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Leading by listening: TechnologyOne

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TechnologyOne is now one of the biggest software companies ever to be born out of Australia, thanks to a healthy appetite for risks, and change embedded in its DNA. The enterprise software provider has seen 33 years of consistent growth, with an incredible customer retention rate: 99%.

Two generations of leadership: Ed Chung (l) and Adrian Di Marco (r)

When your software is so ubiquitous that it invisibly touches most aspects of Australian’s lives, you’re clearly doing something well. If you’ve ever checked your bin days, registered a cat or dog with a local council, gotten a parking fine, or been to university, you’ve probably used TechnologyOne products.

The Brisbane-founded, homegrown proudly Australian software company has grown to 1100 staff, with 400-450 developers in the Sunshine State alone. Founded by Adrian Di Marco, it now features six industry-led ERP solutions, that manage the end-to-end business processes for its key markets. That deep functionality has allowed it to outlast highly-specific niche startups that focus on one thing, and do it well. 

TechnologyOne contends that the fully integrated enterprise system gives its customers a single source of truth, common platform and consistent look and feel.

Across local government, government, education, health and community services, asset and project intensive industries and financial services and corporates, the company invests significant funds each year in R&D, allowing it to also compete with, and beat, global behemoths like Oracle. 

The company has a unique mantra that underpins its growth strategy: The Power of One. 

Through the Power of One, the company does not deal with resellers, external implementation partners, or any third parties. When purchasing TechnologyOne software, you will only deal with TechnologyOne staff. 

Taking full accountability and having a more direct relationship with the customer has allowed it to tweak and perfect its software over the years.

The numbers validate the strategy: TechnologyOne notes it has a 99% customer retention rate, and has been steadily growing over the past 33 years, with a burst of trend-defying growth for an established company. In 2019, it increased its statutory profit by 208% from the prior corresponding period. In the first half of 2020, it managed to grow the company in an economy contracting from COVID-19, while increasing its R&D spend by 8 per cent. 

The company moves at a fast pace, it is prepared to make decisions, test an iteration, and if it gets it wrong, it pivots until it gets it right. Instead of solely planning, it makes decisions and moves.

Since making the bold move to cloud-based Software as a Service (SaaS), the company has supercharged its growth, delivering Australia’s “most trusted SaaS solution” and giving its customers the benefits of cost savings, flexibility, massive economies of scale and hassle-free upgrades.

Building a culture of change among its employees, CEO Ed Chung tells newcomers, “We are going to pick you up and dust you off in the first 12 months, due to that fast rate of change. If you last 12 months, you will be here forever. 

“I have been here almost 15 years, and the trajectory we were on, started by Adrian, will continue beyond me. That growth, that excitement keeps us going.”

Employees also know they are part of a company seeking to leave a positive impact. The TechnologyOne Foundation, founded in 2016, has set a goal of freeing 500,000 children from poverty, institutionalising the act of giving within the corporation.

Impressively, the team has exported this dynamic of change and sustainable growth overseas, where it is building its business in the UK, with an eye to take on the US next.

Going global
As TechnologyOne expands globally, the plan is to become more focused, and niche. Staying true to its Power of One strategy, it means investing significantly to match the high-level of customer service offered in Australia.

When it first made the move into the UK, it attempted to conquer the six vertical markets it holds in Australia.

“Scaling a big enterprise solution, with six vertical markets, each spanning multiple products is hard. We made mistakes, localising our products and scaling our consulting business,” admits Chung.

“Now, we focus on one or two key vertical markets when moving to new geographic areas. By being solely focused on higher education or local government, the sales, support, and consulting team only needs to learn and specialise in these vertical markets.”

The approach is to identify high-profile customers, and offer the software for free at first in an early-adopter agreement. This allows it to learn the nuances and subtleties needed in different countries, markets, and regions.

Success in the UK is the company’s recipe for moving into the US, its next planned move.
Moreton Bay Council
North Brisbane’s Moreton Bay Regional Council had been using TechnologyOne OneCouncil ERP software for some 20+ years, beginning with its Financials and Supply Chain Management core products. The Council decided to move to SaaS, with the employees able to access the services anytime, anywhere. 

Chung explains, “Although they pay TechnologyOne more, through subscription fees, the money saved on data centres, racks, servers, operating systems, databases, people, power, really adds up.”

From a higher-level perspective, beyond the dollars saved, it allows employees to focus on business, as opposed to technology. The speed and agility of the business improves vastly when adding an additional product or module, taking 24 hours to deploy it via SaaS as opposed to the 24 months needed to deploy it on premise.

After switching its TechnologyOne products over to SaaS, Moreton Bay Regional Council then moved all of its software products, previously run by competitors, over to the TechnologyOne platform – implementing TechnologyOne’s end-to-end OneCouncil ERP solution.

It’s a clear-cut example of the benefit of strong, long-term relationships. It is the reason TechnologyOne leads ⁠— because it listens.
This piece is taken from our upcoming book, Australia's Nobel Laureates, Vol. III, celebrating Australian science and innovation. Taking a whole-of-economy healthcheck on Australia's innovation ecosystem, the book features words from industry, academia, and Government. 
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