New Cognos ME boss pledges to focus on growth

The new head of Cognos Middle East has pledged to shake up the firm’s operations after admitting it has not achieved its full potential in the region since setting up offices here two years ago

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By  Published  December 3, 2006

The new head of Cognos Middle East has pledged to shake up the firm’s operations after admitting it has not achieved its full potential in the region since setting up offices here two years ago.

Derek Morrison, who took over as regional general manager of Cognos Middle East last month, said he plans to drive the company’s growth by focusing on providing end-to-end — not single point — performance management solutions.

According to Morrison, while Cognos had made “some advances” in the past two years, these had fallen short of what it could have achieved.

“I didn’t say we weren’t meeting our corporate expectations, I said I didn’t believe that we were where they would have expected us to be,” he stated.

Where Morrison expects Cognos to improve its business in the region is in performance management solutions.

“The [performance management] market has changed over the last 24 months from companies having a single point solution to having business intelligence (BI) in one corner of a business, having planning in another corner of a business and having consolidation in a separate corner,” he said.

“The requirement for us is to deliver an end-to-end corporate performance management solution which could cut across a wide range of entities.”

Morrison said the company’s focus had in the past been on providing single point solutions but that it now focused on providing end-to-end solutions, which address business challenges and help to make company heads’ visions a reality. This approach, he added, would help to grow Cognos Middle East’s revenue in the region.

“I think the market has moved on in the last 24 months and we’ve had to go with that market,” he said.

“The revenue expectation looking at a single-point solution is much smaller than being able to provide an enterprise solution.

“So as a software vendor we’re doing ourselves a disservice by not looking at the wider picture,” he stated.

Morrison added that Cognos’ solutions were strongest in the financial services sector in the region where it boasted customers such as Riyadh Bank and Emirates Bank.

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