IDL Launches Asia Pacific Compliance Program Providing IT
Vendors and Their Partners with New revenue Building
Sydney, 3 February 2005 – IDL, a world leader in providing channel programs for the IT
industry, has today launched its Asia Pacific Compliance Program offering IT vendors and their
channel partners a tailored regional go to market sales and training package aimed at
accelerating revenue and profitability growth in compliance and business efficiency related end
With C-level management in Australia set to deploy IT systems this year delivering business-
wide compliance against an increasing plethora of legislation, including the Basel II accord, the
Financial Transactions Reporting Act, the APRA Draft Standard on Business Continuity
Management, CLERP 9, The Health Records and Information Privacy Act (HRIP) and the newly
emerging RFID standard, the IDL Compliance Program arms vendors, systems integrators and
channel partners with the knowledge and expertise to deliver tailored compliance business
The IDL Compliance Program focuses on driving new sales by identifying compliance issues in
different vertical markets and then trains vendors and partners to formally engage with decision
makers, often external to the traditional IT department who have separate budgets for
compliance, thereby dramatically accelerating the business opportunity pipeline.
“There are significant changes in how IT investment is now made in enterprise and SME
markets worldwide, based upon the compelling end user need to effectively meet the increasing
number of compliance requirements while simultaneously meeting the needs for business
efficiency improvements. Compliance requirements have increased substantially due partly to
new concerns about security and information protection, and this has created a sense of
priority. IT investment is now a business sell,” said Neil MacArthur, CEO and Director of
“Compliance is the main priority and business efficiency is the next priority. End users are
applying these priorities in IT decision making, not sequentially but by trying to discover how
achieving compliance can simultaneously achieve improved business efficiency. For example,
meeting new regulatory standards for customers of personal information protection could
simultaneously support improvements in customer service or targeting if the project is viewed
under the conditions of compliance driven business efficiency rather than simply meeting the
compliance regulations,” he added.
IDL’s research has shown that compliance has become the number one financial priority for end
users opening up a pipeline of new business opportunity for the Australian IT channel. Indeed,
AMR Research has identified that US$5.8 billion will be spent this year alone by companies
becoming Sarbanes-Oxley compliant while Financial Insights has forecast investment of US$9.2
billion will be required for Basel II compliance between 2002-2006.
In addition, RFID compliance spending is set to boom. With the top suppliers of US retail giant,
Walmart, and the Department of Defence, set to spend, according to Yankee Group, US$515
million and US$3.8 billion, respectively on RFID technology and services, IT compliance
opportunity implementations for the Australian channel are crystal clear. In addition, according
to IDC*, the worldwide market for RFID-related consulting, implementation and managed
services is expected to grow by 47 percent this year, to US$239 million, and will reach
US$2 billion by 2008.
For the IT vendor, there are multiple benefits in implementing compliance driven business
efficiency solutions, including the generation of higher profits with compliance driven solutions
being highly repeatable, as well as stronger customer loyalty achieved by sustained relevance
to the top executive decision makers coupled with lower marketing costs as the targeted
investment is a known budget resulting in fewer leads to close.
“As legislative compliance with Sarbanes-Oxley, CLERP 9 and other government regulations
comes into effect, organisations will transition from studying and evaluating appropriate
solutions to implementing those that most accurately and cost-effectively protect the
organisation’s business-critical information assets,” said Carolyn Henley, Marketing Director
Asia Pacific, IDL.
“It becomes quickly apparent that the IT vendor must initially demonstrate a capability to engage
with relevant areas of compliance and provide valuable solutions, including security, recovery,
privacy, retention, auditing, traceability, administration, reporting and control,” she added.
The IDL Compliance Program includes a four stage approach, from Sales Enablement to
Partner Marketing Planning to Pipeline Generation and Sales Tools. It includes multiple options
to support partners in formally engaging compliance drives of new solutions business, including
provision for compliance collateral, webinars, planning workshops, packaged demand
generation projects and training events which are offered either as a complete program or
Originally established in 1986 in the UK and with offices in the US, IDL today works with many
of the world’s leading IT vendors and systems integrators, including Accenture, Avnet, BEA,
Bearing Point, Cisco Systems, Hewlett Packard, IBM, RSA Security, and SAS Institute.
IDL is a world leader in channel programs for the IT industry. The company was established in
1986 and today delivers packaged programs for vendors, distributors, resellers and partners
enabling organisations to fast-track the development of profitable new business through
Repeatable Solutions Sales™.
IDL’s packaged channel programs including a four stage approach, from Sales Enablement and
Partner Marketing Planning to Pipeline Generation and Sales Tools.
IDL customers include Avnet, BEA, Cable and Wireless, Cisco Systems, Dimension Data,
Documentum, Hewlett Packard, IBM, Ingram, Real Solutions, and RSA Security.
For more information please contact:
Tel: 02 9901 4235
* Worldwide and U.S. RFID Services Competitive Analysis and Leadership Study, 2004: Disruptive
Technology in Waiting and Why the Value Service Chain Matters, IDC