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All Covered Revs Up
Over at All Covered, Croteau was discovering more and more that having a client list with hundreds and hundreds of small and midsize businesses and not relying on a handful of large rainmaker accounts was good in theory, but it had disadvantages as well. As the recession took its toll on IT budgets, All Covered realized it couldn't acquire brand-new, small-business clients as fast as existing clients were pulling their dollars. The company had to a find a new way to bring in fresh clients, and fast.
So All Covered came up with a plan to beat the recession: increase the number of acquisitions. The solution provider picked up the pace and in the past 16 months alone, All Covered has made 10 major acquisitions. Not only did the purchases help the company expand its geographic reach, but it added valuable clients to All Covered's already sizable roster.
Croteau saw many a solution provider looking to sell their business last year. "Some of it was probably just bad timing," he said. "Maybe they made some bad bets [on technologies] at the wrong time, or built out their staffs or infrastructure and then had to contend with such a difficult sales environment."
Whatever the case, All Covered had plenty of potential targets. But there was one company in particular that stood out.
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