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CANADIAN INDUSTRY ONLINE - NOVEMBER 2015Northern MicroGC: There are many books written on the topic of changes in the IT market in the last 25 years. I don’t think that I can summarize it in one sentence... The one constant that I’ve observed and that Herman identified a very long time ago is that “Software sells hardware”. That maxim has proven itself repeated- ly. Herman also had the vision of rec- ognizing the need and value of an ERP system. After much research, he select- ed a solution called Damgaard Axapta in 1999. This is now called Microsoft Dynamics AX. This ERP solution in- creased our ability to analyze patterns in products and sales and to deliver re- ports that are probably crippling other, less ready competitors.CIO: What does the company of- fer customers that you feel is “second- to-none” in the industry?GC: Most of our Sales team has been with Northern Micro for closer to two decades than one. Customers re- ally value that stability and comfort of always going to the same person for their needs. This longevity also puts us in the position of understanding better our customer’s requirements. We have also become experts at the various pro- curement vehicles used by many of our clients and use that knowledge to make it easier for them to do business.HY: I believe we do two things that are second to none in Canada: our56| Canadian Industry Online | November, 2015