Australian SMBs open to BI: QlikTech

BI software vendor sees Australian SMB focused market adopting BI readily

Business intelligence (BI) has typically been the domain of enterprises and the mid-market, but SMBs are getting in on it as well.

QlikTech Alliances VP, Peter McQuade, is one of those who characterises the SMB market as been a “fruitful ground” for the vendor and its products.

“It’s a market we’re used to selling into, whether it would be here, in Europe, US, or other parts of APAC,” he said.

The Australian business landscape may be dotted with SMBS, though McQuade said they are similar in structure and the way they are run to those in other parts of the world. “Australian businesses have the same demands that we see in western Europe.”

He said QlikTech is not the only BI company to see opportunities in Australian SMBs, with a number of its competitors competing in the market as well.

“The presence of those companies validates the demand for BI in this market,” McQuade said.

Whether it is from a partner or overall business perspective, he emphasises the Australian market is important for the vendor, which has its global headquarters in Radnor, Pennsylvania.

“We put an office here initially five years ago, to provide a home for a couple of regional employees from legal point of view,” he said.

“Over the last few years, we’ve been adding people, we have a Sydney office and people in Melbourne, in Western Australia for the first time.”

McQuade said those developments underline the fact that QlikTech sees Australia as important, having gone from one office to three and continuing to invest in more people.

Specialisation above everything

The outlook for QlikTech in 2013 is a positive one, according to McQuade, who sees the company’s QlikView product being deployable across any type of industry.

“There is no industry which would be a no go for QlikView, so we see opportunities for partners across all of them,” he said.

Most of QlikTech’s successful partners so far have had some level of horizontal or vertical expertise, such as financial services and retail.

“They may be experts in one discipline, but not in everything,” he said.

As an example, McQuade said it may be a horizontal discipline like ERP or particular forms of ERP.

QlikTech also has a number of partners that have had success selling into the SAP environment, with McQuade adding that “some level of focus increases opportunities.”

Patrick Budmar covers consumer and enterprise technology breaking news for IDG Communications. Follow Patrick on Twitter at @patrick_budmar.

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