Bedrock Technology Partners, a onetime CRN Fast Growth award winner and No. 163 on the CRN 2014 Solution Provider 500 list, has set the stage for what it sees as a new wave of explosive sales growth by opening an office in Bangalore, India.
Dean Cappellazzo, CEO of the eight-year-old San Diego-based technology services company, is cutting the ribbon on the overseas expansion with a Jan. 15 trip to Bangalore along with his senior leadership team including Senior Vice President of Engineering Avinash Rao, a native of Bangalore; and Vice President of Marketing and Business Development Lorraine Battipede.
The India expansion is a direct response to an increasing demand for overseas services from Bedrock clients who are looking to “drive more efficient procurement and operations” in the fast-growing India technology services market, said Cappellazzo.
“The demand for international IT services is our customers’ single biggest point of concern,” said Cappellazzo. “A lot of companies that we meet with, the first question they ask us is: ‘Do we have the ability to ship to India?’ We are bridging the geographic and cultural gap by becoming the single global IT source for our customers with more efficient procurement, operations and engineering services for them.”
Many Bedrock customers are looking for help streamlining the complex and often chaotic supply chain that comes with overseas distribution with regard to pricing, currency, shipping and tax issues, said Cappellazzo. The logistics expertise to make overseas procurement seamless for clients is a huge differentiator for Bedrock, said Cappellazzo.
“We are going to have feet on the street in Bangalore to take care of all the shipping, tax and liability issues for our U.S. customers,” he said. “We are going to take care of all the procurement and services issues for them.”
As part of the Banaglore trip, Cappellazzo and his team will meet with current and prospective customers, vendor and distribution partners, and interview job candidates.
“I have wanted to expand into India since we started the company eight years ago,” said Cappellazzo. “India is the fastest-growing country in the world. It is not just a high-tech call center anymore. It is a new Silicon Valley. We are adapting to to the changing dynamics of the market. And this is only the beginning. We have plans to follow this by growing out from there into Singapore and Hong Kong.”
The global assault comes after Bedrock’s recent expansion into the Southeast with the opening of three new sales and engineering branch offices in Raleigh, N.C.; Atlanta; and Huntsville, Ala. That expansion, which has added seven new engineers and eight new sales reps, came after Bedrock took control of a former semiconductor reseller.
Cappellazzo said he expects the Southeast expansion to add $100 million in additional revenue on an annual basis by leveraging established relationships in the Southeast along with an aggressive new account acquisition effort.
That said, Bedrock’s sales battle plan for 2015 is focused first and foremost on making sure customers are “happy with Bedrock Technology Partners’ services,” said Cappellazzo. “We are really excited about 2015. If customers are happy with the services we are providing, then revenue growth will follow.”