One of the big questions we’re constantly being asked is “Why did EMC recently purchase two Documentum partners, are they becoming a services firm?”
I asked EMC IIG boss, Rick Devenuti, a similar question at EMC World last May (NOTE: They had not yet purchased Sitrof at the time), he looked me in the eye and said “no”.
And while I don’t question his honesty and integrity, I did need a more detailed answer because EMC’s quarterly financial statements revealed that IIG’s Services revenues exceeded its product revenues.
“Well then why did you buy Trinity Technologies?” was my next question; “they’re a services firm, after all.”
For their industry knowledge, was his answer. He explained that Trinity has been providing solutions around Documentum in the Energy industry for many years and that they had broader and deeper experience than EMC IIG’s team.
And, since Energy, is one of the industry solutions that EMC IIG is taking under its own wing, via its Engineering, Plant, Facilities and Management offering, they will be looking to the Trinity team to provide insight and services around it, rather than relying on its consulting partners to do so.
Though I haven’t heard anyone articulate this quite so bluntly, here’s the deal; Energy customers are extremely important to IIG and Devenuti’s team is hell-bent on making sure that they are delighted with Documentum. As a result, IIG, itself, will be providing services to these customers.