service to incumbent clients, but not a huge emphasis on new business,” he says.
Fairgray says he will concentrate on opportunities in verticals where Optimation has strong credibility and a good track record, including telecommunications and banking, health and education.
His role will also involve targeting opportunities to build enterprise portals and web-based, customer self-service solutions.
After six years with the IBM software partner, he says he was attracted by the chance to work for a bigger organisation.
“I’ve moved to a larger organisation with a much broader range of skills and services across different platforms and technologies. Optimation has the ability to scale up to take on application development projects in the enterprise space.”
Optimation can also draw on the resources of Indian-based global IT consultancy and services provider Satyam Computer Services, with which it has a strategic partnership.
Before Crossware, Fairgray imported and sold software from the US and ran an Auckland bureau service.
Crossware managing director Per Andersen says the company will not replace Fairgray’s role.