HOT on the heels of a changing of guard at its highest levels, thin client vendor Wyse Technology is turning its attention to its business in New Zealand.
With a share of around 70% of the local thin client market, Wyse wants to replicate some of its success here in other territories.
According to Wyse regional director for Oceania Rick Ferguson, the types of markets Wyse is involved with in New Zealand and Australia are the ones it wants to expand into internationally.
“The customers we are dealing with and the size of the markets are what we would like to replicate in the rest of the world,” he says, adding Wyse’s installed base is spread deeper across a wider range of industries in New Zealand and Australia than elsewhere.
In addition, Wyse grew its business in Australia and New Zealand by 82% in 2004 over 2003, Ferguson says.
While unable to divulge New Zealand’s growth figures individually, he says local distributor MPA played a significant role in achievements here.
“New Zealand is a great market for Wyse. Our market share here is very strong compared to rest of world,” he says.
The company’s success in the trans-Tasman markets has led to the expansion of Ferguson’s role to cover South-East Asia as well.
The complete restructure of the company’s global management team in the last six months is bearing fruit, Ferguson adds.
“We have a completely new executive team at the top. Wyse has replaced 11 of the 13 vice presidents and the organisation is now headed by ex-Oracle executive John Kish, who is a real dynamic go-getter,” he says.
“It has been significant and invigo-rating. I think the new management has brought a lot of interesting options to the business.”
This includes a recent US$35 million cash injection from venture capital firm Garnett & Helfrich Capital, which now holds a 50% stake in the company, to fund growth opportunities.
Meanwhile, Ferguson is pleased with the progress of the Wyse authorised ser-vice centres (ASCs) set up in the country earlier this year and managed by Datacom Engineering Services.
“It is a big deal to customers. When we are punting for new business, they want to know what kind of service and support mechanisms are in place. If we tell them we have ASCs dotted around the country - that is something they want to hear.”