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New Jersey-Based Brillio Snags Salesforce Partner Standav

‘With digital transformation, most customers focus first on digitizing their front offices. As part of our broad strategy, we focus on Salesforce. We’ve been building our Salesforce business organically. With Standav, we will increase our expertise on lead-to-revenue opportunities to increase the digitization of customers’ front offices,’ says Brillio Founder and CEO Raj Mamodia.

Brillio, a digital-native technology solution provider, this week expanded its Salesforce-focused business practice with the acquisition of fellow solution provider Standav.

Brillio was founded in 2014 to provide digital technology services and since day-one has helped clients compete with disruptive technology, said Raj Mamodia, founder and CEO of the Edison, N.J.-based solution provider, which is listed at No. 175 on CRN‘s 2021 Solution Provider 500.

Brillio has a focus in mobility, cloud, AI, and IoT, and partners with over 50 of the Fortune 2000 companies, Mamodia told CRN.

[Related: Sirius CEO To Continue At CDW After Acquisition Closes]

“These four focuses are driving a significant shift in digital enterprises,” he said.

The acquisition of Standav will help Brillio increase the digital transformation of clients‘ front office operations, Mamodia said.

“With digital transformation, most customers focus first on digitizing their front offices,” he said. ”As part of our broad strategy, we focus on Salesforce. We‘ve been building our Salesforce business organically. With Standav, we will increase our expertise on lead-to-revenue opportunities to increase the digitization of customers’ front offices.”

Mamodia declined to disclose the acquisition price of Standav, which resulted in bringing all 227 employees to Brillio.

Standav is one of Salesforce’s fastest-growing lead-to-revenue partners, which dovetails with Brillio’s strategy of digital transformation of the front office, Mamodia said.

By “lead-to-revenue,” Mamodia said he meant the quote-to-cash process, including managing the customer, quoting the price, and managing the price.

“Salesforce is a dominant player here,” he said. ”It provides sophisticated tools. And Standav is a leader in this business.”

Brillio has four years of experience in the Salesforce ecosystem, and has been rapidly building breadth and scale, Mamodia said.

“Sales and marketing are a big part of our digital transformation,” he said. ”With Standav and Brillio together, Salesforce will account for about 10 percent of our overall business in 2022. It‘s the fastest-growing part of our business.”

Brillio’s strategy is to be more relevant to customers, and that will require more acquisitions going forward, Mamodia said.

“We‘re trying to bring scale at a faster pace than customers expect,” he said. ”Salesforce, Adobe, and front office design capabilities are key to helping customers transform. So this is not the last acquisition we make. Standav takes us to the highest level of partnership in Salesforce. That will make it easier to make more acquisitions.”

There have been a number of acquisitions in the Salesforce channel in the last few years.

IT solution provider Computer Design & Integration Tuesday in August acquired fellow solution provider Candoris as a way to double down on customers’ increasing digital transformation requirements by bringing Salesforce and ServiceNow expertise into a single organization.

That same month, private equity-backed Argano continued its goal of creating a comprehensive suite of digital transformation services with the acquisition of Alamo, Calif.-based Salesforce partner aMind Solutions.

IBM in May deepened its expertise across the Salesforce platform in Europe with the acquisition of Salesforce consulting partner star Waeg, a move which followed an earlier acquisition of U.S. Salesforce consultancy specialist 7Summits.

Distributor ScanSource in 2018 acquired one of its professional services provider partners, Canpango, as a way to expand its ability to help partners bring customer relationship management, especially technology from Salesforce.com, to clients.

The on-going consolidation of the Salesforce channel business is likely to continue, Mamodia said.

Brillio is a declared strategic acquirer, which helped move the acquisition of Standav so quickly, he said.

“We have a great track record,” he said. ”Our conversations with Standav started with talks about a potential partnership. Once we saw it had a great team and model and would be accretive to our business, we felt it a great fit. We talked about a partnership, but quickly moved to talking about an acquisition. We saw it made sense, and then we moved fast.”

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