Magazine article National Defense

Business-to-Business Software Market Grows

Magazine article National Defense

Business-to-Business Software Market Grows

Article excerpt

Growing needs for software products that help both the public and private sectors become more efficient have resulted in significant business opportunities for small companies.

HandySoft Corporation, a small firm based in Falls Church, Va., is taking on the business world with a "blitzkrieg" approach, according to a company spokesman. That companyfounded in 1998-has released the latest version of its BizFlow-2000 enterprise workflow management system. This web-based software suite is designed to assist commercial and government organizations in defining, modeling and automating their business processes. This being the company's first major entirely web-based product launch, HandySoft has set a goal of exceeding $4 million in annual revenue.

'Blitzkrieg Approach'

Robert O'Such, HandySoft's director of marketing and business development, said the product pays for itself in five years and provides an 18 to I return on investment by providing a work environment that decreases the use of paper and carbon forms, mailing, postage, handling, time and personnel. By "blitzkrieg" approach, O'Such means his company is "aggressively pursuing the total market arena," which includes federal, state and local governments and large, medium and small commercial businesses. The company is "developing key partnerships with several well positioned large and small businesses and teaming to take advantage of mutual strengths," he said. "We provide a strong product for their toolbox of solutions. They provide market savvy and integration expertise."

HandySoft, which officially released its latest product suite last Christmas Eve, may have, ironically, found its way in to the business world thanks to the so-called year 2000 (Y2K@ bug. "The timing was really good for us," said O'Such in an interview. While other companies were investing money in preventing Y2K from becoming a disaster, they withdrew money from their information technology or 11 mission critical" budgets to deter the bug, said O'Such. Since BizFlow-2000 hit the market about that time, HandySoft may have gotten a leg up on the competition and had a system that was ready to go by the new year.

"Now that Y2K is over, we see a light at the end of the tunnel," said O'Such. "People are starting to concentrate on the mission critical [attributes again]."

O'Such also identified what he called his company's "innovative approaches" such as "customized prototype demonstrations for potential clients, extremely competitive pricing with incentives, and an application service provider provision."

The prototype demonstration allows the company to eliminate risks and prove the system works before the client purchases it, said O'Such. Also, the company will offer "flexible pricing to meet the client's specific circumstances," he said. And HandySoft will provide the product infrastructure for its client--if desired--so that they do not have to invest in infrastructure of their own.

The company offers commerical and government pricing for the product. Pricing may vary, however, said O'Such, because clients may operate on different systems such as Windowns NT or UNIX. If a client wishes to use the HandySoft infrastructure, it will pay a monthly fee based on the number of users who operate the system.

"Our unique solution not only enhances efficiency through workflow management, but also maximizes the benefits of business-tobusiness collaboration among departments, agencies, customers, suppliers, manufacturers, partners, and the entire value chain," said Roger Wise, the company's executive vice president and chief operating officer. …

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