Bigger - and better

"OpTec" and "Gallium": two new names in the EOH stable of companies for everyone to watch. Especially if the incredible track record of Mercury Africa over the last two years is anything to go by.

With the recent acquisition of Mercury Interactive by Hewlett-Packard, and Mercury Africa, the exclusive reseller of Mercury products within South Africa, Johan Cloete, managing director of Mercury Africa, explains that the move represented the perfect opportunity to revisit and evolve their business model and plan.

The result? Two separate but closely linked divisions: OpTec (a distributor of HP software within South Africa and key African countries) and Gallium (a primary reseller of HP software through OpTec as well as a professional service provider). Both will remain part of the EOH group of companies and were officially launched on 6 September 2007.

Cloete explains that there were a number of catalysts in terms of evolving the business into these two units. "While HP provided a key driving force behind the development, market demand also influenced our decision. We wanted to capitalise on the fact that HP software has incredible growth potential in this country at the moment. By revisiting the model, we've essentially been able to expand our product offering - having a far more comprehensive range of products and services to offer both existing and new clients."

Gallium and OpTec promise to add that much more value to EOH as a group, addressing very specific needs in the market. "The primary need we're seeing at the moment especially with regards HP software is business technology optimisation: aligning business and IT; aligning functional and strategic initiatives within the business, and ensuring IT delivers real value to business. Software should enable business: this is one of the things we're able to better ensure through our new divisions."

With teams in place to implement, support and drive all aspects of professional services, coupled with the new management structure of Cloete as MD: OpTec; Haydn Pinnell, MD of Gallium Technology; Vinny La Bella, MD of Gallium Professional Services; and Jako Smith as regional director: Western Cape, the new business model promises to emulate the high levels of service and commitment to which clients have been accustomed in their dealings with Mercury Africa. A core component of this will be continuing the "partner for life" approach of EOH.

"With the additional backing of HP and the continued support of the EOH Group, clients are now guaranteed an even greater wealth of expertise and product offerings and solutions." Something the market has already responded extremely positively to: "Clients are increasingly looking for software solutions and service providers that can provide them with a 'one-stop shop' of everything they need. Gallium and OpTec now offer them an extremely attractive option in this regard - complete with the expertise, track record and professional backing they need to essentially make their IT needs a reality."

In terms of differentiating themselves in the market, Cloete says this will be done predominantly through Gallium and OpTec's people. "Our people have and will continue to make all the difference when it comes to delivering on our promises. Our commitment to developing their skills and expertise is set to continue to be a priority well into the future."

As to his message to current and future clients, Cloete just smiles. "Expect even bigger and better things from our teams. We're all incredibly excited about the possibilities at Gallium and OpTec - something we look forward to discussing with you in the very near future."