Application lifecycle tool vendor Compuware needs a full office in New Zealand because a different “cultural understanding” is needed, explains Wellington-based senior account manager Thomas Wolff. You can’t sell and support by phone from Australia with an Australian “script”, he says.
Compuware has set up in Wellington, initially with three staff — two in sales and one in technical support — but plans to extend its staffing level and reach further in time.
The company, which counts the Bank of New Zealand and New Zealand Post among its clients, previously had one Auckland represenatative, who has left to pursue other opportunities.
“New Zealand is a different market”, says senior account manager Robin Hagen, “just like Western Australia; that’s like a different country.”
Compuware operated an office in Wellington from 1997 to 2001, says Compuware Australia/New Zealand regional sales manager Anthony Farr, but the downturn in the IT industry at the time force its closure “and we looked after our New Zealand customers from Australia”.
However, with the industry in recovery in recent years, “we felt the time was right to put full time people back”.