Reseller News

CRM 'blockbuster' underpins Integral growth

Integral Technology Group has just announced “one of its biggest” CRM implementations to date and significant staff appointments.

The Auckland-based systems integrator is to install Microsoft Dynamics CRM at Hanover Group, one of the country’s largest financial services companies, with the project due to go live this month.

At the same time, former Microsoft enterprise director David Guy has been hired to head Integral’s business solutions group as general manager, the division behind the CRM installation, while Dougie Beck is set to join the company later this month in a business development role. Beck joins from Soltius and was formerly CEO of Intentia New Zealand.

These appointments follow that of Catherine Blinkhorn, who was appointed to the newly-created role of sales and marketing director in April from IBM, where she was responsible for its systems and technology group.

While not revealing the value of the deal with Hanover, Blinkhorn says it is one of the company’s biggest CRM projects

“It’s quite significant. We have worked on it as a project for the past six months.”

Hanover will use Dynamics CRM to consolidate investor information and manage investor interaction across Hanover’s debenture issuing companies. Microsoft Biztalk 2006 will also be implemented to integrate multiple backend systems with Dynamics CRM.

“Hanover is a long-term client of ours in the traditional outsourcing side of our business and this [project] crosses over with our business solutions group, which is involved in software integration around ERP, warehouse management and Microsoft CRM and business intelligence solutions,” says Blinkhorn.

This year’s appointment of Blinkhorn, Guy and Beck came as Integral has built up its management team to deal with its strong growth.

Over the past five years, the company has enjoyed 40 percent year-on-year growth, reporting current turnover of around $20 million, compared with $3 million in 2002.

Integral has experienced strong growth across all areas of its business and this has been fuelled both organically and by acquisition, says Blinkhorn.

“Our organic growth has been strong across our enterprise infrastructure business building on our solid partnership with IBM, and we have also enabled new areas of growth by building a business solutions group with a focus on Microsoft based solutions," says Blinkhorn.

This has been balanced with growth through acquisitions in the ERP and warehouse management software areas with Quanta and Acumen.

“This has helped us broaden our offering and increased the business value we are now able to deliver to our clients".

Utility computing and hosted software offerings will also be growth areas for the company, says Blinkhorn.

“We are finding that clients are very attracted by the business value utility computing and hosted software solutions provide in terms of reduced business risk, ease of management, better total cost of ownership, preservation of capital and protection against technology obsolescence.”

Growth does bring challenges and Integral is investing significantly in helping staff keep up with the pace of change and to ensure it remains adaptable and flexible as it grows, says Blinkhorn.

“These have been traits which have made us somewhat unique in the market to date and are important for us to maintain.”

Integral employs 85 staff across Auckland, Wellington and Christchurch.