Server Centric Consulting Gambles On Citrix

Founded last summer by Scott Miller, SSC specializes in remote and server-based computing solutions primarily for the enterprise market. Miller started the company after becoming enamored with Citrix technology such as MetaFrame. He developed such sharp skills that Citrix offered him a job, but rather than take a job with the vendor or another systems integrator, Miller decided to venture out on his own. Leaving his job at another systems integrator and starting a business during such a poor economic environment wasn't an easy decision.

"When I gave my two weeks notice, I found out my wife was pregnant," said Miller, whose first child, Alexander, was born on April 1. "So it was sink or swim time."

SCC is afloat and swimming fine. Miller says the company is on pace to do $3 million in revenue this year and has already expanded into the government market. While SCC partners with other software vendors such as Microsoft and Softricity, the solution provider is strongly committed to Citrix, an up and coming ISV.

"We eat, sleep, breath and live Citrix," Miller said. "We don't walk through a customer's door and try to sell them Citrix. We come in and offer them better ways to run their business through server-based computing solutions. Citrix just happens to be the right technology."

SCC is facing some obstacles, however. For one, the company doesn't follow the traditional reseller model and instead influences product sales. Miller says vendors have been slow to recognize the power of the influencer model, which makes it harder on companies like his that add value but don't make big sales. In addition, Miller says he wants to add more people to the staff, but that finding the right people with sharp skills around server-based computing, an emerging technology market, has been hard.

Still, Miller is optimistic. The company is finding numerous opportunities for its specialized solutions, especially with customers that have already invested in high-priced product but haven't yet unlocked the potential. "A lot of businesses we've seen don't know what they have already bought and haven't realized the full capabilities of their IT investments," Miller said. "It's kind of scary. It's like buying a car and three years later realizing it has a sun roof."