Local recipes have been the secret to success for Masterton-based software development house Onstream Systems.
Glyn Williams, newly appointed CEO, puts his company’s rapid growth down to a combination of massive international sales and smaller, but no less important, local deals.
Onstream’s two core products are Trapeze and RapidRedact. Trapeze is document imaging software used by several government institutions and local bodies in New Zealand and Australia, while RapidRedact is redaction software mostly in use in the US and UK.
The company has several resellers for Trapeze in New Zealand with the largest being TechTonics, Gen-i and Canon. Tech support and training is provided by Onstream.
Williams says the company does not sell direct out of respect for its resellers.
New legislation in the US and UK has opened up the market for redaction software, with Onstream finding itself grabbing a big piece of the pie. “There are maybe four companies and products in the world in this niche market, and we play a large part in it,” says Williams. “Changes to the Freedom of Information Act, especially in the US, have made our product RapidRedact very attractive. With more and more businesses and organisations having to be transparent to the public, the risk of disclosing private data increases. Rapid-
Redact is designed to prevent this and takes the human factor out of the equation.”
Onstream recently made deals with a major US insurance company of 40,000 employees, as well as several government institutions including the armed forces.
Williams says his company had to look for overseas success because of the small nature of the New Zealand market.
“We are a typical New Zealand software house, making it big in overseas business. The local market is not big enough to encourage the kind of growth we are currently experiencing.”
RapidRedact is achieving international recognition, recently winning Best in Show at FOSI, a US technology conference focusing on government.
Williams says there are other factors responsible for the growth. “The New Zealand dollar is very kind to us at the moment, and it certainly makes us a lot more attractive to overseas customers. We also develop most of our software inhouse and outsource as little as possible.”
Most of the employees at Onstream come out of Massey University, which is one of the reasons the company has decided to be based in Masterton.
“We have good connections with the university and there is a lot of good, local talent out there,” he says.