While many service providers strive to build a one-stop IT shop that's capable of supplying an end-to-end solution network, there are still those believers in specialization. Take e-business solution provider Gearworks.com.
Company CEO Keith Lauver is one of the true pioneers of this ever-growing, ever-morphing high-tech industry. Lauver won his first contract at the ripe age of 15 as a computer consultant serving Billings Logan International Airport in Montana. He's been his own boss for the 15 years since, and he's seen how the change of pace has shaped his industry.
"A few years ago, the term e-business was enough to differentiate your company," says Lauver. "E-business is no longer a differentiator; it's a prerequisite." Today, too many full-service e-business providers are trying to be experts in everything, he adds. "You can't do it all and still do it the best."
So Northfield, Minn.-based Gearworks.com focuses its strengths to deliver the best strategic value to customers. "Why should you go to a general practitioner when you really need a neurosurgeon?" Lauver quips. Offering an overly broad range of services can create weaknesses in a company,weaknesses that Lauver plans to exploit. "With all due respect to companies like Razorfish; I don't know what they do," he says. "We're going to kick their ass in verticals like mobile and wireless."
Lauver predicts that future partnerships among Web integrators will be designed to compliment a company's general practice with specialized providers such as Gearworks.com. The wireless solution provider just announced an increased level of partnership with Allaire, which includes a new round of financing and access to Allaire's sales channel and clients. "Gearworks and Allaire solidified an already strong partnership, but there will be no changes in active management roles," says Lauver, noting that, "Allaire will have a very active role in the sales side, however."
The company has proven itself to be in the upper echelon of mobile and wireless solution providers with past clients such as the Ford Motor Co. and the Kuwait Stock Exchange. Gearworks also facilitates telecom field workers to exchange data while expanding the nation's communications infrastructure, and enables regional businesses such as Guthrie Theatre in St.Paul, Minn., to offer wireless business transactions to their patronage.
As increasing numbers of e-business consultants go public, Gearworks,despite a solid business model and support from investors,has shied away from a filing date. This specialist in database management and e-commerce systems would, for now, rather focus on its customers and its employees than try to predict the market.
"The market will be there when we're ready," Lauver says. "We'll continue to evaluate our position and let our bankers give the advice." Has recent market volatility played a part in this decision? Lauver says with a sly tone of confidence: "The market conditions shouldn't matter if the company is solid. Only the flawed companies get hurt by market volatility."
What's next for the grown-up whiz kid? "I'm going to Stanford for a two-week executive program. Kind of an MBA-in-a-box crash course," laughs Lauver. It will be the first time since he was 15 that Lauver has left the company for that long. "It's a good sign of maturity for Gearworks that I can walk away for a little while."
