Melbourne developer Panviva sees exports surgeBy
August 2005 16:50 AEST Software
Melbourne ISV Panviva has begun notching up big wins accounting
for some 50 percent of its revenue in overseas markets such as North
America, the UK and Asia.
Effraim Herskovic, general manager of marketing and corporate at
Panviva, said the developer had landed its first overseas deal two
years ago -- a small contract with HP -- but export sales had
swelled to account for 50 percent of its turnover in the last six
"It's been growing steadily and probably really ramped up in the
last six months. It shot up from the low teens," Herskovic said.
Most of its sales were coming from the US and UK, he added.
He said Australian sales of its performance support software were
growing through its direct and indirect channel but the company
believed the bulk of its business would continue to come from
"Large multinationals are more able to [make] the investment," he
said. "But, that said, there's a strong case for mid-size
organisation and government as well, so we're starting to see takeup
Last month, Panviva and reseller Mincom won a contract to supply
its software to Canada's largest municipal electricity distributor,
Toronto Hydro, Panviva said in a statement.
Panviva 6 software would support up to 350 concurrent users at
the utility, which generated power for some 673,000 customers
representing 18 percent of the power generated in the Canadian state
of Ontario, the developer said.
The developer had also won a deal this week with heavy machinery
maker Caterpillar Asia. Caterpillar would use Panviva 6 to support
an SAP implementation in all its Asian manufacturing plants, Panviva
Caterpillar had also deployed Panviva across its global
dealership network to help its dealers tap into Caterpillar's
business systems, it said.
Herskovic said Panviva had been fighting Australian prejudice
against homegrown developers but actually had few competitors
"It's still a fairly niche market. There's still probably only
half a dozen companies that specialise in the area of performance
support. Most of our competitors are in the US and a couple are UK
companies," he said.
"Certainly, we're the only Australian performance support
Herskovic said Panviva's point of difference was it used a
reference model method instead of a system simulation approach. The
developer dealt a lot with structured documents whereas rivals
tended mainly to focus on creating a simulation of the systems, he
"The advantage there is if you're looking for a bit of
information, you can quite quickly drill down through a heavily
structured document or our system will automatically point you to
the correct document," Herskovic said.
Herskovic said Panviva had been around since 1996 as a
professional services company but had transformed into a software
company in 1999.