Better TogetherOn February 18, 2020 by Raul Dinwiddie
Over and over again, because of the nature of the relationships that we have built with our customers, it wouldn’t be long before they would say, “Hey, can you go on this for us too? We like you, we enjoy working with you, you guys are smart.” “No, we don’t do that.” So we’ve walked away from things. There were always opportunities that we were leaving on the table. Customers would ask us, “Can you do some of our custom applications? Or can you help us with our infrastructure?” And our answer was always no. And so that’s when we started extending our reach for our customers. And so who out there can service the entire stack of all Microsoft applications? We are not only Microsoft-only, but we’re Microsoft-only across every aspect of the stack, which means we can do anything from Modern Workplace, traditional IT work, all the way through custom application development, and then now we have this biz apps world. Why would I go bring in a competing product to Microsoft vs let’s go address this market? Hitachi Solutions had approached Microsoft and they knew they wanted to add on the Azure business to what they were doing on the biz apps Dynamics side. and we were on the shortlist of companies Microsoft suggested they speak with. We brought it down to one that we wanted, and that was Capax. It goes all the way back to that first meeting we had a year and a half ago where both parties, after two hours were like, “let’s just start tomorrow.” They were already 100% focused on Microsoft the way that Capax is. It takes a little bit of guts, and a little bit of passion to say, we’re going to stick with this strategy and continue to focus on our relationship with Microsoft, and it was exciting to see that there was another company out there that was on the same path. Our ability to now go to a client and say, “If you’re a Microsoft shop, we can do everything. We can do things for you that nobody else in the channel can.” So now it’s a completely different conversation, there really is nothing they can’t come to us that we can’t help them with and that’s a pretty exciting opportunity for all of us. We’re able to go into that customer review now and we change the whole conversation, the value that we can bring to them and the ability to deliver things in a different way and more, has led us to winning deals that neither one of us would have won. They are an evolution of acquisitions which means that spirit of entrepreneurship is there across the board and it’s certainly present in the leadership team. We want everybody to drive forward and never lose sight of being an entrepreneur. We’re evolving, we’re still evolving, we’re still learning, we’re still growing. We’re done now putting all the pieces together, the construction, putting it in the right swim lanes, and now it’s a matter of going good to great. That is our theme.