ISVs: Reap The Benefits Of A Single Vertical Focus

By Mike Monocello, Business Solutions magazine.

I was first introduced to Global Bay Mobile Technologies at a trade show a few years ago. The ISV was focused on creating mobile solutions that extended the functionality of enterprise back end systems out to handheld devices. At the time, the company was horizontally focused, happy to win business in any vertical, and achieving 15% revenue growth year-over-year. Despite that growth, its executive team realized that the company would be better off focusing on a single market. I recently caught up with Harlan Eplan, VP of business development at Global Bay, who shed some insight on how the ISV came to that decision and how the decision led to 55% revenue growth in 2010.