Target with the Technology Ticket
Mason concurred, stating that his company's client mix and prospective buyers come from a variety of markets.
"Any market with companies looking for enterprise-wide solutions are fair game," said Mason. "We've had a lot of success in many markets, including health care and financial."
So what is Webb/Mason shooting for in terms of new client acquisitions? Mason revealed Webb/Mason's rather ambitious goal of growing sales by 30 percent each year.
"It is important to sell an account in total rather than having a bunch of accounts with just a few orders each," he said. "We are mainly looking for contractual relations."
Such relations can take time to advance even if they are a quick sell.
Said Mason, "Distributors could be looking at a window of six months to a year from the time they make an introductory presentation and sell the concept to having everything up and running.
"Some of our larger competitors cookie-cutter their services," he said. "We have flexibility in our model which is a primary driver of our e-commerce solution."
By Sharon R. Cole