Rediscovering The IT Value Proposition

By Brian Horton, CEO, Breadcrumb Cybersecurity, Inc.

When I started my first technology company in 1998 and when launching its successor in 2007, the term IT consulting was synonymous with IT support; they were interchangeable. The business model was hands-on, we intentionally involved ourselves within the customer’s organizational planning, and we went out of our way to create tangible value beyond the ticket SLA. The relationship was defined by our investment in the nontechnical elements, not necessarily by “effective rates,” or “onsite requirements.” This consultative- and advisor-driven approach was centric to the relationship.