ASG and Cirrus win big in Canberra, IBM and Telstra lead

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ASG and Cirrus win big in Canberra, IBM and Telstra lead

Another quarter has come and gone so CRN has again sifted through the federal government’s procurement records to find which partners and vendors won big in Canberra.

We’ve already crunched the numbers for the entirety of federal contracts in 2018, as well as Q1 and Q2 2019, so this time we’re looking at the quarter spanning 1 July to 30 September 2019.

Our standard disclaimer: the results aren't necessarily definitive as AusTender doesn't publish every contract in a timely manner or use the same business name for each contract.

Nevertheless, we are confident that these figures will provide a useful depiction of the biggest winners in Canberra for Q3 2019.

We’re on the home stretch to Christmas, so let’s take a look at what was bought and sold in the all-important third quarter of 2019, starting with partners:

Partner Value of contract wins
Data#3 $176,543,556
ASG Group $54,399,277
Dimension Data $50,846,630
DXC $40,461,199
Fujitsu $33,505,286
Unisys $22,330,924
Cirrus $10,630,423
Dialog $10,394,376
DWS $8,440,161
Veritec $6,118,349
Datacom $5,539,459
Oakton $5,238,124
Greenbox $5,014,900
Canberra Data Centres $4,025,867
Forward IT $3,699,954
Ethan Group $3,196,693
Oobe $3,057,219
Acronym IT $2,265,430
NTT $2,228,903
ASI Solutions  $301,707

Plenty of familiar names head the list, with Data#3 taking the top spot thanks in part to its status as the sole Microsoft license reseller to the Australian government. It’s largest single deal was a $96 million Microsoft volume source agreement with the Digital Transformation Agency (DTA).

ASG made its first appearance on our list with a $54 million haul, the highlights being a pair of contracts with the Department of Finance for ‘ICT services’ worth $33.7 million and $19.9 million.

We’ve included NTT, Dimension Data and Oakton as separate entities as they’re listed on Austenders, though we know from 1 October, these all became one company. The government has begun processing less contracts under Dimension Data, which officially rebranded to NTT on 1 July, though it might take longer for the Oakton name to disappear, which officially changed to NTT on 1 October.

We’ve also included ASI Solution’s contract wins as a direct comparison to Forward IT, which ASI acquired this week. ASI was clear that the acquisition was made in order to gain a foothold into the Canberra market, and with these results it’s easy to see why. Forward IT won more than 10 times as much in contract wins than ASI, the biggest being a $2.6 million desktop hardware deal with the Department of Human Services.

Much like ASI, Cirrus Networks acquired Correct Communications in November 2017 specifically to win over more government clients. It looks as if the move has paid off, with Cirrus now established as one of the larger ICT suppliers to the federal government.

Another company that made CRN’s front page recently is Greenbox, which appears on our list thanks to a $5 million deal with the Department of Defence. Greenbox, an IT asset lifecycle management firm, announced in September that it had acquired its New Zealand counterpart Recytech.

Now onto the vendors:

Vendor  Value of contract wins
IBM $48,280,422
Oracle $42,849,779
Cisco $33,864,427
Lenovo $30,051,959
Dell $20,217,538
VMware $16,441,617
HPE $12,020,908
SAP $11,315,056
Microsoft $10,825,077
Micro Focus $9,912,809
HP Inc. $7,174,514
Encore IT $6,400,571
Symantec $5,507,339
Hitachi Data Systems/Vantara $5,353,728
Red Hat $4,290,630
Citrix $3,975,740
NetApp $2,309,511
Verizon $2,135,731
EMC $1,804,399
Salesforce  $1,299,562

Again, no major upsets here, with IBM beating out Oracle for the top spot thanks in part to a $27 million deal to supply its own software, hardware, services and cloud offerings to the DTA.

Last quarter’s No.2, Amazon Web Services, didn’t appear in available data this time around, but its public cloud nemesis Microsoft managed to crack $10 million in contracts, up from $5 million last quarter.

This time, we wanted to highlight the largest single deal, which went to Accenture worth $529 million. The deal is for national infrastructure services to support the My Health Record system. Accenture also bears mentioning as its inclusion on any of these lists would put it in the clear lead with a whopping total of $722,473,399. However, much like the 'Big Four' consultants, Accenture’s contract wins extend beyond ICT services, making it difficult to categorise.

Speaking of the Big Four, here’s the data for them:

Consultants Value of contract wins
Deloitte $24,706,010
EY $13,783,747
PWC $10,309,811
KPMG  $1,164,485

And here’s the list for telcos, which has fourth entrant this quarter in Macquarie Telecom, which picked up a $3 million dollar with the Bureau of Meteorology to supply a secure internet gateway.

Telco Value of contract wins
Telstra $69,385,385
Nextgen Networks $39,999,210
Optus $20,892,674
Macquarie Telecom $7,503,180
Vocus  $205,920

If there’s anything to gleam from our report, it’s that the secret to success in Canberra is changing your company name to something that starts with ‘D’.

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