InnoviMobile, a maker of mobile apps for businesses, has partnered with SHI International to increase sales and expand the company's reach into the mobile technology market.
SHI, an IT company in Somerset projected to do some $5 billion in revenue this year, functions like a department store: It chooses which IT brands to carry and then uses its own sales force to sell those brands across its customer base.
Becoming one of those SHI brands will help InnoviMobile tackle one of its biggest challenges: finding new customers.
"They have the customers that we want to target," said Alex Zaltsman, CEO of the Piscataway-based InnoviMobile. "There's a lot of work to be done, but at least we have a network that we can leverage."
And the benefit for SHI is the company gets to sell a low-volume but high-margin service to that network of customers, Zaltsman said.
"There's a lot of investment being made in mobile technology," he said. "We're giving them the ability to sell a high-margin service, but we're also helping them push their mobility practice deeper into their clients."
Kevin English, senior manager of mobility at SHI, agreed.
"The ubiquity of mobile devices in the workplace today offers organizations new opportunities to increase productivity, efficiency and customer service," English said in a statement. "Our partnership with InnoviMobile enables customers to fast-track mobile and tablet application development projects through an agile process that is delivered within reasonable timeframes and budgets."
The pairing is a bit like David (InnoviMobile) working with Goliath (SHI), Zaltsman said. And it took eight months to convince the IT giant that InnoviMobile was a viable partner.
"They don't want to take a risk on an unknown company like ours. But we essentially asked them to do it anyway," Zaltsman said. "There's a lot more to do, but the big deal for us as a small business is we get a chance to work with a huge company."
"If it works out, it will change the game," he added. "It will put us in a different stratosphere."