Adam Sandman

An engineer would say quality is fitness for purpose.

For us, what it means is keeping the world running.

That's what our team does every day.

That's what our passion is.

We work with

companies that are in the biospace, utilities, energy companies, literally every sector of the economy that you rely on to get to work every day, to have power in your house, to clean water.

We work with those kind of companies to make sure all of the IT systems they have work as they should and going forward in the future, anticipate risks that might come so that as the world evolves and changes, they're ready to address those risks.

So that's what we're here for.

Yep, that is definitely still the case.

A lot of bio companies, I think, have added into the mix, but definitely a lot of aerospace.

When I say a defense, a lot of aerospace companies, but also maritime and large platform companies are making big hardware, as well as companies working in the supply chain manufacturing space.

automotive aerospace, but also general manufacturing as well, IoT and those sort of sectors.

That's a great question.

And we've done a bit of both, but a lot of it has been expanding into adjacent buying points in the same customer, as well as referrals and partnerships.

So finding, working with partners that brought us deals and finding more deals with them.

And then obviously looking at larger customers and finding adjacent buying points or following referrals where oftentimes people are consultants, they move from organization to organization and they bring us in into those organizations.

And that's been a large part of the direct sort of sales as well as the partnership sales.

And then of course, we're still looking for new buying points that fit our ideal target client.

One thing I think we've done a better job of in the last 18 months has been defining our ideal client.

We spent a lot of work this year on messaging and message development, and our website is still in the midst of that transition if you go to it.