Joe Jenders, CPA, heads up Vrakas/Blum Computer Consulting, Inc., an SWK business partner that also serves as the technology practice of Vrakas/Blum, S.C., a full-service accounting and consulting firm in Brookfield, Wisc. Under Joe's leadership, Vrakas/Blum Computer Consulting is a leading reseller with Sage and was honored as the #1 JobOps Solution Provider in the nation for the last four years. Joe focuses on alliance building, acquisitions and manufacturing software systems, with specialized experience in "make-to-order" manufacturing systems.
SWK Insider: How does partnering with SWK help increase your value as a solutions provider to your customers?
Joe Jenders: I was very happy to see the new Extended Solutions Program that SWK has developed. Sage announced it was discontinuing support for most Extended Solutions (ES) – and the Master Developer channel could support any of the discontinued ESs, if they so choose. I envisioned a nightmare of searching out which developer was supporting which ES – and we were going to end up working with several different developers to cover all of our clients' needs. When I saw that SWK would support all ES's under a simple and cost effective program, I was thrilled. This program provides us with great value, while saving us a lot of administrative time and headaches.
SWK Insider: Tell me three reasons why VBScan helps a company improve its bottom line.
Joe Jenders: Our VBScan handheld scanning solution for JobOps and Sage MAS 90 ERP Work Order improves a company's bottom line in the following ways:
- VBScan is a time-saving, efficient way to enter transactions into the system.
- The accuracy of scanning improves quality of information and saves time in making corrections.
- It reduces paperwork related to the documentation of transactions.
SWK Insider: Vrakas/Blum has the distinction of being both the top JobOps Solution Provider in the nation and the All-Time JobOps Sales Leader. What is the secret to your success?
Joe Jenders: Our secret is our reputation and reseller alliances. JobOps fits a specific niche and it can be hard for any one reseller to find a lot of opportunities in order to really get good at it. Many years ago I worked hard to get my first, and then my second, alliance with other MAS resellers. These early alliances knew me and our reputation, and trusted us. As we worked together, it confirmed that my company could be trusted and we would not “steal” anyone's clients.
As my company did more and more JobOps deals, we became experts in the product, which made us more successful in closing sales and implementing the product. Our track record with those first alliances helped build our reputation; as a result, future alliances got easier and easier to make. Today, resellers and prospects contact us wanting to do business.
SWK Insider: Similar to SWK, I know your company also has a Help Desk. What kind of response time do you have for incoming calls and how do you promote your Help Desk?
Joe Jenders: I am very proud of our Help Desk. It is staffed by two experienced consultants who each have experience as end users of MAS and JobOps. We pride ourselves in providing “real world” solutions, while being personable and having fun in the process. We prioritize calls as they come in, and are usually able to assist most clients within the hour.
Generally, clients enjoy working with our Help Desk consultants, and get timely, valuable service. That helps drive future support work to our Help Desk. We also promote our Help Desk for use by other resellers who may not have the depth in personnel to cover the dates and times when their Desk isn't manned, such as vacations.
SWK Insider: Now that we are in 2010, what do you predict will be your toughest business challenge this year?
Joe Jenders: The toughest business challenge is driving new MAS ERP sales in a tough economy. When you are not selling a vertical like JobOps, the competition is more plentiful and intense – and some are desperate and willing to deeply discount their software.
In addition, the proposals being discussed in Washington, D.C., and the uncertainly of new taxes and regulations that may be coming to small- and mid-sized businesses, have many companies in "defense" mode. They are waiting on the sidelines to see how things turn out prior to making new significant investments. There are no magic bullets to bring in new MAS sales.
