The Best Ideas Come From Customers
Denali Advanced Integration in June will be celebrating its 30th anniversary. The Redmond, Wash.-based solution provider has seen a lot of changes since it was formed, but has continued to grow and serve clients by keeping things simple. The company was started by the three brothers who continue to run it, and have done so successfully without taking private investment and without making an acquisition since 2001.
Denali CEO Majdi Daher, in a recent discussion with CRN, said his company has found success by focusing on enterprise accounts where its engineers can go deep into understand clients‘ needs and build custom solutions based on that understanding. This, Daher said, is important because enterprises have complex and changing needs that can be fulfilled only with deep and long-term relationships.
“Our approach to solving problems is, we come in and we partner with the customer, the owner of the challenge,” he said. “And at the end of the day, we always ask, why do you want to solve the problem? Because if you find out why somebody wants to solve the problem, it‘s much easier to get to their solution.”
Daher said that his company has done well by seeing opportunities, not challenges, when talking with clients. “One of my big sayings is, ‘Never waste a good crisis,’” he said. “Every time somebody brings a challenge to me, I‘m like, ’Oh my God, there is an opportunity somewhere. Let‘s just go find out what that looks like.’”
For a look at how Denali has learned to take care of customers, and a look at how the company is using digital transformation to continue doing so into the future, click through the slideshow.