MAYBVM

302 303 FX INNOVATION people feel great and can perform to the best of their potential.We try to build that same vibe with our clients.We want them to feel they’re working with an honest partner who’ll do every- thing to maximize the value of IT for them. Cur- rently, our best salespeople are our customers.” BVM: Who is your typical client and what ser- vices do you provide? Marotte: “Close to 50 percent of our revenues are in the financial market –banks, insurance, we also do a lot in the retail sector. Medium to large companies where IT and digital are important to their business model are very interesting to us. We do all sorts of interventions. Sometimes they express problems and we propose solutions. Or they have the solution and want us to build it. Other times, they want us to manage part of their IT services, so they can focus on their core busi- ness strategies.We have a strong tech group that does what we call ‘technology watch’– they tell us which technology is going to do more or be better for our clients and we try to integrate that to help them achieve what they need. “We have a strong relationship and a strong presence with our clients, in good times and bad, because we believe that who you choose to do business with when you’re in a bad situa- tion makes a big difference. That’s the value our clients find in doing business with FX, and this is the pride we feel every time we get a client out of a major issue and it comes out good in the end. It makes us feel ‘mission accomplished.’” Riachy: “A couple years back we put in place a roundtable with CIOs of major institutions in Mon- treal, who are also clients, to demystify the cloud for them through expert speakers animated by our tech group and David presiding.We now do these round- tables on a quarterly basis. It helps these clients to get together and see that they have similar issues but no solution.We sit with them to understand the issue, we clarify the issue to make sure everyone is on the same page, and we end up finding solutions with them most of the time. “Or we refer partners to help them out. This creates the synergy we have with our clients and employees because they are a major part of the suc- cess of this company. Sometimes there are competi- tors at the same table, but it doesn’t matter because IT is IT.We help them identify issues and how we