BUSINESS performance management (BPM) software developer Hyperion is boosting its New Zealand profile through Altis Consulting.
John Smith has been appointed as Altis business development manager - a new position responsible for growing BPM business locally.
“Before this Altis had a regional manager but BPM wasn’t a core focus. I’ll be looking to build relationships,” he says.
Smith has over 20 years in IT sales; prior to this appointment he was business deve-lopment manager for Descisys and says he will use his network of contacts to target the corporate end of the market.
“Hyperion is well established in the large commercial and government enterprise sector so the strategy is to target mid-sized groups that see BPM as the next major investment.”
He says that while the Australian arm of Altis has been established through strategic alliances with large vendors, the New Zealand market is different - mainly due to the fact that few vendors have a local sales office.
“Essentially we’re a business unit in the group and although the organisation is very aligned, there are diffe-rences in the marketplace.”
Established in 1998, the Australian consulting group opened its subsidiary Altis Consulting New Zealand in 2002 and now has offices in Sydney, Canberra, Melbourne and Auckland.
As an alliance partner, Altis has now expanded its agreement with Hyperion allowing it to resell the full range of BPM and BI tools.
Smith says Hyperion is the global leader in BPM and is now making a play for a share of the BI tool market.
He says business leaders need fast access to relevant information from the masses of data that are now being stored.
Although Altis claims to be vendor independent, Smith says it can be difficult when customers ask for technical recommendations.
“It means we have to be open and honest with the marketplace about potential conflicts. If we’re asked to make a recommendation then we’re upfront about our alliances.”