Optimus Solutions At Its Optimum

We're gearing up for the debut of the 2003 VARBusiness 500, our ranking of top solution providers based on revenue. On June 23, the list will be out. Following is a profile of one of last year's top VARs, Optimus Solutions. Did they make this year's list? Log on next week to find out!
Optimus Solutions

It's hard to quibble with the results. The Norcross, Ga.-based solution and service provider posted sales of $124 million last year, up from $101 million the year before. "We were right on budget," Metz says. "In the five years since we've started, we've grown every year." Optimus is on track, he adds, to produce its target revenue of $150 million this year.

To keep sales percolating, Optimus developed an integrated marketing program that combines direct mail, Web marketing, events, telemarketing and advertising. "We also host seminars in conjunction with vendors that target specific industries and solutions, such as security and Web services," he says.

To date, Optimus has a total of 50 customers; however, not one of them makes up more than 2 percent of its sales, a circumstance that allows the VAR to insulate itself from overdependence on any one revenue stream. Among its customers: Atlanta Sun Trust Bank, Lend Lease and Haverty's Furniture. Its primary partner is IBM. "More than half of our solutions incorporate IBM," Metz explains. Other top vendors include Lotus/IBM and Oracle.

Since its inception, Optimus has focused on the midmarket. "[It has] been our natural customer base since the company was founded," Metz says.

Perhaps the secret of Optimus' success is simply a healthy dose of customer empathy. "As a midmarket company ourselves, we have to meet the same challenges as our customers," Metz says.

Optimus Solutions was No. 238 on the VARBusiness 500 ranking of solution providers.