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Ollivier grew their business faster by building RMR

The Goal

Create strategies for long-term business relationships and fuel company growth by building RMR

In 2015, Ollivier had no recurring revenue, service contracts or managed services customers.

“I knew that I had to build a recurring revenue base in order to stabilize the company, make the company less susceptible to an economic downturn and make revenue less volatile.” -Louis Boulgarides, President and CEO of Ollivier

Louis wanted to grow his company to $10M. This growth could not be achieved with service plans alone. It required adding new products and services.

The Obstacle

The biggest challenge to growing RMR was finding the right manufacturers that could deliver product features as promised. Louis found that certain products did not live up to their expectations during the sales cycle and sometimes even after customer deployment.

 

 

 

 

“By having the managed service team partner with sales reps on RMR opportunities and updating compensation to reward the first RMR sale and year over year sales to build client relationships, we have seen great success.”

-Charles Denney, Director of Managed Services

 

 

 

 

The Go-To-Market Strategy

Making this organizational RMR transition takes commitment, so Louis began by creating a dedicated managed services team and an ecosystem to support the effort. He hired a Director of Managed Services, Program Manager and Program Administrator.

“Working an RMR pipeline can be a longer sales cycle, and the immediate dollars may not be as large. You need someone at the company to be the champion of the program. Make sure that you vet your partners, and never sell or deploy a product unless it has been thoroughly vetted to meet your needs.” -Louis Boulgarides

Additionally, he updated the company’s sales compensation program with more incentives to sell RMR and positioned the new managed service team to be a valuable resource to the sales reps as they had to build new contacts and sell different security features.

“By having the managed service team partner with sales reps on RMR opportunities and updating compensation to reward the first RMR sale and year over year sales to build client relationships, we have seen great success.” -Charles Denney, Director of Managed Services.

Why Ollivier Corporation Chose Brivo

Louis needed a technology partner that understood his small business needs, offered products with simple installation and delivered dedicated support for their reps as well as their customers. They chose Brivo because our cloud-based access control platform delivers the products and services their customers want like remote management, easy integrations with functions like video surveillance and expert technical support including cybersecurity and IT support.

“With Brivo, we get exactly what we want in a product and what they promised us we would get. It’s mobile and accessible so you can manage security anywhere, at any time, and it is simple to install.” -Louis Boulgarides

Additionally, with proven ROI and total cost of ownership savings for customers by eliminating costly infrastructure, Louis and Charles know they made the right choice in partnering with Brivo.

“All the features, support and cost savings make Brivo a very easy sell to our customers.” -Charles Denney

 

 

“With Brivo, we get exactly what we want in a product and what they promised us we would get. It’s mobile and accessible so you can manage security anywhere, at any time, and it is simple to install.”

-Louis Boulgarides

 

 

 

 

The Growth

Ollivier’s future is limitless given the scalability and integrations of Brivo to grow their business.

With the support of Brivo and other managed services, Ollivier has grown their overall business from $4.5M in 2016 to $8.2M in 2018.

 

 

“I knew that I had to build a recurring revenue base in order to stabilize the company, make the company less susceptible to an economic downturn and make revenue less volatile.”

-Louis Boulgarides, President and CEO of Ollivier

What’s Next for Ollivier

Louis and Charles agree that it is important to focus on some key growth areas in the next few years to build more RMR and maintain high customer retention. Their goals include increasing RMR by $25K each year and vetting new products to add to their managed services ecosystem. They also want to address increasing customer expectations and continue to focus on cybersecurity needs.