Inside ASI-AP

I met today with an export advisor from Austrade (specifically the Tradestart program) to better understand the options available to us for export assistance into Asia - via government programs, grants and also paid consultancy. We talked specifically about our existing relationships with NZ, Singapore and Malaysia and then on understanding how Austrade can help with new markets like India, Pakistan and further into the future China, Japan and Korea. While we have been aware of such programs before - to sit and hear them all at once was both exciting and stimulating.

Jason M travelled to Kuala Lumpur last weekend to spend 2 weeks onsite implementing our newest Malaysian customer - the Malaysian Nature Society (MNS - www.mns.org.my). MNS are starting with a basic iMIS membership system with plans to grow into a full iMIS web solution over time. The team at MNS have been great hosts for Jason as it is first time in KL - introducing him to local food and the local cinema. Jason will be finished the implementation later this week and then he takes a couple of extra weeks to tour around KL and Malaysia.

I posted previously about the Australian market and our market share estimates. In that post I highlighted a key part of our growth potential will come from Asia. I have some more facts now on the overall market opportunity with regard to general economic importance (the data is from CIA / IBIS World and was reproduced in the April 2008 edition of the Company Director journal published by AICD).

The lunch on Friday 5th October was hosted by TAK Systems, Ingram Micro and Sun Microsystems. It brought together technology partners, including ASI and a local managed hosting service provider – with about 7 non-profits and the NCSS (National Council of Social Service). The format of the lunch was similar to the MD Boardroom lunches that I host in Melbourne each month, but more interactive and more open discussion. Also, the non-profit invitees were sent some questions by Chris (TAK) in advance regarding challenges they may be facing in the areas of: 1) Managing information; 2) fund raising methods and analytics; 3) communications; 4) events and activities; and 5) process management.

On Friday morning 5th October Keith, Chris (TAK) and I spent a couple of hours in a closed partner briefing session for 4 hand selected Ingram Micro (IM) resellers to invite them into the iMIS/Sun bundle program. These resellers already have customers in the non-profit sector and will be offered pre-configured iMIS and Sun hardware bundles for different size non-profits, along with implementation services from our Singapore AiSP TAK Systems.

Keith and Chris outside the IM head office

Last week, on my first trip to Singapore this year, I finally got to meet Chris Tan, the director of TAK Systems, our Singapore AiSP (and previous training posts here and here).

Chris is a few years younger than me, but we have a lot in common in our careers so far. Like me, he was running a small IT business during his years at university; and like me, he also studied engineering (robotics). After completing his studies, he built up his business into a full time job and has never looked back.

The initial training is now completed for our new Singapore AiSP - TAK Systems. In the last few weeks David Riffle and Keith visited with TAK for 5 days to complete 3 days of sales training and a couple of days of sales calls. Jason has also completed his 2 trips to Singapore where he completed 3 days of iMIS Overview training (first trip) and 3 days of iMIS Implementation training (second trip). Next on the agenda is for myself to visit and meet with TAK in the first week of October, and then a series of seminars later in November.

N.Selvam Consult has been an authorised iMIS consultant for the past year in Kuala Lumpur supporting WWF Malaysia. This month, they have taken the next step and signed up as a full Authorised iMIS Solution Provider (AiSP) – and now they can sell and install iMIS (instead of just installing). Keith has been working for the last few months with N.Selvam to explain the benefits of becoming an AiSP. Welcome to Selvam and his team to the AiSP community.

Keith has finalised the training program for our new Singapore based AiSP - TAK Systems - and we get straight into it from next week. TAK signed up with ASI last month (see here).

Next week (week of 27th Aug) Jason will be travelling to Singapore to conduct 3 days of iMIS overview training. The following week (week of 3rd Sep) Keith and David will be in Singapore conducting sales training, plus doing a number of meetings with prospective customers. And finally, the week after that (week of 10th Sep) Jason is going back to complete the initial batch of training with 2 days of iMIS technical implementation training.

In line with Keith's new role and authorised iMIS partners now present in Malaysia and Singapore, we have established formal iMIS pricing for Singapore and for Malaysia. These are separate price lists, based off the US iMIS 15 price book. In both cases, we quote and invoice in AUD$. Keith has all the details.

Although we are still finalising the last of the details, I wanted to give everyone a heads up on changes we are making to Keith's role. Currently Keith has a split role of business development in WA/SA and Asia, along with a responsibility to build and manage a channel of AiSP's in Asia. It is not easy trying to split time between 2 quite different roles, particularly when adding in travel to Asia.

So from July 1, Keith will be going part-time, but with a 100% focus on building and managing a channel of AiSP's in Asia. Keith's existing WA/SA accounts are being handed over to Amanda and Martin (mainly Amanda).

Keith has signed up our first Authorised iMIS Solution Provider (AiSP) in Singapore - TAK System Integrator Pte Ltd. The partner in charge of the iMIS practice for TAK is Chris Tan.

Keith will work closely with TAK to develop a sales and marketing plan to develop the iMIS Singapore market. We have already held several seminars in Singapore and are pursuing active opportunities that should close this year.

TAK is also a close partner with Ingram Micro, the largest Sun Microsystems provider in Singapore (revenues in excess of $1B US). Keith and TAK are also working on a joint marketing plan to sell iMIS in conjunction with Ingram Micro.

Keith and David traveled to SE Asia the week of May 13. The purpose of the visit was two fold - to run the iMIS 15 sales seminars, and to meet with potential solution providers (resellers).

First up was KL. The seminar there was coordinated by our local authorised consulting partner N.Selvam Consult, and over 20 attendees saw the latest iMIS 15 demonstration.

On Wednesday they flew to Singapore and conducted the Singapore seminar on the Thursday, where 17 attendees saw iMIS 15. On the Saturday, our potential Singapore partner and his family took Keith and David to Sentosa Island.

Keith spent a week in Singapore and KL mid-March, with a primary focus this time on meeting potential solution providers in both cities. I have attached a copy of his report in this 'ASI only' post (note that you need to be logged in as an ASI staff member to access this post).

The next scheduled visit to both cities is mid-May, where Keith will visit with David Riffle to conduct seminars and follow up on the potential solution providers.

We are well into our campaign to educate customers about iMIS 15 and now prospects are getting in the know too!

Last week we sent the following postcard to all active prospect contacts on our database who fit our target market (orgs with more than 10 full-time employees) - that's almost 11,000 contacts - inviting them to download an i15 brochure from our website - www.advsol.com/i15.