The Fast & The Furious
3:00 PM EDT Fri. Jul. 21, 2006
From the July 24, 2006 issue of CRN
Page 7 of 10
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By Jennifer Hagendorf Follett  MTM Technologies set out to reinvent itself two years ago when it saw an opportunity to take a road less traveled, and that has made all the difference.
"We saw that there was a void in the marketplace for a midmarket, nationally focused IT infrastructure provider," says Francis Alfano, CEO of the Stamford, Conn.-based solution provider. "The dearth we saw of solution providers comes into full view when you see clients operating their businesses in multiple geographies and having to work with multiple solution providers." As the company sought to take its expertise in VoIP, remote access and storage beyond the borders of its Northeast focus in May 2004, it brought on Alfano as its top executive, changed its name to MTM from Micros to Mainframes, brought in Pequot Ventures as an investor and initiated a buying spree during which it acquired six other solution providers, a strategy that has led to its phenomenal growth, Alfano says.
Through its acquisitions, MTM has built an enviable portfolio of expertise across vendors such as Avaya, Cisco Systems, Citrix Systems, Microsoft and Nortel Networks. The end result is an organization with 28 locations, three network operations centers, 720 employees and about 4,200 customers, each typically with revenue between $50 million and $1 billion, Alfano says. While the majority of MTM's growth has come via consolidation, part of its success also comes from picking the right technology areas to focus on, such as the hot VoIP market, Alfano says.
But perhaps MTM's biggest differentiator is its commitment to its vendor partners, says Bill Burley, area vice president for North American channels at Citrix, Ft. Lauderdale, Fla. "They've really made an investment to align themselves with what Citrix feels are key goals," he says. "They invested in engineering to make sure they had Cisco-type folks on staff to morph beyond our presentation [portfolio]," Burley says. In fact, MTM's commitment to Citrix training and certification is unparalleled, he says. "They've got the most certified engineers of any partner [we have] in the channel."
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