Friday, 10 July 2020 09:05

Cloud chief delighted govts recognising importance of local firms

By
Cloud chief delighted govts recognising importance of local firms Image by Clker-Free-Vector-Images from Pixabay

The head of a local cloud company says he is delighted that NSW and wider governments are beginning to recognise the importance of local technology companies, not only for improving the range of services available to support Australians, but also because of the added value that could be secured from tax-paying, job-creating local companies who underpin current and future sovereign resilience.

Phil Dawson, the managing director and co-founder of AUCloud, was commenting on the whole-of-government deal awarded to Canberra-based cloud firm Vault by the NSW Government.

"At the very least, it is good marketing for Vault and publicity for NSW to raise the awareness of the great investments that they are making in the local digital networks," he said.

"Certainly, as a sovereign provider with a longstanding and significant presence within CDCs Western Sydney facility and superfast interconnectivity to our Canberra environment, we are looking forward to supporting even more NSW Government services."

Dawson said the best solution for awarding government contracts was to have a fully transparent procurement process so that both buyer and suppliers had full information and decisions could be made on that basis.

He argued that if one was only selling to government, then one should already be providing the best pricing for the whole of government.

"The only reasons for adapting these prices are factors that might enable suppliers to pass on reduced prices through economies of scale (greater volume) or improved certainty (increased term) or reduced risk (different terms than incur costs like insurance levels, etc), " he said. "We incorporate the benefits available from volume and term as rebates within our existing pricing structure to benefit all of government."

With the NSW Government deal, Vault became the first sovereign technology provider chosen by an Australian Government for such a role. Such awards have always been made to foreign companies.

The Coalition Government's Digital Transformation Agency has whole-of-government arrangements in place with AWS, IBM, Microsoft, Rimini Street, SAP and Concur.

Dawson said if one was selling to other sectors in addition to government and/or pricing in a foreign currency, where there were exchange risks, it could benefit both government and the provider to lock down a clear price for government-related purchases. "Unlike global providers, AUCloud prices in Australian dollars, so this is not relevant," he added.

He noted that the UK G-Cloud Marketplace had a condition that prices could only be reduced, and if they were reduced for one customer then that should extend to all future customers, which effectively created an on-going whole-of-government best price. "With all pricing available to both buyers and suppliers, this almost entirely removes the element of price discrimination and gaming that creates a desire for whole-of-government pricing," he explained.

Dawson said his view was that the whole-of-government schemes unintentionally created a market distortion by implicitly signalling to their staff that government favoured the vendor over others who could provide a similar product; this could have the effect of reducing competition and innovation. "I suspect that this is not the intention of NSW or even DTA, where similar vendors' agreements have been concluded, but, unfortunately, this can be the outcome," he said.

"However, and as outlined above, I would be happy to focus our attention on securing such an agreement except for two issues:

"Firstly, we already provide best pricing in Australian dollars to Australian Governments that are competitive with whole-of-government arrangements and, although it is not yet mandated, we adopt the principle that when we reduce pricing we do it for all customers immediately.

"Secondly, the majority of our services are sold through partners (global systems integrators, managed services providers, defence primes, software-as-service companies and cyber-security specialists) and consequently, the importance of a direct agreement would be less significant for government, except that we provide all such partners with the same pricing that we provide to government to ensure that government ultimately secures the benefit."


Please join our community here and become a VIP.

Subscribe to ITWIRE UPDATE Newsletter here
JOIN our iTWireTV our YouTube Community here
BACK TO LATEST NEWS here

PROMOTE YOUR WEBINAR ON ITWIRE

It's all about Webinars.

Marketing budgets are now focused on Webinars combined with Lead Generation.

If you wish to promote a Webinar we recommend at least a 3 to 4 week campaign prior to your event.

The iTWire campaign will include extensive adverts on our News Site itwire.com and prominent Newsletter promotion https://itwire.com/itwire-update.html and Promotional News & Editorial. Plus a video interview of the key speaker on iTWire TV https://www.youtube.com/c/iTWireTV/videos which will be used in Promotional Posts on the iTWire Home Page.

Now we are coming out of Lockdown iTWire will be focussed to assisting with your webinatrs and campaigns and assassistance via part payments and extended terms, a Webinar Business Booster Pack and other supportive programs. We can also create your adverts and written content plus coordinate your video interview.

We look forward to discussing your campaign goals with you. Please click the button below.

MORE INFO HERE!

INTRODUCING ITWIRE TV

iTWire TV offers a unique value to the Tech Sector by providing a range of video interviews, news, views and reviews, and also provides the opportunity for vendors to promote your company and your marketing messages.

We work with you to develop the message and conduct the interview or product review in a safe and collaborative way. Unlike other Tech YouTube channels, we create a story around your message and post that on the homepage of ITWire, linking to your message.

In addition, your interview post message can be displayed in up to 7 different post displays on our the iTWire.com site to drive traffic and readers to your video content and downloads. This can be a significant Lead Generation opportunity for your business.

We also provide 3 videos in one recording/sitting if you require so that you have a series of videos to promote to your customers. Your sales team can add your emails to sales collateral and to the footer of their sales and marketing emails.

See the latest in Tech News, Views, Interviews, Reviews, Product Promos and Events. Plus funny videos from our readers and customers.

SEE WHAT'S ON ITWIRE TV NOW!

BACK TO HOME PAGE
Sam Varghese

Sam Varghese has been writing for iTWire since 2006, a year after the site came into existence. For nearly a decade thereafter, he wrote mostly about free and open source software, based on his own use of this genre of software. Since May 2016, he has been writing across many areas of technology. He has been a journalist for nearly 40 years in India (Indian Express and Deccan Herald), the UAE (Khaleej Times) and Australia (Daily Commercial News (now defunct) and The Age). His personal blog is titled Irregular Expression.

Share News tips for the iTWire Journalists? Your tip will be anonymous

WEBINARS ONLINE & ON-DEMAND

GUEST ARTICLES

VENDOR NEWS

Guest Opinion

Guest Interviews

Guest Reviews

Guest Research

Guest Research & Case Studies

Channel News

Comments