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Acquisition Key To MNS Adaptation And Autonomy
On September 4, 2013, Blue Technologies, Inc., announced its acquisition of Smart Solutions, Inc. “” headquartered in Beachwood, Ohio “” effective September 1, 2013. In our opinion (through the lens of an independent dealer’s perspective), this acquisition is one of the most important announcements that has come across our desks this year.
Dealers know that acquisitions are essential for expansion, particularly when we’re talking about Managed Network Services. This press release was so important because it reflects the growing interest in Managed Network or IT Services. However, that interest is not generating significant adaptation or results. As I attend the major independent dealer group meetings, I am discovering that only a small number of highly active dealers (in terms of revenue and awareness of how to engage) are successfully engaging in MNS.
This release indicates that dealers are cognizant that one of the best ways to launch MNS is to acquire a company with employees who have the appropriate skills and a client base to establish a platform for the MFP dealer to transition into a fully conversant and active services provider.
Xerox, HP and Konica Minolta have done this, and dealers should do it, albeit on a smaller scale. Size is irrelevant. If an acquisition provides a dealer with two to three talented analysts and less than 100 clients, acquisition is still a far more sound strategy than starting from scratch.
Back To Blue
Blue Technologies acquired Smart Solutions, which is HP Autonomy’s top dealer in the United States. Smart Solutions is an IT solutions provider to clients in the education, legal, professional services, government and corporate sectors. The company provides managed services, comprehensive IT infrastructure consulting, document management solutions, and workflow optimization. This year, the company was named “North American Partner of the Year” by HP Autonomy.
HP Autonomy is focused on software that processes human information, or unstructured data. Autonomy also offers information governance solutions in areas such as eDiscovery, content management and compliance. In addition, HP Automory delivers marketing solutions that help companies grow their revenue, such as online content management, online marketing optimization and rich media management.
Founded over 30 years ago in 1983, Smart Solutions is an IT service provider that supports clients on both a regional and national basis. The company serves as a certified sales and solutions partner for over 20 IT hardware and software providers including HP (Platinum Partner), Autonomy (Gold Partner), Microsoft (Gold Partner), Aruba Networks, Citrix, VMware, Watchguard, Polycom, DocAuto, RBRO, eCopy, Omtool and DocMinder.
Smart Solutions will become a wholly owned subsidiary of Blue Technologies and will be renamed Blue Technologies Smart Solutions. Bill Julka, President of Smart Solutions, will remain on board as Vice President, and all employees will be retained during the acquisition. As a result, the combined revenues of the company will exceed $50 million.
Paul Hanna, President of Blue Technologies
Paul Hanna, President of Blue Technologies, is extremely enthusiastic about the potential this particular acquisition brings to the company, specifically stating, “We have been searching for the perfect acquisition for some time and after meeting Bill [Julka], seeing his company’s commitment to customer service and their passion for cutting edge technology, I knew this would be a great fit for the growth of Blue Technologies and Smart Solutions.”
This acquisition enables Blue Technologies to significantly expand its footprint across the IT space by more than doubling its experienced, skilled service and support teams. The expertise Blue Technologies brings to Smart Solutions includes solutions specifically designed for customers in the education, legal, government and corporate sectors.
Bill Julka, founder of Smart Solutions, is enthusiastic about his company joining forces with the locally owned and operated Blue Technologies. “After starting my company in Ohio, I am pleased to see Smart Solutions join with a company that shares the same values and deep ties to the community. I am eager to see the combined company continue to grow as it serves local, national and international businesses, offering complete office technology solutions.”
Editor’s Note: We would love to hear about any acquisitions that independent dealers are making. If we can be of any assistance in these efforts, please let us know. In most cases, we would recommend people like John Hey and Bob Goldberg to take you through the process. If you have trouble selling or buying a business, for financial reasons, that is where we can particularly helpful. We do not lend money, but can offer complementary advice on how approach and close a deal, as we have done so in the past for our subscribers. Most importantly, if a subscriber buys another dealer, let us know and we will even help you write a press release. You want to get the word out when you accomplish something like this because it will substantially help put you on the forefront of where the business is today.
