Garner IT Consulting

The Company

Eight years ago, persuading clients to replace aging hardware was no easy task for Randall Garner. Working at a small break-fix computer service company, Garner grew weary of bandaging old technology for clients struggling to upgrade or just refusing all together.

"I knew there was a lot of opportunity in the burgeoning managed services market, so I decided to go into business for myself," Garner explains. Thus, Garner IT Consulting was born in 2010.

Garner, an engineer at heart, continued his research into managed services, and in February 2010, discovered CharTec and its Hardware as a Service (HaaS) program, which compliments IT services by adding hardware into an all-inclusive IT agreement and presenting it to clients in a flat monthly fee.

"This is what I was looking for, a way to overcome the hardware replacement resistance that would allow me keep my cash flow in line. It made sense." By summer, Garner was a CharTec Partner.

The Bigger Challenge

Garner IT Consulting is a three-person, $230,000/year IT consulting and services company primarily focused on SMBs in Northwest Florida. More than 50% of the company's annual revenue comes from monthly annuity- based contracts for managed services. The company is family owned, operated and oriented. Randall's wife Julie assists with the internal marketing, including social media and email campaigns, while Randall does what he loves, consulting with clients and resolving their IT pains.

There is no argument that IT budgets are slim, and clients are expecting their technology to stretch further. In fact, hardware margins had declined so much over the years that many IT consulting companies had given up hope of ever making money selling hardware again. Some IT providers even resort to asking clients to just call them after the client has ordered the hardware themselves. This relationship puts IT resolution and service even more out of alignment. The client may purchase below standard or incompatible equipment due to budget constraints, which the IT service provider is forced to make work. The result can be long hours, lower margin on service, and frustration for both client and service provider.

"It was just as frustrating for me at the time as it was the client. I wanted to help, but my hands were tied," recalls Garner. "This is where I leaned on my partnership with CharTec and really accelerated our company to the next level."

The Partnership and Academy

CharTec is known as the leading HaaS provider in the industry. The company manufactures its own servers, workstations and even has developed an award winning BDR appliance all for its partners to deploy at no up-front cost.

Still, many IT companies struggle with approaching their client base to discuss hardware sales and replacement because of being uncomfortable in a sales role. That's why CharTec created CharTec Academy, a two-day training session at their 10,000sf MSP training facility encompassing sales techniques, marketing, business operations, and even technical sessions.

"Julie and I have both attended CharTec Academy. In fact, I've made the trip twice in the last year," said Garner. "Hardware is the smallest portion of this relationship. It's just the icing on the cake. The education at the academy is the main course."

Using the techniques learned at CharTec Academy, Garner nearly doubled his company's managed services revenue by January 2011. His latest accomplishment this June was refreshing an existing MS client operating below minimum network standards by using the HaaS equipment provided by CharTec and increasing the client's monthly commitment during the process.

"We quieted the network with no out of pocket for the client, and doubled the monthly revenue we were previously receiving for managed services," Garner said excitedly. "They were so happy. It's rewarding when the client really sees and appreciates the value you are delivering."