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InterVision’s New CEO On M&A, Competition And Security

C.J. Fairfield

‘I think the timing was right,’ InterVision CEO Jonathan Lerner says of his new position. ‘How will this be the next level of growth? How do we pour jet fuel on that opportunity of the $300 billion and change Infrastructure-as-a-Service addressable market and have double-digit growth for the next three to five years?’

What is one thing you want to double down on when it comes to acquiring customers? 

It’s about the insight you bring and that you lead with. It’s not about asking them what keeps them up at night, it’s about coming with perspective and insight around understanding them better.

We’re going to really be targeted around how we pursue [customers] because we bring a lot to those industries and those customer bases that we serve. We’ll continue to lead with insight, continue to challenge the business and IT perspective around the case for change and show up early enough that we earn the right to bring that perspective early in the conversation. This is all about timing.

We all tout the benefits of working with us for our experience that we bring, but there’s very few that can approach net-new customers saying, ‘I’ve lived the journey. That’s my experience. We’ve done it. We know the pain of change.’

Secondly, we’re willing to invest to help quantify and qualify the case for change. All of that happens before that need for change is really crystallized. If we can tell that story well and we can credibly bring the experience, lead with references, lead with, ‘We’ve done it,’ I think we’ll get our share of opportunities.

 
C.J. Fairfield

CJ Fairfield is an associate editor at CRN covering solution providers, MSPs and distributors. Prior to joining CRN, she worked at daily newspapers, including The Press of Atlantic City in New Jersey and The Frederick News-Post in Maryland. She can be reached at cfairfield@thechannelcompany.com.

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