The challenges of successfully
growing and selling a company

an interview with Randy Gibson, Transystems/Automation Associates

In this month’s Insights, Michael Lurie sits down with Randall (Randy) Gibson from TranSystems Corporation to discuss the challenges Randy faced in successfully growing his company, Automation Associates (AAI). The interview focuses on the lessons Randy learned in the process of successfully selling AAI to TranSystems Corporation in 2005.

Randy founded Automation Associates Inc. (AAI) in 1986 based on a strong conviction that simulation-modeling technology could prevent costly mistakes that were made repeatedly in the design and implementation of automated systems. AAI’s clients include the United States Postal Service, Rite Aid, Compaq, Delta, Revlon, Motorola, Starbucks and Tropicana.

In 2005 AAI became a wholly owned subsidiary of TranSystems Corporation which provides transportation consulting services that spans all modes of operation, and provides a full range of architectural, engineering, planning, management and supply chain consulting services, as well as transportation security and transportation real estate consulting services.

In this video, Michael and Randy discuss:

• What actions Randy took to move AAI from an earlier stage company to one with a more focused approach

• Focused on developing relationships with channel partners
• Determined who his market segment was, how they viewed AAI, how the compared to their competition, how we found their own nitch
• Participated in workshops, interviews and strategy planning sessions – these helped AAI to see themselves as providing a service as opposed to just a technology

One thought in particular that Randy would share with a first time CEO of an emerging tech company...

"It’s important to include marketing and sales strategy along with the idea strategy from the start."

Insights is a monthly multi-media publication featuring video interviews with CEOs of emerging technology companies who share their knowledge and experiences in growing their companies.

Please call 858/792-2633 or email us to find out more about our unique approach to marketing for early-stage technology companies.

Resources

Raising Start-Up Capital
Inc.com

Association for Strategic Planning
San Diego Chapter

Exit Strategies for your Business
Entrepreneur.com