Last week I travelled to Sydney, Australia, to speak at the Gartner BI & Information Management Summit. QlikTech had a booth on the show floor. Lots of people came up to say, "I've been hearing good things about QlikView. Tell me more." I also presented QlikTech's Business Discovery message to a room full of engaged people, which was a pleasure.
While I was in Australia, I spent a fair amount of time with David Merchant, QlikTech's head of marketing for Australia and New Zealand, and Mark Sands, regional director. They shared their insights and perspectives on QlikTech's role and position in this emerging market.
The Australian market: a green field ahead
Business intelligence is a relatively well-developed market in Australia. But in this region, QlikView is an upstart. QlikTech's investments in the Australian and New Zealand markets indicate the growth opportunity we see in the region. Just over a year ago, in January of 2010, QlikTech established an Australian subsidiary. But this wasn't our first introduction to the Australian market. For about six years prior to that, we had been establishing a presence in the region through partners like Inside Info.
It was really just last year that QlikView came onto the Australian market in large enterprise accounts. This year we are making investments to achieve growth quickly. Mark Sands said, "We have seen a groundswell here regarding QlikView. It's great. The biggest issue we have is of bandwidth. We have so many opportunities in Australia?like growing our OEM partner relationships and cultivating relationships with system integrators?that we have to prioritize our investments."
What gets the Australian leadership team up in the morning?
QlikTech presents a unique opportunity in the Australian software market right now because it's a publicly traded, 700+ person company with a solid product and lots of referenceable enterprise accounts. Yet in Australia (as in many other regions), QlikTech has the feel of a startup. Regional director Mark Sands said, "This isn't the first time I've grown a business in an emerging market. I worked for two small vendors that were acquired by Business Objects. I enjoy growing things?bringing together a group of like-minded people and building something together."
When I asked what he meant by "like-minded," he said people who are not only skilled and motivated but behave in a way that indicates they are all working for the same thing, without political agendas?and who recognize that as a startup-type company they have to take responsibility to make things happen. Regional marketing director David Merchant put it this way: "QlikView is an exciting product in an exciting part of the IT market. Compared to other BI startups, QlikTech is 'big.' Yet the company has a startup feel to it. Common sense and pragmatism prevail here."