EYT Taps Microsoft For New Midmarket Solutions Focus

Barry Culman, CEO of EYT, said it has taken a lot of hard work and investment,such as last fall's acquisition of Signature Systems,to refocus EYT.

"We went from an Oracle-based Unix business to a Microsoft-centric business," Culman said. "We are now a very finely focused organization going after the middle market with Microsoft as our arsenal."

The midmarket for EYT includes companies with annual revenue of between $10 million and $500 million, Culman said. EYT now has about 100 employees and still works closely on a variety of projects with Cap Gemini Ernst & Young, from which EYT was spun off two-and-a-half years ago.

"We've restructured the organization, refocused customers we're going after, and we've let a lot of good revenue go away because it wasn't in our sweet spot," Culman said. "But we feel, in the long run, [our shift] is right on target."

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Lisa Sluke, global partner manager of Microsoft Business Solutions, said out of some 4,500 channel partners, EYT is one of just 12 managed global partners and one of 28 Inner Circle Partners, which is considered an elite channel group with access to benefits such as strategy retreats and quarterly meetings with Microsoft executives.

Sluke said EYT's significant investment and decision to focus solely on Microsoft has also led to it being one of the first companies to become certified in Microsoft CRM, scheduled to be released soon.

In turn, Culman said he hopes to grow EYT's CRM revenue by the end of the year to 25 percent from its current zero. EYT is helping Microsoft with its vertical strategy approach, particularly in the public housing, health-care, professional services, associations and federal government markets.