SPECIAL FOCUS - Integr8 Group

specialfocusan independent report _ AUGUST 2008GOINGPLACES:Why Integr8's businesskeeps growing

ainstormJust think.Special FocusEDITORMia Andric (mia@itweb.co.za)Editorial departmentbrainstorm EDITORPUBLISHEREDITORIAL DIRECTORContributing journalistsSUB-EDITORPRODUCTION MANAGERSTRAFFIC CONTROLLERArt DepartmentDESIGNPhotographySales DepartmentSales directorBUSINESS DEVELOPMENTDIRECTORSales executiveSUBSCRIPTION MANAGERTECHNICAL DESK ANDSECURE PAYMENTSGraeme Scala(graeme@itweb.co.za)Jovan RegasekRanka JovanovicCarel Alberts, Patrick Heske, DonovanJackson, Candice Jones, Graeme Scala,Iain Scott, Sipho Memela, RichardMorgan, Samantha PerryPatricia CzakanCindy-Lee MinnaarCharmaine Smitwww.infiltratemedia.co.zaSuzanne CantaleRobert Mace (rmace@itweb.co.za)Caryn Berman (caryn@itweb.co.za)natalie BarkerCarrie-Anne Roberson(carrie@itweb.co.za)Sinisa Jovanovic(payments@itweb.co.za)PUBLISHED BYITWeb Limitedhttp://www.itweb.co.za/328 Rivonia BoulevardRivonia, 2128PO Box 2785, Rivonia, 2128Tel: +27 (011) 807-3294Fax: +27 (011) 807-2020Web:http://brainstorm.itweb.co.za/Editorialbrainstorm@itweb.co.zaSubscriptionsbrainstorm-subs@itweb.co.zaAdvertisingbrainstorm-sales@itweb.co.zaLetters to the editor brainstorm-letters@itweb.co.zaSCANNINGSchweet Lemon ReproRepro AND PrintingCTPISSN 1680-1555Integr8 IT may have begun life as a small start-up, but in lessthan a decade, the company has achieved unmatched successes.These successes, and the resultant growth, have seenthe company branching out into different business sectors.Now an integral part of the Integr8 Group, Integr8 IT has builton its knowledge and customer base to create a number ofcompanies that provide fax, telecoms, rental and network servicesto new and existing customers both in South Africa andworldwide. With a global client base including companies likeToyota, Volvo, Goldfields and American Express, it’s easy tounderstand why Integr8’s success has resulted in not only theformation of a number of new companies, but movement intonew countries too. In addition to its South African offices, theIntegr8 Group is now represented across Africa, the USA andparts of Europe. Integr8’s success lies not merely in its abilityto provide the services and products demanded by customers,but in its focus on and growth of its people. With a progressiveBEE policy and a focus on creating an enticing workplace,Integr8 has ensured that its people are fulfilled and that its staffremain at the company for many years – a rarity in an industrywhere staff turnover is notoriously common.With all of these things in place, the logical next step for thebusiness would be to tap into the government sector. With itssound BEE policies, its skills, and its expertise, Integr8 is ideallyplaced to provide government with tailor-made solutions – andto grow even further.Mia AndricEditorCopyright © 2008 by ITWeb Limited. All rights reserved. No part of thispublication may be reproduced or distributed in any form or by any means,or stored in a database or retrieval system, without the prior writtenpermission of the publisher.Opinions expressed in this publication are notnecessarily those of the editors, publisher, or advertisers.and otherretail outletsAUGUST 2008 - 1

4Keeping it real By Samantha PerryFounded in 2001 by Rob Sussman and Lance Fanaroff, Integr8IT (Pty) Ltd. is associated to the Integr8 Group, the 400+person-strong organisation with a global client base.8Success down to structure By Graeme ScalaThe company is owned 100 percent by people who work withinit. There are no outside shareholders or passive investors.Integr8 IT has come a long way in a relatively short time.10Driving online growth By Richard MorganIntegr8 IS has grabbed international market attention withits Software as a Service and Web 2.0 applications.12Sticking to the fax By Carel AlbertsIntegr8 FAX’s FaxM8 service throws the humble fax a life-lineby offering a corporate-grade, free fax-to-e-mail service withzero installation, subscription, training and support cost.14Putting the C into ICT By Donovan JacksonIntegr8 Telecoms positions for long-termprosperity with its telecoms company.16“Each monththere is a substantialcompoundedincrease.”Why own ICT? By Patrick HeskeIn only three years, Integr8 Rental has positioned itself as aleader in the technology and office asset rental market.conRay Schur, Chief Financial OfficertenTs2

18Bolstering group achievements By Carel AlbertsAfter nine years of strong growth and award-winning success,the Integr8 Group has built up and branded a R300 million selectproperty portfolio, which supports its operations and adds a strongasset base to the strategic group focus on annuity revenue.20Work or play? By Candice JonesWhile Integr8 IT may be deadly serious about work, its personnelare also given a relaxed and fun environment to visit each day.22Tighter controls boost profits By Iain ScottIn introducing regular reporting and tight controlover expenditure, coupled with increased marketshare, Integr8 Group has boosted its profits.24Heading north By Patrick HeskeAfrica is a continent with unbelievable ICT prospects, says Integr8 IT.26Close to the heart By Sipho MemelaFor Integr8 IT, BEE is not only something tocomply with, but rather a way of life.28Staying connected By Richard MorganIntegr8 plays a vital role in making sure that the FidelitySecurity Group’s user group remains connected.30The value of optimisation By Donovan JacksonIntegr8 IT upgrades Gold Fields Ghana32At a glanceIntegr8 IT - special focusAUGUST 2008 - 3

OVERVIEWkeepingit real“Each monththere is a substantialcompoundedincrease.”Founded in 2001 by Rob Sussman and Lance Fanaroff,Integr8 IT (Pty) Ltd. is associated with the Integr8 Group, the400+ person-strong organisation with a global client base.Ray Schur, Chief Financial OfficerRobert Sussman and Lance Fanaroff, joint-CEOs4

Starting with a mere R300 000 in start-up capital, investedby joint-CEOs Rob Sussman and Lance Fanaroff, The Integr8Group houses Integr8 IT, which is today the largest BEE, privatelyowned, ICT infrastructure management company inAfrica. “The company was formed in 2001 by Lance and myself,”says Sussman. “We very rapidly found co-partners JanRoux (technical director), Bennie Strydom (sales director)and Tami Milwidsky (now Sussman, regional director).”the pain and wins on the client sites,” he says. “It allows us to manageall our client sites from a central place. We could have put itanywhere in the world but we decided to put it in Africa. We are a100 percent African owned and run, so although we provide servicesaround the world, we have our roots firmly on African soil.”The Integr8 Group is headquartered in South Africa and has apresence in the US and UK. It uses these offices to provide servicesfrom Africa.WORDS Samantha PerryThese entrepreneurs formed Integr8 IT (Pty) Ltd., a company “very richin skill and integrity and the delivery aspect around ICT infrastructure andmanaged services,” says Sussman. “We sat down in early 2001 to write alist of what we had, clients, financing and so on, and we had nothing. Butwe went out and did it, and picked up some very good minds.”He adds that they got into the market when everyone else was gettingout, post-Y2k. “The listed companies were taking a hammering,the bubble had burst,” Sussman notes. “We founded the business withour own funds, and the company has continued to use its own fundsto grow. It doesn’t have, and has never had, any debt and it hasn’t, andnever has, used an overdraft facility. Our growth has been 100 percentorganic,” he says.Zero to groupSussman says the company rapidly built a strong customer profile.“The market liked the view we had and what we did and sawus as a young innovation house with the ability to execute. Welanded strong national and multinational brands early on.”Integr8 IT’s main focus was then, and remains today, the design,implementation and, most importanty, the management of ICTinfrastructure, in addition to its managed services offering. Thisinvolves managing an organisation’s underlying architecture andprovides Integr8 IT with a healthy, annuity-based revenue stream.“We had small, medium and large clients in the beginning,” saysSussman, “but that’s changed. We’ve realised that we are only ableto work with companies that are serious about investing in ICTin order to make a difference to their business. In the early daysit wasn’t about the reactive model but about roadmaps, wherethe client’s business wanted to go and how to use technology toget there. We’ve always been able to understand business. We’rebusiness people in the IT world, not the other way around.”Neural hubOne of Integr8 IT’s underlying assets is its Nerve Centre. Sussman saysIntegr8 IT built the first ever Nerve Centre on the African continent.Running 24/7, it comprises a knowledge centre, connecting Integr8 IT toall of its clients and includes a call centre, support services, on-demandsupport and remote monitoring capabilities, to name but a few.“It lets us connect to our clients and acts as the digital nervoussystem, with our clients being the nerve endings. It lets us feelBrains trustPeople, Sussman states, areIntegr8 Groups’ most importantasset. “We have over 400 full-time,highly educated, professional andskilled people who understandICT from beginning to end.”The company’s culture iscritical, Sussman adds, and wheninterviewing new candidates,they are carefully assessed toensure they will fit in. “What we“We wantto be theInvestecof the ICTindustry.”Lance Fanarofflook for, and our success is based on this, is people who can do verywell within a short time frame. We look for a young mindset, whichoften but not always comes in a young body, entrepreneurs who cangrow a business within the business, their ability to innovate, and, mostimportantly, passion for the brand. They must love what they do.“We’ve created a great environment too,” he says, notingthe filter coffee that is available to all staff in all of Integr8Groups’ offices. “It’s the small things that make a difference.People won’t leave family in a hurry but they will leave a businessquickly, so we’ve created a family environment.”That said, Sussman says everyone is “deadly serious about work.It’s about retaining the best minds in the industry, so it’s a funenvironment, but we are deadly serious about hard work.”Branching out from IT to GroupSussman says the group has had opportunities to branch intoother IT verticals over the years. Taking advantage of some ofthese has seen the company grow to the size it is today. The Integr8Group has affiliated with it: Integr8 IT, Integr8 Telecoms,Integr8 Fax, Integr8 IS, Integr8 Rental and Integr8 Property.Intregr8 IT (Pty) Ltd. is the original business, Integr8 Telecoms(Pty) Ltd. was set up to take advantage of telecommunicationsconvergence. Integr8 IS (Pty) Ltd. was originally known as 2Pi (Pty)Ltd. and founded as a development house focusing on SaaS andWeb 2.0 hosted services. Integr8 Fax (Pty) Ltd. was a companyoriginally termed Binary Transmssions (Pty) Ltd., which owns andoperates a global platform for fax to mail services. Integr8 Rental(Pty) Ltd. used to be Arengo (Pty) Ltd., and was born out of theIntegr8 IT - special focusAUGUST 2008 - 5

FINANCIALclients’ requirements to rent or finance, not purchase IT assets.All except Integr8 Property are Pty Ltds in their own right. Integr8Property, says Sussman, manages all of the group’s property in SouthAfrica and is a holding brand for six additional property-owning entities.Says Fanaroff: “Every entity feeds off the other. So if, for example,we get a new fax client, once they’re entrenched, theycan benefit from other relevant services from within the group.We have a deliberate strategy to keep all entities completelyseparate. This way we are able to conclude unique transactionsthat are applicable to a single entity and line of business.“We’re businesspeople in the IT world.”Robert SussmanSussman says Integr8 is considering listing one of its entities inthe near future. “The market is split into listed and unlisted businesses,”he says, “and this will take us across to the listed side. We’reat the top of our game, so the question is do we retain our positionor move across and become one of the listed ICT giants? Beforethen we aim to control as much premium client market share aswe can. We’re in a position where we are lucky enough to be ableto choose which clients to deal with, and ensure that the client isthe right profile. This isn’t a matter of size or spend, but a mindsetof being serious about what ICT can do for the business.”Going upSussman says it takes a lot of physical and mental work toget it right, and “you take your beatings. But we like to learnfrom those so that we don’t take the same beating twice.”“We want to be the Investec of the ICT industry,” adds Fanaroff.“Going forward, we don’t want to be viewed as the biggest butrather as the best at what we do. We’re lucky in that many of thebigger groups outsource to us. A lot of our growth has comefrom the faith these groups have in us in that we’re not bigenough to be a threat to them but we are of use to them.”“We’ve often been asked what our intention is long-term,” says Sussman,“and our advisors have indicated that the company is perfectlypositioned for a main board listing. That said, a lot of businesses likeours never become powerhouses because they sell too soon. Anotherreason not to sell is that even if we did, I’d use the proceedsof the sale to go out and invest in a business just like this one.”6

overviewJan Roux, Integr8 IT technical directorBen Strydom, Integr8 IT sales directorSuccessdown tostructureThe company is owned 100percent by people whowork within“Eachit.monthThere are nooutsidethereshareholdersis a substantialcom-orpassive investors. Integr8 ITpoundedhas come a long way in aincrease.”relatively short time.Ray Schur, Chief Financial OfficerAside from the healthy financialposition Integr8 IT finds itselfin, the company has had bettermonth-to-month revenue growthin the last nine months than everbefore. What does it attributethis success to when manycompetitors in ICT are flailing inthe economic winds of change?Integr8 IT sales directorBennie Strydom says thebiggest influence from arevenue perspective is thatthe company employs some of the best people in the industry.“They’re the best at what they do and are well equipped todeliver greater efficiency and innovation to customers – andthe directors of the business are even more actively involvedin the overall operation, looking at things like profitability,managing budgets and adjusting targets as required.”Interestingly, he adds that Integr8 IT has yet to make a single coldcallto any customer in almost nine years of operation. This underscoresthe importance placed on customer and partner referrals.“We’ve also streamlined our processes, the ripple effectof which is that we’re able to run a tighter shop. For thefirst eight years of trading, there were only five people runningthe business. Now we are over 400 people, so in our earlydays it was difficult to efficiently manage the business.”WORDS graeme scalaMiddle managementThe result is that Integr8 IT introduced an executive managementteam (exco) made up of the five directors and shareholders, and whatStrydom calls a divco, a regional divisional management team. “Byhaving a mid-level managing the company and staff, it has becomeeasier for everyone to focus on their respective areas. Now we havepeople and processes and have formalised the structure within the8

Tami Sussman, Integr8 IT regional directorcompany,” he adds. “Plus, we have a focused HR department [seesidebar] that ensures our people remain happy. If they’re happy,they’ll stay with the company to ensure that we remain profitable. Wepay our people above market related salaries, which means that whenthey decide to leave, it’s not for more money. Having said that, thisreason, together with a passion and prestige associated with workingat Integr8 IT, is probably why our personnel turnover is so low.”Jan Roux, technical director at Integr8 IT, points to the company’slaser focus on infrastructure. “Within the infrastructurebusiness, our model is to concentrate on one or two products.When people call us, they know they’ll get expert advice; we’renot a jack of all trades,” he stresses. “As soon as we feel somethingis diluting our focus, we split it off into another company – andthat’s where you get the Integr8 Group structure. If there’s onegolden thread that runs through all the companies, it’s our focus.”From a sales perspective, Strydom points out that he has oneof the best sales teams he could have hoped for. “These guys aremanaging our clients’ expectations across the company’s multipleoffices, ensuring that clients are visited and serviced as required.”Another key contributor to the success of Integr8 IT has been itsvendor partnerships with the likes of Microsoft, HP and Cisco. Thisis tightly integrated with Integr8 IT’s managed services offering.Based on the way the market is changing, skills are becoming thinon the ground and more expensive. Due to this shortage, the priceof skills has naturally escalated; it’s a simple supply and demand scenario.Integr8 IT is innovative in supply of infrastructure as a serviceas opposed to what is commonly called “body-shopping”. This meansthat operational ICT support can be managed from a consolidatedand centralised Nerve Centre, with guarantees (such as SLAs) providedto customers based on specific outcomes and requirements.Global expansionIntegr8 IT is on a steady drive to expand its international businessventures. Started in July, the company is moving aggressively intoGhana, Nigeria, Botswana, the UK, Dubai, Saudi Arabia, Hong Kongand Australia. It’s looking for new business opportunities and growinginternational revenue streams, says Strydom. He admits that althoughgreater competition exists outside of South Africa, he is confidenthis company can replicate its services on the global playing field.“If we can achieve this, we could be very successful because servicein those countries is very different to what we’re accustomed tolocally. For example, there are not a lot of companies in the UK that“You havethe JSElistedICTcompaniesand theprivatelyowned ICTcompanies.We are thelargest interms ofnumbersand marketshare inthe privatelyownedspace.”have the underlying innovationthat we have. And we are, therefore,seeing great return and afurther massive opportunity.”Industry sectors thatIntegr8 IT is actively workingon include the financial andbanking markets, as well asmining – the company is alsofocusing its attention on themanufacturing sector, propertyand government, to a degree.“Government contracts areproving lucrative. Our BEE ratingis right, but we don’t haveanyone right now to focus onthat business. If we focus on thegovernment space and replicateour success in the private sector,we’ll catapult ourselves furtherinto an unrivalled position.”Should be somethingworth keeping an eye on.Personnel & skills retentionSkills and people remain a major challenge for businesses of all sizes. Integr8 IT seems to have the right formula.Regional director Tami Sussman says Integr8 IT has very low staff turnover (four to five percent) forone simple reason: keeping its personnel happy and incentivised. She says the primary reason forpersonnel retention is that Integr8 IT offers a flat management structure and an open-door policy.“Our entire environment is open plan and we ensure that our office, work spaces and‘chill areas’ are comfortable and equipped for staff. A key factor within the HR functionof the business is to ensure the work environment is a happy place to be.”This is done through an initiative that offers monthly wellness programmes (health,financial advice, guidance, eye tests, vital signs testing), training from externaland internal resources, regular social events and welfare programmes.“Barking orders is out. Instead, innovation and leadership have replaced the ivory towerconcept. It’s common for personnel to have food delivered to their desks to encourage theblur between work and social interaction. Although the personnel are relaxed and playhard, we are deadly serious about our work. Success and achievement is constantly encouragedand rewarded via internal promotions, bonuses and other financial incentives.”Integr8 IT - special focusAUGUST 2008 - 9

integr8 isDrivingonlinegrowthWORDS richard morganIntegr8 IS has grabbedinternational marketattention with itsSoftware as a Service andWeb 2.0 applications.Integr8 IS was established several years ago to extend additionalservice offerings to the strong Integr8 IT client base. “Integr8IS provides software solutions and development focusedon core Microsoft technologies such as SQL Server, SharePoint,and .Net to our clients who are predominantly in the financial“Each monththere is a substantialcompoundedincrease.”services sector,” says Deon Robertson, CEO of Integr8 IS.The company’s product offering includes the net.1 online enterprisebusiness solution, online survey management, MicrosoftOffice SharePoint Server solutions, and SMS and mobile aggregationservices. The net.1 online enterprise business solution consistsof several modules that lets users maintain control of their business,irrespective of where they are. The control panel centralises allbaseline information such as customer, supplier, project, and userdata. Additionally, it supports user-defined workflow and collaboration.Modules include expense management, timesheet management,purchase order management, and task management.Ray Schur, Chief Financial Officer“The Online Survey Manager enables users to create customisedsurveys within a few minutes. Simply type in the questions andsub-questions, create lists of available answers as single or multiselections,save, and you are good to go. Additional features includethe managing of mailing lists, a statistics dashboard that aggregatesall relevant information, and reporting feedback,” explains Robertson.The Microsoft SharePoint Server solution lets people easily create andmanage a range of content through dynamic websites. It allows users toshare, disseminate, and keep track of this content without the restrictionsof a traditional paper-based environment. Integr8 IS specialises inplanning, implementing, and customising SharePoint-based systems.Robertson says that the Integr8 IS SMS Gateway is an internationalpublic gateway developed by the company in response tothe increasing demand for instant notification. “Messages sent viathe gateway to any mobile number in the world are guaranteed asub-eight second delivery. The gateway facilitates user configurationoptions to provide e-mail-based delivery receipts and SMSreplies,” he says. Integr8 IS also offers an online webSend facility thatcan be hosted allowing a company to create and manage subaccounts,and set monthly limits by department or individual user.GrowthHowever, the company is not stopping there. These products arepart of a core offering that Integr8 IS will continue to expand on, asMicrosoft Core Competencies awardedIntegr8 IS encourages its Microsoftcertified specialists and engineers toobtain and continually update theirMicrosoft certifications. This has seenthe company being awarded a numberof Microsoft Core Competencies.Development Solutions CompetencyThe Custom Development Solutionscompetency is reserved for partners with atleast three specialisations, proven to deliverfocused customer value using the MicrosoftVisual Studio 2005 development platform.Web Development SpecialisationThe Microsoft partner has proven Webenableddeployment solutions requiredin organisations that wish to operate andtransact through the internet using VisualStudio, ASP.NET, IIS, Windows Server 2003,and SQL Server.Business Process and IntegrationSolutions CompetencyThe solutions partner has helpedorganisations build integrated, interoperable,modularised, extensible, and securee-business solutions with high levels ofreliability and availability that connectinformation, systems, people, and processes.Microsoft BizTalk Server and Microsoft HostIntegration Server on Windows Server 2003form the backbone of a growing number ofintegration and business process solutions.10

the need arises. “We have plans to continue growing our financialservices solutions offering with respect to the core products alreadymentioned, as well as putting effort into further developing ourexpertise and increasing value for our clients,” Robertson says.He adds that the long-term strategy for the company is tocontinue to grow a quality client base on both a national andan international scale. With existing customers including FidelitySecurity Services, acsis Ltd., Sizwe, Blue Financial Services, FifthQuadrant, JTI, Brait, Goldfields, Mondi and Verizon, this foundationwill provide a substantial point of reference for future clients.Because Integr8 IS focuses on using its expertise and partneringwith clients, the company is in a unique position to understand theirbusiness in order to provide solutions that work for them. Robertsonexplains that this is key to the continued growth of the company. “Ourexperience and know-how are better employed if we fully understandPreserv8Preserv8 is a full managed software as a service Web 2.0 e-mail archiving and compliance solutionrecently developed by Integr8 IS. It is deployed to a global network of data centres to provideusers with an instant disaster recovery strategy with no capital outlay.The e-mail of a company is routed through the solutions, sanitised, and archived before beingrouted and delivered directly to the various mail servers of an organisation.the client’s business,” he explains. “It is through our partnerships withour clients that we can reach that level of awareness and providethem with the right solution and better value for their business.”“We are continuallydeveloping our expertiseand broadening thequality of our client baseon local and internationalfronts.”Deon Robertson, CEO of Integr8 ISAdditionally, the solution remotely synchronises Active Directory users, mailboxes, and groupsto reduce the administrative overhead associated with those tasks. Organisational policies, suchas content restrictions, can be configured and enforced using Active Directory groups.Account activation is virtually immediate and Web-based administration facilitates completevisibility. Preserv8 also provides business continuity via a Webmail interface should the customermail infrastructure fail or experience any downtime.Integr8 IT - special focusAUGUST 2008 - 11

Integr8 FAXStickingto thefaxIntegr8 FAX’sFaxM8 servicethrows thehumble faxa life-line byoffering acorporategrade,free faxto-e-mailservicewith zeroinstallation,subscription,training andsupport cost.WORDS Carel AlbertsFax-to-e-mail (and back again) allows for thesending and receiving of faxes as e-mail attachments.This technology has become an increasingly popularoffice communications method, for obvious reasons.For starters, it integrates an old-schoolcommunications channel (fax) into a futureproofone (e-mail), giving it a new lease on lifeand broadening the accessibility of businesscommunication. In a country undergoingwholesale upliftment of previously disadvantagedbusinesses, your trading partners may well rely onthe humble fax; lowering the barriers for them todeal with you can only benefit your transformationscore and enrich your trading ecosystem.It is also hugely convenient and cost-effective. Withinternet everywhere you care to look these days – atwork, at home and on the run almost anywhere inthe world – e-mail follows you wherever you are,on your Blackberry, smartphone or laptop. Lastly,you contribute to another very important cause.While fax-to-e-mail doesn’t herald the dawn of thepaperless office just yet, it is one answer to the callfor green IT, which is getting louder every day.It makes sense, then, that the Integr8 Groupincorporated a company dealing exclusively with thistechnology into its portfolio of IT-associated businesses.Integr8 Fax ensures that its, and the Integr8 Group’s,clients have access to the best possible solutions.Cost benefitIntegr8 Fax’s FaxM8 service is one of thesevitally important “green” facilities, launched inMay 2007 in a bid to improve the efficiencyof office communications. CEO Walter Bredellsays the service is free to use when receivingfaxes, but attracts a fee when sending.“Receiving FaxM8 faxes as e-mail attachmentsdoesn’t cost a cent – no setup, no monthlysubscription, no installation cost, and no training orsupport costs. FaxM8 is freely available to anyonewith an e-mail address, by application to support@integr8fax.com. It will remain free, and there is nolimit to the number and size of faxes received.”Walter Bredell, CEO, Integr8 FaxThe service is licensed with Telkom, which offersIntegr8 FAX a rebate on calls placed to 086 numbers.Bredell says this revenue is enough to allow thecompany to offer free receipt of faxes, while stilloffering a corporate-grade service. Rates for sendingfaxes are lower than normal fax-sending rates.Fax as a serviceWith much experience in offering IT as a servicethrough its Nerve Centre, an intelligent data centreand communications backbone, Integr8 Fax serversare hosted in a highly scaled, secure and powerprotectedenvironment, offering a fast, reliableand secure service. Faxes sent to a 086 numberpass through the fax server, are converted to animage file (TIFF) or non-editable .pdf, and routedto the e-mail client of the 086 number holder.Faxes are sent from e-mail in the same way inreverse – as an e-mail attachment in a numberof popular formats, converted by an off-sitefax server, and routed to any fax number, 086-prefixed or otherwise. Bredell says conversionfrom attachment to fax, and back to attachment, isdone up to 70 percent faster than the ponderousfax-receiving or -sending process of old. The 086number can be faxed from anywhere in the world,by simply prefixing the (0)86 number with 27.There’s a kind of touching justice in allowing anold technology a re-entry into a brave new world.As it is, Africa cannot afford to chuck out too muchof the old while getting on with the new. So for thesake of business efficiency and support of a socialand green cause, it makes sense to join the new faxrevolution: No more klunky, on-premise hardware,no more get up and wait, no more away-from-myfaxdelays, and a whole new vista of trade partners. B12

Integr8 TelecomsPuttingthe Cinto ICTIntegr8 Telecoms positionsfor long-term prosperitywith its telecoms company.WORDS Donovan Jacksonand deliver last-mile connectivityover whatever technology theychoose, this market is going crazy.There is massive opportunity;those companies that have theability to provide the telecoms aspect in conjunction with ITinfrastructure solutions are able to provide their customers with acompelling value proposition that meets all their needs,” he says.Pointing out that IT and communications are no longerdisparate, he notes that the industry at large has been seekingIt’s not just the old parastatal boys and the like fromthe telecommunication business who are lookingat tapping into the new opportunities presentedby the deregulation of the telecommunicationsindustry. Companies like Integr8 Telecoms, whichcame from nowhere and was born out of Intergr8 IT,at the turn of the millennium looked to bolster theirofferings to clients to provide a complete solutionset which encompasses both the IT and the C.This, confirms Michael Vorster, head of telecomsat Integr8 Telecoms, is a reflection of the realityof convergence. “As a growing company with asolid foundation of clients and services in the ITenvironment, adding telecommunications is asensible step for the Integr8 Group,” he says.More than that, it also secures the medium- tolong-term future of a company that has grownsteadily from its inception and intends to build onits blue-chip client base and present trajectory tobecome the country’s preferred ICT solution provider.Vorster points out that in the present environmentin this country, where deregulation is finally takinghold, telecoms is exploding. “With new licences beingawarded, which enable holders to self-provisionto present combined services to market. “This is evident in, forexample, the efforts noted in the local industry with the telco’sattempt to absorb local IT companies and skills. There is adefinite understanding that without the telecoms component,it is not possible to handle the needs of enterprise clients.”That said, Vorster points out that it is not only the largercustomers that are demanding complete ICT solutions.“Right down to the SME, there is demand for ICT solutionsthat lower operating costs. This is perhaps more relevantnow than ever before where tightening economic conditionsare putting pressure on companies to control costs as atactical measure to improve profitability,” he explains.A full range of solutionsWith Integr8 Telecoms (PTY) Ltd company being added tothe fold, Vorster says offerings are focused around completetelecommunication services and solutions. These includeinnovative services right down to the standard incumbentofferings of Premicells, least cost routing, voice over IP andPABX management. “The primary area of value creation isthat we can reduce telephony costs by up to 45 percent.That’s a big saving that speaks for itself,” he says.Backhaul connectivity, he says, is carried on Transtel’s fibrenetwork or Neotel’s Metro Ethernet. Through various licences14

and joint ventures, Vorster explains that Integr8 Telecoms is ableto offer a full range of telecoms service to its clients, includinglast-mile connectivity. “Essentially, our agreements take careof our licensing obligations. We are free to deliver connectivityto our clients over the technology that is best suited, mostconvenient or most appropriate, whether that is WiMAX, fibre orOFDM – and without using Telkom’s infrastructure at any point.”He adds that interconnect agreements are alreadyin place with Vodacom, Cell C, Telkom and MTN.With the successful launch of Integr8 Telecoms into theIntegr8 Group stable, Vorster says it is also researchingniche products for introduction into the African market. “Forexample, we have identified a product that makes personalcellphones integrate 100 percent with the PABX, so thereis no need for a different device when a worker comes intothe office. With built-in WiFi, making or receiving calls in theoffice on the cellphone doesn’t touch the GSM network – itis all VOIP for low cost and full PABX functionality,” he says.VoIP: From hype to demandIn addition, Vorster says the telecoms division is very busy withthe existing Integr8IT client base, which he says is perfectlypositioned to take advantage of LCR and VOIP solutions.“There is no question that VOIP is a big story right now. It hasgone from a much-hyped technology to a solution that can anddoes deliver the voice connectivity that every company, largeor small, depends upon. And it does so with the levels of qualityand reliability associated with traditional telephone networks.”He adds that while its corporate clients are clearly benefitingfrom VOIP solutions, there is also growing demand fromSMEs that are seeking to reduce their communicationscosts. “We also offer PABX supply, service and maintenance.In effect, with the addition of the Integr8 Telecomsbusiness, we are geared to provide ICT infrastructure.” BMichael Vorster, head of telecoms at Integr8 Telecoms“There is anunderstandingthat withouttelecoms, itisn’t possibleto handlethe needs ofenterpriseclients.”Integr8 IT - special focusAUGUST 2008 - 15

entalWhyownICT?In only threeyears, Integr8Rental haspositioneditself as aleader in thetechnologyand officeasset rentalmarket.Outright information and communicationtechnology and office equipment purchasing isbecoming the exception rather than the rule in currentvolatile market conditions. Neal Fanaroff, CEO of Integr8Rental, says that, with the current market conditions,some companies might find themselves in financialdifficulties in the next year to 18 months, and areincreasingly looking to renting equipment to mitigaterisk and reduce their spending going into the future.“Companies – even though they are financiallysolvent – are going to try to limit their cash flowoutflows and rent as apposed to purchase, especiallywith the likes of core assets such as ICT equipment,which as far as their balance sheet is concerned, has novalue,” he says. “Where in the past companies made useof overdraft facilities or cash in the bank, particularlythose who sell on credit, they are now looking atrental options in an increasingly uncertain market.”Additionally, he says that companies are finding itincreasingly challenging to keep up with the fasterpace of technology advancements as informationtechnology hardware manufacturers and softwaredevelopers continuously introduce new and betterequipment to make companies more productive.This has, however, resulted in much shortertechnology lifecycles and companies want morebang for their buck when going the rental route.Separate from the restTo address this need, Integr8 Rental was started threeyears ago to cater for Integr8 IT’s clients that looked forfinanced purchases as opposed to laying out cash forthem. The business quickly expanded and, accordingto Fanaroff, he was approached by Integr8 Group16

Neal Fanaroff, CEO of Integr8 Rental“Each month thereis a substantialcompoundedincrease.”the equipment at the end of life. “At the end of acontract, depending on the deal, customers caneither return the equipment, or sign a new rentalperiod for any given time at a reduced rate, or theycan buy the goods at a reduced price,” he says.WORDS Patrick Heskejoint-CEO Rob Sussman at the beginning of 2007 tospin off the company as a separate entity to Integr8 IT.“The Integr8 Group has several differentoperating entities and all of them are run as totallyindependent companies even though we havecommon shareholders,” Fanaroff explains. “Wehave been growing the business at a pretty rapidbut sustained rate, although we are still in a newphase of development. We have also diversified ourofferings to various different areas of the office, suchas office furniture and health equipment,” he says.Integr8 Rental’s customers today include manyJSE-listed company and multinationals. Fanaroffbelieves that Integr8 Rental has certain advantagesand competitive edges over the rest of the assetrental market, but with that, also disadvantages.“One advantage that we do have is being associatedto the Integr8 Group; we are aligned to Integr8 IT, whois a major player in the ICT industry. Through the wholeIntegr8 Group, our procurement costs are a lot lowerthan our competitors. This means we can do deals athigher implied interest rates, and as a result, the actualrenting cost to our customers is a lot lower,” he says.Fanaroff says Integr8’s rental model, unlike otherlocal rental models offered by local competitors,often offers customers the option to purchaseGeared for growthThe company continues to grow and according toFanaroff, Integr8 Rentals debit order flow grew over400 percent over the last year. “Going forward for thenext two to three years, I would be very surprised if thiscompounded momentum doesn’t continue,” he says.To cater for this growth for Integr8 Rentals, Fanarofffsays the company is in some exciting negotiations.“The one option is to maintain a preferredprocurement and sourcing of equipment, and becauseof our policy and buying power within the group,we have got to be competitive. The second optionis by reducing our cost of capital growth as we aregrowing. All of our excess revenue is plowed backinto the lending side of the business, which reducesthe cost of borrowing capital dramatically,” he says.He also explains that because of its client base thatforms part of the overall Integr8 Group, a lot of newbusiness continues to come from within. “It’s a case ofturning technology-buying clients into rental clientswhere it makes sense. We have to identify which clientsare the ones who should be on the rental modeland sell the idea to them. By doing that, the businesswill grow with the clients that we have already aswell as the amount of business that we are doingon a monthly basis with them,” Fanaroff concludes. BIntegr8 IT - special focusAUGUST 2008 - 17

Integr8 PROPERTYAfter nine years ofstrong growth andaward-winning success,the Integr8 Group hasbuilt up and brandeda R300 million selectproperty portfolio,which supports itsoperations and adds astrong asset base to thestrategic group focuson annuity revenue.Rob Sussman, co-CEO, Integr8 GroupBolsteringgroupachievementsWORDS Carel Alberts18

“Besides adding strongcash flows and anunderlying asset base,property ownershipalso supports andstrengthens our coreICT operations withinthe group.”Integr8 Property, the only non-ICT companyin the Integr8 Group, is nevertheless in closealignment with the group’s strategic focus onlong-term annuity income, while also addinga significant asset base to its balance sheet inthe form of prime property investments. “It’snot such a startling diversification as it may firstseem,” says Rob Sussman, joint Integr8 Groupmanaging director. “Besides adding strong cashflows and an additional asset base, our growingproperty portfolio also supports and strengthenscore ICT operations within the group.”Sussman explains that Integr8 Group companiesthemselves occupy some of the division’s largercommercial properties in Waverly, Johannesburg,Sea Point, Cape Town, and La Lucia Ridge, Durban.“As long-term owner-tenants we invest considerablyin the buildings’ ICT, power generation and otherinfrastructure, as any owner would,” he says.“We take pride in our buildings featuring leadingedgetechnology and brand professionalism.Ownership further gives us much better control overour own fate when we outgrow our premises.”In the first five years of the Integr8 Group’sexistence, it moved practically once a year toaccommodate its runaway growth, he reveals.“Now, should we become too big again, we cansimply scale upwards and outwards,” he laughs.He adds that group companies occupyingIntegr8 Property premises are, however,treated as true tenants, as Integr8 Propertyentities operate with total independence.Separate and independentThis division notwithstanding, Integr8 Propertyhas some common shareholders with other groupbusinesses, which gives the group the platform fromwhich to exercise its rights of ownership. Currentlyvalued by registered appraisers in excess of R300million, Integr8 Property’s holdings fall into twobroad classes – commercial (70 percent of holdings)and residential (30 percent), and grouped as suchinto two overarching entities. Within those entities,six associated but independent companies manageIntegr8’s property-related operations.“We don’t get involved in developmentand building,” Sussman notes. “We purelyinvest - in commercial properties for theannuity yield, and in residential properties forthe capital appreciation.” While the annuityrental income on residential property is easilyoutclassed by other investment mechanisms,the capital base is what attracts Integr8.Even so, commercial properties attract significantannuity income on top of their asset value, aproposition that accounts for the company’s 70-30split between commercial and residential holdings.Purpose-suitedSussman says properties under Integr8 Property’scontrol are either owned outright by it or inpartnership with other organisations. “We alwaystake a substantial stake in a property we deemsuited to our needs, in any event never any less than25 percent,” he notes.As regards suitability, the group’s preference isfor prime, high-value properties, both commercialand residential, in the right areas. On the coast thismeans prime sea-facing properties; in Johannesburgit means anything in and around Melrose Arch.A poor property in a poor area is evidently notattractive. Neither is a good property in a poorlocation. “During a down-turn, such as we’reexperiencing now, you won’t get good annuityincome on such properties or in those areas. Hence,we focus on AAA-grade properties; the best of thebest in the best locations,” says Sussman.Having an asset base that yields long-termrevenue is in many ways a natural outcome of asuccessful run of almost a decade in the Integr8Group’s core business of ICT solutions integration.It bolsters an already strong value proposition anddoesn’t deter from its strategic focus on recurringrevenue. And to top it all, it represents the crowningglory of a mature, successful business. BIntegr8 IT - special focusAUGUST 2008 - 19

HRWorkor play?While Integr8 IT may be deadlyserious about work, its personnelare also given a relaxed and funenvironment to visit each day.WORDS Candice JonesThere is a well-known maxim that if you love your job, youwill never work a day in your life. Integr8 IT regional directorTami Sussman has taken this one step further in creating theideal workplace for the company’s employees. “People needto be happy and feel fulfilled within their role and function,”she says.Sussman believes the core of the company’s business lieswith the people it hires. “People are our assets. I believe thatkey to this is ensuring that people feel part of the companyas a whole and not just as a particular component of thebigger wheel.”The company has developed a comprehensive in-househuman resources business unit that has been bolstered withconsultants and advisors. “Each of which has a specific focus onpeople and personalities, so we can employ, train, and retainlocal South African skill sets,” says Sussman. The actual HRfunction has, however, been outsourced for around four years.“We have followed our business philosophy of ouroutsourcing model and followed our methodology ofoutsourcing anything we are not experts in, thus theoutsourcing entirely of our HR department,” she explains.Sussman says this strategy allows the business to focuson its core competencies as well as give it access toindustry expertise.But recruitment is not only left to the HR business unit.Employees are only hired by referrals or recommendations andnot from recruitment agencies. “We offer placement bonusesto successful placements within our staff complement,therefore rather paying our people the fees as opposed topaying non-related entities,” says Sussman, adding that thecompany will only hire the best of the best. “We don’t employmediocre people because mediocre people create a mediocrecompany. We teach and guide our managers to hire betterskills than themselves.”Alongside the best minds, with the best skills, Integr8 IT20also looks for a cultural fit. “The company culture is criticaland it’s imperative that it always remains an attractive one. Bymaintaining an attractive environment, Integr8 IT manages tokeep its people energised and continues to attract and retaintop talent,” says Sussman.“Every potential new member of our team undergoes athree-phase interview process before entering the company.Technical skills are probed and tested, but more importantly,personality and culture fit are analysed. The personality traitsare imperative to ensure a compatible fit and a successfulcareer for the candidates,” she explains. Building the talent thatis hired is one of the business unit’s priorities. Every employeehas a career path mapped for them once they join thecompany and staff members go through continuous training.A well-equipped and comfortable working environmentis part of keeping the Integr8 IT employees on the ball, addsSussman. It also offers personnel several routes to welfare,health and wellness programmes, as well as the opportunityto sit on social committees. Integr8 IT has been acknowledgedas a finalist in the ICT African Achievers for three years in arow for Workplace Provider Of The Year. Sussman attributesthe success to the entire company culture, where workingtogether is imperative. “We work in a totally open-plan andtransparent working environment. Managers and executivedirectors do not have their own offices; they share an openworkspace. By having this transparency, everyone feels equal,everyone realises and feels part of the team and knows thatthey play an integral part in the success of the company.” BTami Sussman, regional director at Integr8 IT“We don’t employmediocre people becausemediocre people createa mediocre company.”

FINANCIALTightercontrolsboostprofitsIntegr8’sfinancial teamWORDS Iain ScottIntegr8 IT’s net pretax profit for the year to June 2008 is three times thatof the previous year, on turnover that is about 50 percent higher year onyear. The key to that success, says consultant Ray Schur, who manages thecompany’s finances, lies in regular reporting, tight control over expenditureand new business.Schur, a former financial director at retailer Woolworths, took The Integr8Group on as a client with the financial year beginning July 2007, and,together with the company’s directors and heads of divisions, transformedthe way that budgets were drawn up and managed. Among othermeasures, the corporatising of reporting and running the operation as ifit was a listed entity was introduced. “Every expense will be actual budgetvariance, and there has to be an explanation for every variance,” he says.“I don’t produce the accounts for every single company within thegroup. The accounts are prepared by the finance department and are sentto me for final review, comment and presentation to the board. I write tothe financial managers of all the companies with comment like, ‘What isthis?’, ‘I don’t understand this’, ‘check this’. That process could take quite awhile – up and down, up and down – but by the time I attend the monthlyexecutive committee meeting and I present finance, I have satisfied myselfthat this is the reason why budget was or wasn’t achieved, I table all thatand action is taken. That has made an unbelievable difference to thecompany,” Schur says.Improvements resulted in happy shareholdersThis control of expenditure and revenue has resulted in the markedimprovements in turnover and profit. Schur adds that turnover is increasingmonthly. “Each month sees a huge increase. Annuity-based line items aregoing up dramatically – they are signing on new clients all the time. Andin addition to all of those lovely things, control on expenditure isunbelievable now.”Schur says he discourages the inclusion of “nice-to-have” expenditurein the budget, and so at the executive meetings, the budget is debated indetail before a bottom line is agreed to. Everyone then signs.Schur says the executives are the ones who actually control theexpenditure. “I’m the guy asking the questions,” he says.Managing costsPerformance measurement is another area that has helped the companymanage its costs. Schur says it is common in the IT industry to want to hiremore people. “Whatever area you’re in, they’ve got ten people and they saythey need 11, or 12, or 13. Suddenly you start measuring performance, andyou say, ‘What capacity is the client deriving from the current personnel?’”The solution, he says, has been to allow skills and personnel only if that partof the business has delivered above budget.Schur says the company has not gone into overdraft since inception andthe balance sheet is strong, with no debt, which means the prevalent highinterest rates are not having an effect on the Integr8 Group. Debtors’ dayshave also been brought down significantly, from 120 days and 90 daysto 30 days.“That’s without writing off anything. There have not been bad debtwrite-offs at this stage,” says Schur. “So we’ve tightened up revenueand expenses. And this business is motoring – it really is. And what hashappened because of that, notwithstanding the control and being askedthe questions, everybody is very positive and very excited because they seethe bottom line. So it has been incredibly motivating.” BRay Schur, Chief Financial Officer“Each month there is asubstantial compoundedincrease.”22

africa and internationalHeadingnorthNeo Nwako, head ofIntegr8 IT in BotswanaWORDS Patrick HeskeAfrica is acontinent withunbelievable ICTprospects, saysIntegr8 IT.Lance Fanaroff, joint-CEO at national networkintegration and infrastructure managementspecialist Integr8 IT, is energetic and passionateabout the company’s African expansion efforts. Withfunding already available from many governments,organisations and companies that want to becomepart of the global village, he believes there is a fortuneof business opportunities in Africa.He says African businesses are no different fromthose on any other continent in the world whenit comes to IT requirements, and are experiencingthe same business pains, such the lack of high-levelskills, services and support, due to challenging andremote conditions. “They also want the value add, theinnovation and the latest processes in place that willallow them to be competitive in their industries,” hesays. “With IT and where the world is today, anything ispossible even in the most challenging conditions, butit’s also a case of ensuring that the solutions that makethese companies work are financially sustainable. This iswhere we come into play.”Integr8 IT’s rich technical skill set and the company’sability to execute on decisions quickly, Fanaroff believes,are the two main areas that set Integr8 IT apart fromlarge corporate companies wanting to enter the Africanmarket. “The big problem large firms have is the redtape and time it takes to make and act on a decision.With some, it could literally take a year, but with us, itcan be a month or two, or even weeks, so there is reallynot much competition. If a company has the right skillsand right structures in place, there is more than enoughwork,” he says.Value addsUsing Intergr8 IT’s multimillion-rand Nerve Centre, itshigh-tech digital central nervous system that hosts ahybrid of technology and technical skills to its clients,the company provides a range of technical skills,technology, support and customised value-addedmanaged outsource services to its African clientbase, such as Goldfields, Blue Financial Services andAmadeus. “The rationale behind the Nerve Centre isthat clients, irrespective of geographic location, canconnect directly into the Integr8 IT system, and beprovided with managed infrastructure services andutility-based services immediately,” Fanaroff says.Integr8 IT’s African growth has been organic, butthe company made a conscious effort to expand intoAfrica through a two-phased approach. “Firstly, Integr8IT pro-actively set up offices in countries such as Ghana,Nigeria, Namibia, Tanzania and Botswana, to namea few. Secondly, some of our larger clients, such asGoldfields and Blue Financial Services, have aggressivelyexpanded into Africa and require the same level ofsupport if not more than they do locally in South Africa,so it was really a case of providing that high level ofservice wherever they are,” Fanaroff explains.Roadmap for the futureHe adds that a key priority for Integr8 IT is to ensure thatthe IT strategy it puts in place for its clients is not onlyright for them now, but is a roadmap for the future andthat their infrastructure is scalable to gear for massivegrowth to keep their competitive edge. Not only is thecompany expanding its African operations, but it’s also24

“If a companyhas the rightskills and rightstructures inplace, thereis more thanenough work.”Lance Fanaroff, joint CEO, Integr8 ITmaking inroads into the UK and the Netherlands dueto referrals and past business encounters with localindividuals that have relocated overseas.“For example, in the UK, we are one of the largerproviders of fax to e-mail services, a product that hasreally taken the market by storm due to the significantcost savings involved. Other countries that have thevision and skills, such Saudi Arabia, are also requiringour high-level consulting services, design and roadmapping from a technical perspective, and I think it’sjust the beginning for us,” he concludes. BIntergr8it Ad_half page_June08_conv.pdf 2008/06/24 01:32:12 PM

BEEClose tothe heartFor Integr8 IT, BEE is not only somethingto comply with, but rather a way of life.WORDS sipho memelaIntegr8 IT’s approach to BEE is a progressive one;the company perceives it to be both an economicimperative and an opportunity to address thedisempowerment of previously disadvantagedcommunities. To this end, the company is a fullycomplaint BEE contributor with regards to all aspects,and not just those required but also over and abovelegislative policy.Mantu Dlamini, Group HR manager at Integr8 ITsays that the BEE Act was intended to redress theApartheid legislation which essentially restrictedordinary South Africans from the fundamental rightto equal opportunities.She says that while people will always find personalopportunity in public programmes, the companystrives towards driving the intent of the legislation, thuslegitimising the country’s claim to democracy. “It hasnever made business sense to keep the economy in thehands of only four percent of the country’s population.Real economic development only happens when themajority of the population makes a direct contributionto the economy. We believe that this legislation shouldhave happened a long time ago,” she explains.BEE toolsInternally, Integr8 IT has developed a number ofstrategies that will ensure that it carries out its intent todevelop the people of South Africa within the frameworkof the BEE Act. Its transformation policy is aimed atimplementing definitive strategies to promote theemployment of historically disadvantaged individuals(HDIs) based on merit at all levels in the organisation. Thecompany currently has a 43 percent representation ofHDIs at all levels of the organisation, with the intentionto grow this figure in an effort to better reflect thedemographics of the regional population, bearing inmind the limited skills pool in the sector.“The other part of our transformation strategydeals with the identification and elimination of anyemployment barriers to HDIs that may exist withinthe company. We do thisthrough sensitisation of ourworkplace and employeeawareness campaigns that fosterrespect among all cultures andorientations,” elaborates Dlamini.Other tools include skillsdevelopment initiatives relatingto its core services. The companymakes itself available to assistall employees to enhancetheir careers, whether throughfinancial assistance, mentoringor internal training initiatives. Ithas an effective learnership agreement in place, throughwhich it has undertaken to provide a substantial amountof HDI candidates the opportunity to study, gain therelevant qualification, and then join Integr8 IT to get thepractical experience with an aim to developing theseindividuals into key members of the organisation.BeneficiariesIntegr8 IT’s progressive attitude towards BEE extends tothe fast understanding and uptake of policy changes.The South African government has recently announcedthe recognition of Chinese people living in SouthAfrica as previously disadvantaged individuals, thusgiving them BEE status. This entitles the Chinese toall opportunities set out for black people in the BroadBased Black Economic Empowerment (BBBEE) Act.Dlamini says: “We need to remain relevant with thecurrent changes and embrace all challenges posedby it. This inclusion could also create opportunitiesto accelerate the development of the previouslydisadvantaged communities.”She says that as the country battles withunemployment, a direct result of the skills shortage,it is critical to offer long-term and sustained solutionsto our communities. “Hence our long-term approachto social responsibility.”BMantu Dlamini, Group HRmanager at Integr8 IT“We need toremain relevantwiththe currentchanges.”26

case studyStayingconnectedIntegr8 plays a vital role in making surethat the Fidelity Security Group’s usergroup remains connected.WORDS Richard MorganFidelity Security Group, one of the largest SouthAfrican security and cleaning group of companies,has outsourced the management, maintenance, andsupport of its entire ICT infrastructure to Integr8 IT. Thesecurity services company has over 32 000 employeesthroughout its network of 54 branches in key regionsin Africa that include Botswana, Lesotho, Namibia,Swaziland, and Mozambique. Its user network alsostretches as far as Dubai.Bennie Strydom, sales director at Integr8 IT, believesthat the Fidelity Group is the largest security servicesoperator in the country and says that Integr8 IT playsa vital role in making sure that the company’s usergroup remains connected. “Our chief role is to ensurethat the company’s extensive user group remainsconnected, is not affected by any downtime, and allthe systems and infrastructure in place continue tooperate at the highest level possible,” says Strydom.Changing agreementsThe Integr8 Group has a service level agreement inplace with the Fidelity Group that sees it contractedto provide outsourced services of all operationslocally and internationally, a dedicated projects andcompliance office, a full-time support service, andguaranteed uptime during critical payroll periods.Strydom says the service level agreement initiallyfocused on stability and connectivity across theorganisation. However, it has evolvedover time to incorporate a higher levelof service and support.“Because of the size of the FidelityGroup, managing their IT infrastructureinternally became very challenging.The group selected Integr8 IT to makesure that it keeps up to date withinnovation to stay ahead by usingtechnology,” he says.Getting things doneFor this to happen, Integr8 IT has connected Fidelityto its Nerve Centre operation. This is a high-tech,centralised digital contact centre that is used tointeract with and manage all of Integr8 IT’s clientsaround the world. By being connected to the NerveCentre, Fidelity has a stable network and an improvedsupport infrastructure to ensure network uptime andavailability for all its branches.“The immediate benefits of being plugged into theNerve Centre operation includes around-the-clocksurveillance of Fidelity’s infrastructure, proactivemaintenance and management, offsite backupservices, and national and international support,”Strydom continues.With the Nerve Centre, Integr8 IT has a completeview of the group and is able to make sure that alltheir networks run smoothly and is able to identify anyproblems before they occur.Trusted partnership“As the trusted ICT services and support partner andadvisor, Integr8 IT offers the Fidelity Group the peaceof mind to focus on its core business of providing themarket with a total security system,” says Strydom, addingthat the Integr8 service offering includes the benefit of adedicated projects and compliance office, which ensuresthat Fidelity has access to the skill sets of Integr8 IT.“This includes the advantage of onsite techniciansand maintenance staff, as well as skilled IT practitionersthat can offer guidance and application of technologyto ensure full compliance on systems as the companygrows,” he concludes. BBennie Strydom, sales director at Integr8 IT“Our chief role is to ensurethat the company’sextensive user groupremains connected.”28

case studyThe value ofoptimisationIntegr8 IT upgrades Gold Fields GhanaWORDS Donovan JacksonSometimes the pace of change is such that certain pocketsof an organisation get left behind, especially where growthis by acquisition or assimilation. This was more or lessthe case for mining giant Gold Fields’ Ghana operations,where underperforming and outdated Windows ServerOperating Systems and creaky old versions of MicrosoftExchange were among the company’s ageing systems.However, with systems integrator Integr8 IT responsible forthe management, support and maintenance of its SouthAfrican information technology environment, Gold Fieldssoon sat down for a brainstorm session to see how it couldmodernise its Ghana offices and in so doing, reduce the costof management and improve business communication.According to Jan Roux, technical director at Integr8 IT,the real issue with Goldfields Ghana’s ICT infrastructure wasone of high administrative costs across the mine’s multipleoperations in the West African nation. “The Ghana operationshad to be upgraded to Gold Fields’ standard infrastructureand messaging platform; in addition, with three differentinfrastructure and messaging systems in place, Gold Fields’Ghana IT division was experiencing difficulty in providing anintegrated, available, scalable and robust system to their userbase,” he explains.Keeping BusyWith the presence of outdated and incompatibletechnologies, administrators were constantly kept busysolving day-to-day failures. “There was also reducedefficiency of communication given the incompatibilitiesbetween older systems and the new ones used at other GoldFields offices,” he explains.A need was identified to action these issues. Strategysessions held in South Africa in 2007 attracted theparticipation of all Gold Fields International IT managers,IBM, Integr8 IT and Microsoft.Roux says a conceptual infrastructure solution was draftedand presented. “With all parties agreeing on the overalldirection of the proposed strategy and technical solution,Gold Fields requested IBM and Integr8 IT to provide abusiness case for how to solve the issues the company faced.”With its proven capability in handling the SouthAfrican Gold Fields infrastructure, Roux says thecompany had the confidence to request that Integr8IT upgrade its current environment, starting withActive Directory services and Exchange 2003 for allGhana sites. “This resulted in a common integration andconnectivity capability in Ghana and across all SouthAfrican operations,” he notes.The ProjectThe scope of the project included the planning, testingand deployment of a highly available, scalable androbust Advanced Infrastructure and messaging platform.Microsoft Identity Integration Server(MIIS) 2003 wasdeployed to provide Global Address List synchronisationbetween Ghana and South African operations. “This wasdone by leveraging of the existing MIIS infrastructuredeployed in South Africa,” says Roux.In implementing a single Standardized Active Directoryinfrastructure and messaging platform for all Ghanasites that caters for growth and meets strategic businessrequirements, Roux says Integr8 IT applied theMSF (Microsoft Solutions Framework), which he saysprovides for predictable outcomes.“Creating meaningful business solutions on time andwithin budget requires a proven approach. MSF is adaptableand allows for the successful delivery of solutions faster,requiring fewer people, and involving less risk, whileenabling higher quality results,” he says.AS a result of Integr8IT’s intervention, Gold Fields Ghanatoday has a considerably simpler, standardised environment.Says Roux: “There is the immediate benefit that the Ghanaoperations can now interact with the rest of the Gold Fieldsworld. At the same time, the burden on administratorsis substantially reduced, allowing for strategic IT inputinstead of a reactive approach. And with Integr8IT providingongoing support and maintenance from our Nerve Centre,Gold Fields can also be sure that the infrastructure in Ghanais as effective in a year’s time as it is today.” BJan Roux, technical director at Integr830

integr8at a glanceFounded: 2001Recent awards and accoladesCEOs:Robert Sussman andLance FanaroffDirectors:Jan Roux (Technical)Bennie Strydon (Sales)Tamara Sussman (Regional)Website:www.integr8it.comNational offices:Johannesburg17 Scott StreetWaverly2090Highview House“Each monthBracknellRG12 1DFthere is a substantialcompoundedSuite 200Scottsdaleincrease.” ArizonaTelephone: +27 11 555 9300Fax: +27 11 555 9301 85260Ray Schur, Chief Financial OfficerTel: (480) 603-9400Cape TownThe Equinox3rd floorMain RoadSea Point8005Telephone: +27 21 439 9986Fax: +27 21 439 9983Durban3 Hollwood ParkLa Lucia Ridge4001Telephone: +27 31 566 4800Fax: +27 31 566 4801International offices:United KingdomTel: +44 (0) 207 164 2174United States of America» African ICT Achievers Awards – MostInnovative ICT Company– Winner» Technology – Top100 Company» National Business Award – Innovation ThoughTechnology – Finalist» IBM – Outsourcing Partner of the Year» Advanced Infrastructure Solutions – Winner» Customer Eperience Initiative – Winner» Networking Infrastructure Solutions – Winner» Winning customer initiative – Winner» Networking infrastructure solutions – Winner» Absa entrepreneur of the year 2007 – Finalist» SA’s top performing company for 2007 – Topco Media» IT Personality of the Year – Finalist» Top Empowered Company in SA 2006/7 – Finalist» TOP ICTe Company» African ICT Achievers Award – Top Private SectorCIO – Winner» African ICT Achievers Award – ICT WorkplaceProvider – Finalist» Microsoft Gold Partner of the Year – Winner» Global Small Business Partner of the Year –Worldwide Winner» Security Partner of the Year for Middle East,Africa, & Eastern Europe – Winner32