Osborne did well at first in the government/corporate world, thanks to "buy Australian" pressures & high IBM prices. However, I suspect the typical government 90/180 day terms didn't help their cash-flow at all...
"... “Australians are not known for their preference to buy products via telephone or mail-order catalogues.”
Dell changed that, selling PCs at prices local manufacturer couldn’t match even though it was shipping them in from Malaysia. Before long, Australian buying habits changed, ..."
From memory, that preference almost smothered Dell's local ops in the cradle too. After a year or 2 of poor sales the local management convinced a very reluctant Michael Dell that they needed showrooms in Australia. They eventually opened a few - just in time to be too late for the latest round of government & big corporate purchasing.
The showrooms struggled on for a couple more years, but by then IBM & others had sewn up government & corporate sales & leasing which mostly killed that market. Local computer shops had sprung up everywhere and computers were becoming common in the big-box retailers, which meant the casual buyer could head out on a Saturday morning & come back with a new computer.
Eventually Dell did get a bit of a foothold in the gov't/corporate market, but they never approached anything like the powerhouse they were in US sales.