Partner Success Stories


The Indiana Pacers have been a fixture on the Indiana sports scene since 1967 and Pacers Sports & Entertainment is one of Indiana’s largest entertainment industry companies.

Justin Ramquist, Senior Director of Premium and Corporate Ticket Sales recently shared how being an Accelerent Partner has contributed to their success.

How Accelerent helps build business:

It’s a given that when we invest the time, Accelerent helps to quickly develop strong relationships in the business community, by being intentional. For us, these relationships have developed through weekly group and one on one meetings that have led to $500,000 in new business, in just a year and a half. To my surprise though, we have also seen an acceleration in the learning curve of our sales team. By investing time, asking questions and giving to our Partners in Accelerent, our reps have gained a better knowledge of how other industries operate and how relationships lead to more efficient prospecting. We also have been able to provide Accelerent Partners access to our Pacers Business Alliance, as well as, Pacers Suites that have allowed partners to generate new leads and close over $200k in new business for them.

 
What advice do you have for other Accelerent Partners or prospective Accelerent Partners?

There is a lot you can learn by taking the time to listen and ask questions with Accelerent Partners. The more you understand their business and them as a person, the easier it is to be intentional about making introductions. When possible, make those introductions in person. Here with the Pacers, we are lucky to have a venue and platform that allows us to make these introductions in a unique way for our partners. We realize not everyone has that opportunity, however, our biggest sale from Accelerent came from an in-person introduction made over a casual dinner. Simple, in-person, introductions work.




Family owned and operated in Baltimore, MD since 1919, Cole Roofing has been focused on solving problems for their customers and providing meaningful employment for their team members. From their first gutter job to the newly developed and installed solar integrated roof systems, they continue to reinforce their trusted reputation throughout the architectural and construction communities. Bill Cole, President of Cole Roofing and Pfister Energy, recently shared with us how Accelerent has contributed to their success.

How Accelerent helps build business:

Pfister Energy was introduced to a solar industry player at an Accelerent Evening Reception through CohnReznick, one of our Accelerent Partners. From that introduction, a long-term relationship was formed that helped Pfister solve an immediate client project financing issue. The relationship with this solar developer has led to a growing number of solar projects! Pfister also met a contact at an Accelerent Breakfast who after more than 2 years turned into our largest single location job to date.

 
Advice for prospective Partners:

Morgan-Keller Construction (an Accelerent Partner) provided Cole with an opportunity to service 4 properties in Frederick, repairing various roofing issues. They then introduced us to a local credit union and we performed 11 roof inspections, completed 6 repairs, and are working with them to hopefully perform a roof replacement project. United Way of Central Maryland (an Accelerent Relationship) introduced us to a local Property Manager generating 2 large repair jobs. Fidelity Engineering (another Accelerent Partner) has been an on-going collaborative partner which I believe will only grow over time.

Cole Roofing’s Service team also frequently benefits from connections made in Accelerent. There are almost too many small projects to name that have come from our Accelerent partnerships. We benefit most every month in at least some small amount of service work, and often in either larger service projects, or a new and valuable ongoing relationship with a property owner.

Having the “give to get” mindset is core to our company culture. This provides us with exponentially more personal satisfaction when we can help a Partner make a connection or help our client solve a problem by referring a Partner. No time is spent keeping score in our company, we freely and aggressively look for ways to help.

 
Advice for other partners or prospective Partners:

For us, success in Accelerent is defined by growing the number of like-minded businesses we connect with. Building a relationship with a business leader who gets as much personal satisfaction as we do from helping others allows us not to worry about how our time is spent. We are confident that this work towards a common goal of helping one another will lead us all to success. As Andrew Carnegie once said, “Do your duty and a little more and the future will take care of itself.” Combine the desire to help with hard work and tenacity and we are confident we can be a good Partner to all.

The pathway to achieving this success starts with participation. Attending as many environments as they provide and getting to know what our Partners do, is critical. You are more apt to find good matches between your relationships and fellow Partners when you understand what separates them from the competition and consistently ask what is their biggest current challenge.




 

Founded in 2004, Immedia is a full-service ProAV integrator, providing design-build solutions, project management, training, installation, service and maintenance for commercial, education and residential clients throughout the southwest. Having completed thousands of projects over the years, Immedia has built a reputation of excellence in design and service, and of standing true to their word. Jeff Emmons, Owner of Immedia, recently shared with us how joining Accelerent has contributed to their success.

How Accelerent helps build business:

Immedia joined Accelerent in September 2016 and quickly aligned with several Accelerent Partners who target similar clients and projects. In the last 5 months we have identified more than $2 million of new opportunities and received contracts for more than $1 million of new work. It is hard to quantify the amount of business that we have referred, however, we have had several people on our sales team that have invited Accelerent Partners to attend joint sales calls and both companies have gotten traction from cross selling. A few of our best clients have begun working with Accelerent Partners.

Advice for other partners or prospective partners:

Identify Accelerent Partners that are closely aligned in the type of clients and projects that they pursue and work with them to develop a strategy to cross sell. The opportunities are plentiful but you have to stay focused and work to be successful. A great partnership results from 100% effort on both sides. Accelerent provides a forum and vehicle for relationships to grow. The firms that are involved have already made a financial commitment to be serious about growing their businesses, thus, they are significantly more interested in building strong partnerships.




 

Lotus Lawncare serves commercial and residential customers throughout Kansas City. Their team works hard to ensure world class service, that they exceed expectations and maintain their reputation as one of the most trusted names in lawn and landscape maintenance.

Brandon Banks recently shared with us how being an Accelerent Partner has contributed to their success.

How much business have you received during your time with Accelerent?

We have generated about $630,000 in the two years that we have been a partner and are currently working on another large bid. I have given out about 15 referrals so far and anticipate many more as I continue to build relationships with other partners.

Advice for other partners or prospective partners:

Meeting one on one with other partners and utilizing all the tools that Accelerent provides has been my key to success. In doing so I have met many connections to help me achieve my goals on a business and personal level.




Baron Construction is a full service general contracting company that provides new construction, renovations, interior build-outs, preservation projects, design/build and construction management services

Over the past 30 years, Baron Construction has completed a diverse range of projects including industrial, commercial, retail, non-profits, healthcare, educational and religious facilities.

How Accelerent helps build business:

We have been awarded and are getting ready to break ground for a $2.2M project, the Comprehensive Arthritis Care medical office building in Hendersonville, TN. Rand McFarlin of mhp Architects was very instrumental in introducing our team and getting us involved in the project early in the planning stage. We had worked with Rand and his team before on various projects, but they did not know (until we both joined Accelerent) that our building expertise included medical! In addition, we have developed many new relationships in Accelerent that are very important to us long term. Accelerent has also assisted us in hiring. Through a fellow partner we were able to recruit a Project Manager.

We recommend our Accelerent Partners every chance we get. Our goal is to be totally reciprocal and be known as a partner that is driven by “better to give than receive” philosophy.

 
Advice for other partners or prospective partners:

Our business is about building, not just commercial projects, but trust. Trust is a key ingredient for Accelerent as well. If all the partners have total trust in each other the sky is the limit!
 
Getting your team involved is paramount, especially your “up and coming” associates and future leaders. Take the time to meet and get to know, on a high level, every partner possible. One introduction from a trusted partner can directly result in new business relationships for all. It has taken us about a year to get fully engaged but there is so much potential in Accelerent.




DesignDATA is a leading IT services company focused on three lines of business: Outsourced IT, IT Consulting and Data Center Services. 

They blend their 37 years of business savvy intelligence with technical expertise to develop the best possible technology plan for their clients. Matt Ruck, Vice President, and Karl Wappaus, Director of Sales, recently shared with us how being an Accelerent Partner has contributed to their success.

 How Accelerent helps build business:

We have generated a number of great opportunities through Accelerent, resulting in monthly recurring revenue in excess of $20k per month. Although we have only been an Accelerent Partner for about a year, we have been able to refer business to a number of other partners. We have found the subgroup meetings, round tables and connection meetings to be especially productive. Our commitment to one-on-one meetings with other partners who share our “give to get” mentality has also been an important factor in our success.

 Advice for other partners or prospective partners:

Consistency is key. Stay committed to participating in Accelerent environments. Do the legwork ahead of the meetings (research the connections of partners) and always come prepared with a “give” opportunity for an attending partner, even if it’s just a simple introduction.




Bluewater Advisory’s talent management and business consulting services are always value-driven and unique to the company they are serving. 

From hiring for one position or optimizing an entire organization, Bluewater is laser-focused on cost-effective solutions. Mark Debinski, Founder and President of Bluewater Advisory, and Managing Director of Bluewater Search, recently shared how being an Accelerent Partner has contributed to their success.

How Accelerent helps build business:

At Bluewater, we aim to provide an ROI of at least 10 times the investment of our clients. As such, we also expect to achieve the same measure for our investments. We are thrilled to have reached our 10x threshold each of our five years as an Accelerent Partner. We are also proud to have provided a 10x “give multiplier” within the network. One of my favorite things is to find unique ways to provide value and strategic referrals among Accelerent Partners.

Advice for other partners or prospective partners:

Simply put, “being there and being real.” And that goes for all of Bluewater’s team members. We can choose to look at an evening reception or breakfast event as an Outlook calendar item, or we can approach it strategically and attend with purpose and in the giving spirit of Accelerent. Dave Hartman instilled this in me at an informal lunch a few months into our membership, and it was one of the most valuable pieces of advice toward our success within the Accelerent Partnership.

Two additional quotes also come to mind. “Rome was not built in a day,” meaning it takes time to develop deep, trusting relationships. Success in Accelerent is a marathon, not a sprint. Lastly, to borrow from a favorite scripture, “To those who have been given much, much will be expected.” My point is, we are so fortunate to work in an environment such as Accelerent, we must embrace the “Give to Get” culture in order to fully experience the opportunities the partnership presents.




Expedient is a technology company that provides computer room space and cloud computing services to business customers. 

Expedient helps minimize computer complexity and downtime risk, enabling a company to stay focused on its core business. Doug Theis, Director of Market Strategy in Indianapolis, recently shared how being an Accelerent Partner has contributed to Expedient’s success.

 How Accelerent helps build business:

One of our keys to success is to stay top of mind by attending Accelerent and direct Partner meetings. In doing so, Accelerent has generated four opportunities and one contract in the first 9 months of Expedient becoming a Partner. The first contract’s value is $220,000 over a three-year term and expect the revenue numbers to significantly increase in the months to come. We’ve helped other Partners with $350,000 of business to date.

 Advice for prospective Partners:

Spend time with each of the Partners to learn which ones align most naturally. Look for Partners who call on the same titles, such Chief Information Officer or IT Director. Then meet the Partner teams person-to-person so you can develop trust. Understand how to listen for Partner opportunity, and teach the Partner how to listen for opportunity for you. This approach takes some time to build, but it works.




Headquartered in Cincinnati, OH, Cintas leads the industry in supplying corporate identity uniform programs, providing entrance and logo mats, restroom supplies, promotional products, first aid, safety, fire protection products and services, and industrial carpet and tile cleaning.

 

Chad Moran, General Manager, recently shared with us how being an Accelerent Partner has contributed to their success.

How Accelerent helps build business:

Our key to success has been to build one-on-one connections. Since joining Accelerent two years ago we have received nearly $400K in new business from fellow Partners, much of this being recurring annual revenue. Cintas has made introductions for fellow Accelerent Partners that has resulted in $315K in business for the Partners.

Advice for other Partners or prospective Partners:

Make connections early and build the meetings into your weekly routines. The meetings are a must and its critical not to get in the habit of cancelling and rescheduling. Be sure to build Accelerent into your company’s business plan for success. If participating in Accelerent is important to you, you will be successful.




As a family owned company with offices throughout the Midwest, UDP/Datamax of KC is a leader in the document solutions market. 

They provide innovative document input, management and output solutionst hat increase productivity, functionality, quality and value in diverse business environments. Chris Guance, Division President of UDP/Datamax of KC, recently shared with us how being an Accelerent Partner has contributed to their success.

 How Accelerent helps build business:

Just in our first year as an Accelerent Partner, we have received over $185k in business referred by other Partners. Having a “give to get” mentality isn’t just a saying with our team; it’s our passion and something we practice constantly as part of Accelerent. We regularly look for opportunities and discuss internally how we can help Accelerent Partners. In fact, of the $200k we’ve helped Partners close, a large percentage was “unsolicited” by the Partner.

 Advice for other Partners or prospective Partners:

Do your best to be represented in 100% of the Accelerent environments. It’s what has made our success possible. We also don’t limit ourselves to any types of Partners. By focusing on maximizing the “abundance” that is Accelerent, we regularly have Partner-to-Partner meetings with Executives and Producers. On nearly a daily basis we are communicating with fellow Accelerent Partners to find connectivity with target prospects to help set up meetings. We are pleased with the results we achieved in the first year and are extremely excited about the future. We highly recommend Accelerent to any company that’s serious about driving revenue.




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