Shobza Technologies, a 100% black-owned company with a rare specialisation in all SAP human capital management modules, has entered into a preferred partnership agreement with Dimension Data's SAP division, Britehouse, that sets a precedent in enterprise development in the IT sector.
"Since we founded Shobza Technologies in 2007, we've declined a number of enterprise development offers by substantial IT companies because they either wanted to take us over or limit us to working only for them," says Shobza CEO, Msizi Masinga.
"I started my own company precisely because I didn't want to be an employee. And, having a company, I can't afford to have my revenue stream restricted by having only one client.
"With Britehouse, the arrangement is loose enough to provide both companies with benefits while eliminating restrictions. It's a mature approach to enterprise development and BEE that respects the independence of both parties.
"When Britehouse call us in on its existing customer projects, we form part of the Britehouse team. As far the clients are concerned, we're Britehouse. When we pitch together on new clients, we reach consensus on who will lead the project. But, Shobza and Britehouse also remain free to engage separately with clients who might need only their particular capabilities.
"As a result, Britehouse and Shobza work together by choice and for mutual benefit, not because there is a dependence by us or a BEE obligation for them.
"From Shobza's point of view, the arrangement gives us the flexibility we need to grow - and to feel in charge of our own destiny. At the same time, as a small company, we have the comfort of knowing we have the moral and practical support of an industry leader."
Masinga started out studying accounting but switched into payroll consulting in the early 2000s when Petronet focused on upskilling its employees. He took his specialisation on to projects at the IDC, where he was exposed to SAP's compensation management and personnel cost management modules. Unaware that he was developing a capability in an area that remains heavily under resourced to this day, Masinga found himself in a sink or swim situation from the outset.
"At that period of SAP consulting, information was not freely available and those who had it were not prepared to share it. So, it was up to me to train myself by observing as much as I could on the job and then doing my own research and reading.
"The knowledge I accumulated was enormously attractive to the companies that subsequently employed me when I chose to operate as an independent consultant. My specialisation significantly enhanced their offering.
"But I was getting paid far less than my specialisation was worth and so I decided to start Shobza and have my abilities work for me."
The SAP consultancy market in South Africa is mature, with supplier and client relationships already well established. Masinga found that breaking into the value chain was difficult. He and his team of five gradually built the company's track record, sometimes by working as individuals for other IT companies, but paying their income into the company.
Shobza Technologies can now boast a client list that includes National Intelligence and the Passenger Rail Agency of South Africa.
"We have skills that are in extremely short supply in this country," Masinga says. "We offer equal value in any partnership. The enterprise development assistance we need is related to our size and the nature of the market, not to our skills."
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