Minton and Paider attributed part of HMB’s success to its partnerships, adding, “We have tight partner alliances and great relationships with OpenText and Kofax.” The company is a platinum partner with OpenText, and a diamond partner with Kofax.
Aside from their ventures in software solutions, the company also offers managed services, as well as hardware from partners Fujitsu, Panasonic, Kodak, Canon, and Xerox.
HMB fixes its ears on its customers’ issues, seeking to understand their business goals and IT objectives, define their expectations, and assess their current IT environment. Once they have zeroed in on an organization’s pain points, they comb through their product portfolio, recommending the appropriate solution to solve their client’s problem.
Minton and Paider gave an example of the strategy in practice, explaining how a government agency was having problems with document capture and process management. “Their primary problem was that too much of the capture process was manual, which led to high labor costs and opportunity for error,” said Minton. Ultimately, HMB concluded that its client could benefit from Kofax Transformation Modules (KTM), a capture and process management platform that automates document classification, page separation, data extraction, and validation capabilities, as well as provide businesses with capabilities to manage custom workflows. Not only did KTM lower the agency’s cost of operation, but it allowed the agency to operate at a higher level of efficiency.
Continuing on the theme of government customers, the executives recalled a bid where, “HMB needed to meet certain objectives – specifically, to reduce the client’s dependency on telephone lines while keeping the system on-premises.”
The company’s solution was to deploy RightFax Connect, which facilitates the integration of cloud-based delivery with RightFax server. “Their request required a solution flexible enough to fit into their ‘Goldilocks-zone’. Fortunately, RightFax Connect was a perfect fit, and they were able to maintain the software on their servers and within their firewalls in order to manage their specific security and regulatory compliance requests,” said Paider. HMB was able to reduce the agency’s fax costs associated with fax machines, telephony infrastructure, and related maintenance and support.
Making software-only sales isn’t the only goal for HMB. “Obviously, the capture process starts with the scanner. From there, based on a client’s scan volume and additional capture capability needs, we sprinkle in software and connectors to address those needs,” said Minton.
The folks at HMB also showed me that making sales isn’t the monolithic component to success I thought it was. “Sales is only half of it,” said Paider, adding, “the other half is about getting your customers up and running fast and ensuring a quick ROI”. Paider says HMB can deliver this because “we hire good engineers and make sure our sales people don’t overpromise anything to put our engineers in a position to fail.” In the end, Paider says that his customers are satisfied and, sooner or later, word spreads about HMB’s ability to help businesses thrive.
If we can learn anything from history, then the future looks bright for HMB. “Over the past seven years, HMB has shown steady growth,” said Paider. “Two years ago, we branched out into the managed services space, which has sped up our revenue to the tune of 125 percent growth over the last 12 months,” added Minton.
The steady pace is good for HMB and they are careful not to overextend themselves. “We haven’t oversold our products – especially in the managed services fields – so we can deliver on our promises,” said Paider.
Related blogs
