Following the termination of its distribution agreement with Dimension Data earlier this year, Software AG has appointed a new sales director to drive its local operation forward. He is Devon Dalbock, who joins Software AG (South Africa) from T-Systems SA where he was responsible for establishing the Oracle practice before taking on the duties of a key account manager.
In March this year, Software AG (South Africa) more than quadrupled the size of its existing local operation and took back responsibility for its large customer base in the country when it decided not to renew its local distribution and maintenance contract with Dimension Data for its Adabas/Natural product stream.
This decision was in line with Software AG's global delivery strategy and unequivocally confirmed its positive outlook for the South African market for Adabas/Natural and XML products and services. The company's financial performance for the second quarter ending 30 June 2004 is proof that this strategy is already paying dividends. Software AG's regional general manager for SA, David Broadbent, claims the fact that Software AG's licence revenue, full quarterly revenue and earnings came in above market expectations are "a strong indication that our strategy of focusing on our core strengths of enterprise transaction system modernisation and XML business integration is working".
Highlights of Software AG's results for the period under review are:
* Total revenues were up 3% to EUR 106.3 million (103.1 million in Q2, 2003).
* Income before tax rose to EUR 49.6 million compared to EUR 18.2 million in Q2, 2003.
* Net income after tax more than trebled to EUR 39.4 million.
In the country to introduce Dalbock to the local team, Broadbent said Dalbock was an experienced manager with a successful track record in start-ups and new ventures. This augured well for the successful implementation of Software AG's new global strategy in SA, Broadbent said.
"Like all global players, Software AG was negatively affected by the worldwide slump in the IT market in the late 1990s. Responding quickly, it developed a strategy that has already delivered positive results.
"In terms of this strategy, Software AG is focusing on two product lines - mainframe modernisation and XML business integration. More importantly, it has developed a culture of putting the customer first and it is this strategic requirement that prompted us to extend our presence in SA.
"A proven performer with demonstrated ability to deliver on operational as well as business development objectives, Devon is the ideal man to assist Software AG (South Africa) achieve these goals in the local market," he said.
Dalbock has an impressive list of achievements on both the sales and business management sides. On the business front, he created the infrastructure for Retek to operate in the South African market; selected and recruited key personnel to provide product and retail industry specific knowledge; and created awareness of Retek within the South African marketplace through various marketing campaigns. He also identified and managed the acquisition of a specialised consulting organisation for T-Systems in 2002.
Sales-wise, he was named the 'Achiever of the Year' by Oracle in 1996; achieved over US$5 million in new business for Retek in 1997, achieved R30 million order entry in 2000 by concluding a deal for the largest Pivotal site worldwide, and recently concluded a multimillion-rand enterprise content management contract with Absa.
Dalbock is in the final stages of completing an MBA, building on the Management Advancement Programme (MAP) he obtained from Wits Graduate School of Business Administration four years ago.
2004-softwareag appoints new sales director
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