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As part of its regular coverage of telecom and IT channels, Channel Partners covers the transformation of channel business models. This blog includes entries from its ongoing coverage, including case studies of partners in transformation.

The Transformation of Quest – Part 3

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Tim Burke QUEST
Transformation leader: Tim Burke, President and CEO
Number of employees: 100
Year established: 1982
Original transactional business model: VAR/IT systems integrator/inerconnect
Post-transformation business model: Transactional business continues to be a part of what we do, but we work with our clients as partners helping them deliver technology.

How has your company benefited from the transformation away from a transactional business model?

Quest has doubled our customer numbers. Additionally, revenues have grown 50 percent from 2001 to 2010. We remain engaged and “sticky" with customers by adding services within the existing client base. These services afford us the opportunity to better serve all our client’s ongoing needs. And by partnering with companies that are experts in their field, we do so without a huge up-front investment. For example, we project manage a third party’s capability, such as application development, and couple it with any appropriate and complementary core Quest services in a statement of work. The benefits in this process are many.

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