Monday Morning Impact – December 21

Accounting, Law and Marketing Firms Looking to Plug Technology Gaps

A substantial percentage of IT decision-makers in accounting, legal, and marketing firms are currently looking to upgrade their technology infrastructure, according to a survey by CompTIA, a prominent tech industry trade association.

While about half of the of the responding firms say they are well positioned with their technology vision and strategy, the other half report shortcomings in some areas.

Approximately 43,000 businesses and 4.3 million workers are counted in the combined category, according to the suburban Chicago organization. The vast majority of these firms (87.7 percent) has fewer than 10 employees, and tends to be highly reliant upon solution providers.

“At a time when innovation is rapid and pervasive, even the most tech savvy firms may struggle to keep pace,” says Tim Herbert, senior vice president, research and market intelligence, CompTIA. “This is where a trusted technology partner can step in to provide guidance. In fact, nearly one-half of the firms we surveyed cite their need for greater technical expertise as a primary driver when they engage the services of an IT solution provider.”

Herbert advises that partners pursuing these market spaces focus primarily on customer business objectives, develop solutions that provide interconnectivity across devices, systems and platforms, and deploy the solutions that match the respective customer’s point on the technology adoption curve.

CompTIA’s IT Opportunities in the Professional Services Vertical study report is based on a September 2015 online survey of 600 legal, accounting and marketing/PR professionals involved in managing, deploying or influencing technology decisions in their organizations.

Channel Impact
Surveys such as this one can often be instrumental in helping channel partners assess how effectively their sales efforts are balanced and targeted.

Perficient acquires Enlighten

Perficient, Inc., a St. Louis-based consulting firm serving large enterprise accounts, has announced its acquisition of Enlighten, a digital marketing agency with $12 million in annual revenues.

The move expands Perficient’s digital strategy, creative services and marketing expertise through the addition of approximately 75 consulting, digital agency, technology, sales and support professionals. It also adds new client relationships with enterprise customers including AAA Life, Hunter Douglas, Janus Capital Group, Jimmy John’s, Johnson & Johnson, Learning Care Group, Michigan Lottery, OhioHealth, Presbyterian Healthcare Services, Smith and Noble, The Henry Ford, University of Michigan and Victory Capital Management.

“Perficient’s digital transformation expertise and experience are well-known and highly-regarded,” said Enlighten CEO Steve Glauberman, who has announced intentions to remain with the company in an undisclosed leadership role. “We’re thrilled to join a firm with a reputation for excellence and a distinguished track record of delivering outstanding digital experience, business optimization and industry solutions to the world’s leading enterprises.”

Channel Impact
The acquisition will strengthen Perfiicient’s digital marketing capabilities, and will bring added headcount to support related initiatives.

ePlus Expands Security Position Through IGX Acquisition

ePlus Inc. has announced that its subsidiary, ePlus Technology, Inc., acquired the businesses of IGX Acquisition Global, LLC, IGX Global UK Limited, and IGX Support, LLC, adding advanced security solutions, secured networking products, and related professional services to its portfolio of offerings.

“IGX will enhance our engineering delivery of advanced technology solutions in security and secured networking, expand our geographic footprint in Connecticut, and broaden our customer base in Boston and New York,” said ePlus chairman and CEO Phillip G. Norton. “IGX’s existing customers, which include notable SLED, commercial, enterprise, and global organizations, will gain access to ePlus’ full range of managed and professional services and integrated solutions across the data center, collaboration, networking, and the cloud as well as products from top manufacturers — such as Cisco, EMC, HP, NetApp, and VMware.”

IGX is headquartered near Hartford, CT, with offices in metro New York, metro Boston, and London. IGX reported net sales in excess of $51 million for the trailing 12 months ending August 31, 2015. Terms of the acquisition were not disclosed.

Channel Impact
The move is expected to substantially enhance the combined company’s competitive position in overseas, as well as better support US-based global customers internationally.