A Few Minutes With ... Arxis Technology Inc.

A SWK Business Partner and MAPADOC Select Partner, Arxis Technology, Inc. is a California-based technology consulting firm that implements and supports accounting and business management software. Arxis works with small- and mid-sized businesses to help them use technology to maximize their growth and success through Sage Accpac ERP, Sage MAS 90/200 ERP, Sage MAS 500 ERP, SageCRM, QuickBooks Enterprise and Accellos WMS. Principals include David Cieslak, CPA.CITP, GSEC, and Bob Gaby, CPA.CITP, MCP; Mark Severance, director of Sales and Marketing, answered these questions.

SWK: How does partnering with SWK help increase your value as a solutions provider to your customers?

Mark Severance: We are big believers that success as a technology consulting firm is based in a large part on the strength of relationships. For many years, SWK has been one of our best partners because of the many different ways the company complements our services and helps us provide additional value to our customers. Specifically,

• MAPADOC EDI software and SWK's services provide a rock-solid solution for our large distributors.
• SWK's MAS 90/200 custom programming services and software enhancements add key functionality to customer ERP solutions.
• SWK partners with us for warehouse management evaluations and implementations.
• SWK has been a key sponsor at our customer events – investing time, resources, and knowledge to make the event a success.
• SWK regularly participates in the Information Technology Alliance, where Jeff Roth and his team's willingness to share feedback and creative ideas helps us to improve our business processes.

SWK: Regarding your "Nine Steps to Success," why does this process work?

MS: "Nine Steps" works because our people own each step of the process. From the beginning of a client relationship as we assist them with ERP evaluation, all the way through ongoing support and system enhancement, each Arxis team member knows and embraces his or her role to "maximize each client's success." Beyond that, our desire to continually introduce new ways to improve the customer experience throughout the process is absolutely critical.

SWK: Your business has grown over the years. What is the secret to your success?

MS: Two words come to mind: "people" and "flexibility." First, our business is all about people and we've been blessed with talented team members, extraordinary clients and outstanding vendor partners. Second, we've been successful because of an uncompromising and inflexible commitment to customer service, while remaining quite flexible in order to quickly adapt to changes in technology, business trends or the general economy.

SWK: David and Bob donate hours and hours of volunteer time each year to various speaking opportunities and thought-leader forums. Many firms don't see the cost/benefit to this strategy. Why does this seem to work for Arxis?

MS: You are right. Their willingness to speak and write takes a considerable amount of time and effort. On a personal level, they enjoy the opportunity to teach, as well the chance to rub shoulders and learn from many other thought leaders. At an organization level, the PR that results from their efforts has resulted in new clients, increased credibility from perspective clients and numerous referral relationships. While the line between a particular speaking gig and revenue to Arxis is sometimes difficult to discern, the overall commitment has proven to be immensely valuable to Dave and Bob as well as to our organization.

SWK: Now that we are in 2010, what do you predict will be your toughest business challenge this year?

MS: The biggest challenge of 2010 is going to be convincing clients and prospective clients to "get back in the game" and invest in technology. Due to the tremendous economic uncertainty in 2009, many companies refrained from making important investments. Now, with positive economic signs and increasing confidence, our challenge is to effectively communicate and demonstrate the significant value contained in our products and services. We are eager to do so and looking forward to a great year!