GreenPages Aims To Grab Sales Talent From Competitors

"We are looking for sales professionals who have been doing this for a long time and have been in turmoil or are with companies that aren't performing or having trouble," Dupler told CRN at GreenPages' annual solutions summit in Portsmouth, N.H. "We are providing a home for these people," he said.

GreenPages, of Kittery, Maine, is a national IT solution provider that does everything from needs assessment and consulting to solutions implementation. Its annual, two-day meeting hosts some 55 customers from around the country.

"We are looking for people with customer relationships," said Dupler. "I can go out all day in this market and find people who know technology and have decent sales skills. I am looking for people who have the relationships."

The GreenPages assault comes with some competitors in turmoil. Amherst Technologies, for example, recently filed for Chapter 11 bankruptcy protection. Amherst is based in Merrimack, N.H.

Dupler, who headed Amherst during its astronomical growth of $63 million to $380 million, would not comment on that filing.

GreenPages kicked off its sales talent grab in the first quarter and has brought on four new industry channel veterans, Dupler said. He expects to add another six by the end of 2006.

"What these sales professionals need is a company that can execute behind them and set and meet expectations," he said. "I know we can support these guys well."

GreenPages' solutions business currently accounts for about 20 percent of its total business, up from 10 percent to 15 percent last year, Dupler said.