HansaWorld gathers speed in the small, medium market

Business software provider HansaWorld is reaping the benefits of tapping into previously unmet demand among the small and medium-sized companies.

HansaWorld recently appointed its 36th local channel partner in South Africa, and annual sales are growing by 200%.

Its newest partner in the Western Cape, Unilynx, has 16 years` experience implementing ERP (enterprise resource planning) systems for companies varying in size from 10 to 600 users. It recently signed up its first client, heavy machinery spares and repairs supplier Uquip, after just two months as a HansaWorld partner.

"The normal sales cycle is about six months; this vindicates our decision to focus on HansaWorld," says Unilynx Director Alan Nicholson. "The product basically sells itself. In the first two months we`ve identified new business opportunities worth R4.5 million and we`ve set a target of at least one new customer per month."

Uquip investigated almost a dozen high-profile ERP solutions before coming to HansaWorld. "No other solution could match the cost, functionality, online support and flexibility HansaWorld offered us," says Uquip Director Hayley Munro.

HansaWorld South Africa Country Manager Brendan Peo says sales are growing at around 30% a month, just 18 months after HansaWorld opened its local office. "Small and medium companies are responding well to the great value for money that the HansaWorld product offers. Traditionally ERP solutions have been priced for the enterprise level only, leaving a huge unmet demand among smaller companies," he says. "Now there is a product available that offers enterprise-grade functionality, while being cost-effective for the lower segments of the market."