Reseller News

Certus picks up former IBM managing consultant

Lee Eglinton to look after New Zealand, one of three territories set up for anticipated expansion

Certus Solutions has appointed former IBM senior managing consultant Lee Eglinton to the new position of New Zealand territory manager.

Certus managing director Brian Allen says Eglinton’s appointment is the first of three Certus “territory managers” across Australia and New Zealand. The three territories will be Australia North, Australia South and New Zealand.

“With our business forecast to double in size over the next three years, we are moving to create three ‘business hubs’, or territories, to enable full services and rapid decision-making close to customers,” Allen says. “Each territory will be led by a territory manager, responsible for coordinating each of our IBM lines of business to deliver a sophisticated solutions capability to our customers.”

In addition to previous roles at TelstraClear, NCR and Philips, Eglinton’s experience includes 10 years with IBM: first in Australia as a business development executive, then in New Zealand where her career highlights included managing large New Zealand customers such as Air New Zealand and Vodafone, setting up and managing IBM Consulting Service’s New Zealand business analytics and optimisation practice, and responsibility for the delivery and management of application development outsource contracts

“I see the Certus territory manager role in New Zealand as a very logical extension of my career with IBM,” Eglinton says. “Certus is one of a new breed of ‘pure play’ IBM business partners, working closely with IBM to offer customers a sophisticated solutions capability. That means not just selling and supporting hardware and software products, but having a coherent strategy and philosophy around helping to create new business opportunities for customers, as well as driving technology efficiencies. Our capabilities complement those of IBM locally.

“IBM is looking to its partners to step up to a client-focused execution model. Having the client at the heart of any activity was my single minded focus at IBM and it will continue to be my motivation at Certus.”

New Zealand-owned Certus has been very successful since moving into the Australian market.

“We’re starting to realise putting together our end-to-end IBM service model and we’re now doing larger project work,” Allen says. “This validates our business model.

“We’ve done really well this year with portal, mobility and asset management. They’ve been the standouts, though analytics continues to be really strong for IBM and complements everything else we do.”

He says Certus is experiencing double-digital growth in its licensing and subscription business, which is based in Brisbane.

“We’ve had a terrific year in New Zealand, though Australia has been the fastest growing for the past few years.”

Around 70 percent of Certus’ business is now in Australia, along with 130 of the company’s 200 staff. The company’s revenue is around $100 million a year.