Client Knowledge

Wilson pointed to the investments Bluewave has made in building a company. 

In addition to buying partners with diverse technology and services portfolios, Bluewave has spent money on building infrastructure and platforms.

“Their acquisitions, as I look at them, have not just been trying to add base. It’s not just about getting an extra couple $100,000 or $1 million dollars of revenue in the door,” Wilson said. “It’s really about adding groups that are going to be complementary or purposeful to the growth of the business in the coming years.”

Wilson noted that partners engage in “go-to-market farming” as well as “go-to-market hunting.” And that farming, which consists of cultivating one’s base and cross-selling, will improve with Bluewave’s platform.

“We had a lot of opportunities to improve our client knowledge and to track the interactions with them and to really create a process around around that interaction. And we did it well, but we bootstrapped a lot of it,” Wilson said of Helm’s previous platform and processes.