"We're getting into the upper end of the category and are now competing with EDS, Kaz and IBM," he said. "It's what we want. We don't want to be selling direct to hundreds of customers."

Gauvin forecast long-term sales growth through a raft of new ad-serving and managed services wins it experienced this year. These included recent deals with realestate.com.au, Sensis MediaSmart and News Interactive.

"A key opportunity is at the top end through revenue share, where we're accessing consumer level growth in online business," he said. "For example, we ran all of Big Brother's premium services as a revenue share deal."

At the other end of the scale, Hostworks' new channel partnership with reseller, Activ Australia, would also open up opportunities in the SMB market, he said.