Igniting the Managed Hosting Market

TH: Do you anticipate solid growth in the managed hosting sector as the analysts predict? What factors are responsible for this?

RO: We are very pleased with the growth that we’ve experienced in the past eight months, and we expect this momentum to continue. I’ve personally been involved in the managed hosting market in the UK, Continental Europe and Canada for close to 10 years. Taking my experience abroad, I believe that Fusepoint is uniquely positioned to service Canada’s mid- to large-market — and analysts agree.

More specifically, in Canada, there is a significant market gap between the co-location players and the expensive, global providers. For Canadian companies whose businesses are more and more dependent on the Internet for E-commerce, CRM and ERP applications, they need a provider who is able to manage their IT at a lower cost. Moreover, we deliver unparalleled services to advise our clients how they can maximize their IT investments and infrastructure. At Fusepoint, we fill this gap and expect to see continued growth as the Internet becomes increasingly business-critical for more Canadian companies.

TH: Starting in Vancouver in 1999 as RoundHeaven Communications, are there any differences (subtle or otherwise) between that market and the one in Toronto?

RO: The rationale for our expansion into the Toronto market is to strategically align Fusepoint with many companies that are headquartered in Toronto. Importantly, many of our Vancouver-based clients are requesting geographically dispersed services so we are responding to that increasing demand. And, we feel that this expansion is important in capturing market share. To summarize, we don’t see a significant difference between the two markets - just more opportunities to deepen our presence in the Canadian market.

TH: Is Fusepoint primarily targeting the Canadian market?

RO: At present, we are strategically focusing our marketing efforts to the Canadian market. That being said, we are not only attracting the attention of US-based companies who are looking for an alternative in fully-managed services, but we are landing them as valued clients.

As we continue to attract US attention, it would be natural business evolution to consider growth into that market. We are constantly evaluating expansion opportunities, either here or abroad.

TH: Is the company’s clientele mostly medium enterprises? Would you say that this segment (medium) has different needs than say the SME market or larger enterprise?

RO: Yes, at the moment, most of our clients are medium enterprises, and we are strategically focusing on targeting this and the large-sized market. As mentioned earlier, more mid-sized companies are looking to outsource their ever changing IT needs to a financially sound service provider.

At Fusepoint, we offer that solution - peace of mind at a lower cost. For larger companies, we offer the hands-on attention to partner with them to strategize about their IT infrastructures.

What’s more, as more Canadian businesses become dependent on the Internet for E-commerce, ERP and CRM application management, they are looking for reliable providers to help manage their IT infrastructure so the client can focus on growing their business.

As a result, we are committed to servicing this mid- to large-market with cost-effective business solutions that consistently save businesses 20-40 per cent over in-house options.

TH: Have you identified your major competitors? What does Fusepoint do better than the competition?

RO: We feel that, in Canada, there are no other providers who deliver the breadth of service that Fusepoint does. In addition to our range of offering, we have sound advantages over other hosting providers:

• financial stability - a strong investment from M/C Ventures
• technical expertise - over 80 technical certifications to ensure quality solutions for our clients
• top security professionals in the business
• customer advocacy - clients like Mountain Equipment Coop and Royal Canadian Mint are happy to talk about the solutions we deliver

And, as mentioned earlier, in Canada, there is a significant market gap between the co-location players and the expensive, global providers. At Fusepoint, we offer the best of “both worlds” - personal attention, flexible solutions and sound strategic advice that deliver bottom-line results for our customers.

TH: Are there any trends you see emerging in the marketplace?

RO: Following the events of last September, more companies are looking at disaster recovery and business continuance planning. At Fusepoint, we address this market demand by providing a range of products and professional services that deliver peace of mind. What’s more, we listen to our clients’ concerns to collaborate with them to strategize their best business solution.

TH: What things would you like to see the company accomplish for the remainder of the year? What are the important goals for 2003?

RO: Given our significant successes of the past 8 months, I’d like to see continued growth as a result of that momentum. More specifically, our goals for the remainder of the year and into the next, are to continue to:

• listen and respond to our clients’ needs
• partner with our clients to address their requirements with expanded products and services
• expand our client base in the fully-managed space.

And, as we introduce new products and solutions, we’re finding that more and more Canadian companies are recognizing the distinct value that Fusepoint offers.

  As Seen On: Tophosts.com