sept-2017

88 89 BLYTHECO LLC development or customization,andwewill do that for them.The keydifferentiator is when our client talks about the experiencewith us,they really feel likewe understand their business andwe’re helping their business grow.It’s not about selling software; it’s really about us helping advance someone’s business and making things simpler.” “We pride ourself on a couple of stats that,in the last fewyears,have become increasingly important,” Hanson continues.“Alot of implementations fail,and we have a 95 percent success ratewhen it comes to newimplementation of software,and that’s because of the timewe spend upfront,making sure that we reallyget to knowtheir business and figuring out what the‘gotchas’will be.We’re not afraid to have difficult conversations about what’s not going towork in a solution,or what’s going to need either automation,or some customization,or some configuration added to it. I thinka lot of other companies approach is: ‘Let’s hurry up and sell the solution andwe’ll get in there andwe’ll approach and cross that bridgewhenwe get to it.’And that’s where a lot of implementation fails because there’s not that eyes-wide-open deal at the beginning of the project. “I think,also,a lot of our competitors have one solution that they’re selling,and sometimes they’re even competing against the vendors,themselves,that make the solution.We havemany tools andwe have over a hundred third-partycompanies that wework with that have add-ons to the base solutions that we sell.The other thing that’s reallyunique about us,that not a lot of our competitors do,is if we don’t have a solution,wewill make an introduction to somebody that can help themand that we feel will be a better fit for the company; wewon’t get involved in deals where we don’t feel the implementationwill be successful. Another statistic that’s really important is our on-time and on-budget.We’re able to prettymuch predict how much it’s going to cost in time and effort on both sides of the table,prettyaccurately.We don’t have a lot of runawayprojects that are going over budget.”