21st June, 2002

meet david gillard, ceo softsols (asia/pacific)

Profile:

The role involves the recruitment, training and support of Application Implementation Partners and Dealers who have the necessary interest and enthusiasm to represent our solution in the marketplace. The task of recruitment has been helped by the presence of iOM, a long term partner in the region who are present in most Asia Pacific countries.

Other support has been given by Progress Software regional representatives. After that it is essentially contacts who approach us either through the Internet or directly. The job is primarily a support role to the AIP's and Dealers. This support can be marketing, such as literature, exhibitions and seminars; it can be sales, such as preparing responses and proposals, pre-sales demonstrations and resolving pricing at negotiation stage; or it can be product, such as answering the "how does IMPACTxp do ..." question or referring problems and suggestions back to Soft Solutions, the developers of IMPACTxp.

The essence of the job is communication. It is important to ensure people know you are interested in what they are doing. A major element of the job is travelling. There is nothing like being there to find out what is going on. It also confirms that we as a group are interested in the client.

As part of the role I am also trying to identify new opportunities within the region. There are a great number of software applications and services that are generated in the region that may well complement the solution we provide. This also highlights the fact that there are regional differences in the way business is done. It is these regional influences that I must communicate to the Group to ensure that they are understood and incorporated within the solution.

The Asia/Pacific region is about to regenerate. I hope that we are now in a position to benefit from the increasing economic activity. I know from a personal point of view the people I meet through this role are terrific, and the experiences - I could bore you to death for a week!

Email David: ssap@impactxp.com