Military Experience Puts VAR In Tip-Top Shape

"We don't have to create demand. The demand is there," said Yvonne Glenn, president of the Rocklin, Calif.-based solution provider. "It's actually a crime that we have to find ways to fulfill the demand," she added, referring to the direction that emergency response and security technology has been forced to take in recent years.

Founded in 2001, Trofholz provides systems integration and custom solutions primarily to federal government, defense and first-responder agencies. Its technology lineup boasts interoperable communication, modular training systems and surveillance technology, including an intrusion-detection system that tracks movement in a monitored location with "intelligent video" to decipher if what is moving on the tape is a person or, perhaps, a dog.

Interoperable communication, meanwhile, enables emergency multiagency collaboration. In the event of a crisis, first responders from different agencies or cities can transmit their communications on one radio frequency.

"We communicate out to different federal agencies [and we communicate] what our capabilities are in addressing their requirements. A lot of agencies get money from Homeland Security, so what we have to focus on is addressing those problems. This problem is so prevalent across the U.S.," said Yvonne Glenn.

Added Troy Glenn, executive vice president at Trofholz: "We're trying to help our clients get out into the field [and] give them all the best chance to survive an encounter."

Toward that end, Trofholz's modular training systems are essentially interactive mobile classrooms. The solution provider has implemented a turnkey solution that combines language training content from the Defense Language Institute's Foreign Language Center, with a design that has few, if any, operability and maintenance issues. The solution, which can be deployed anywhere in the world, is being used by the U.S. Marine Corps.

"We integrate a training classroom solution, putting together a true classroom setting. Because [the Marine Corps soldiers are] so mobile, we created a mobile solution. Also, with the smartboard they utilize, they're able to bring in a direct feed. They can bring in a direct feed from other countries," a feature that further enhances language immersion and thereby improves foreign language learning, Yvonne Glenn said.

The husband-and-wife team have a history with the military, having both served for the U.S. Air Force.

"Because of our training background and language training, paired with the technology," Yvonne Glenn said, "that is why our customers come to us."

For a somewhat nascent company, the solution provider currently has 94 employees (with hopes of hitting 100 by the end of this month) and generates annual revenue of close to $12.5 million. One hurdle that Trofholz faces, however, is training users on how to successfully operate and maintain its solutions.

"We're always looking for ways to improve," Yvonne Glenn said. "Anytime you're in this industry, the area that you want to improve is usability."

Troy Glenn added: "The real challenge is training customers on using the existing technology. It's important to sell technology and teach—and we provide that at a reasonable price. We provide [that] service."