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Case Study: Heartland Technology Solutions
Accountability
 With 70 people in seven offices across four states, accountability has especially important meaning for Heartland Technology Solutions (HTS). The Harlan, Iowa-based solution provider has grown from $3.5 million in sales five years ago to $15 million today. With service expansion, acquisitions and geographical diversification central to their growth, Heartland carefully chose scalable, integrated software to replace manual and disparate systems: ConnectWise PSA.
"We’ve always taken great pride in the people we hire and develop," says Arlin Sorensen, HTS president. "It’s not about whether we trust them or not, it’s about having a tool in place that makes our sales and technical personnel fully aware of and accountable for every billable hour. ConnectWise eliminates any doubt."
Before installing ConnectWise last year, the fast-growing VAR could not sufficiently track all activities. "Now we have the checks and balances to ensure proper reporting from our standpoint and the customer’s. Built-in notifications keep our people on top of the details, and utilization is up 10 to 15 percent."
Besides increasing accountability, HTS has also become more proactive with customers, Sorensen said. "It’s easy to make excuses when you don’t have the right systems and controls. ConnectWise gives us the daily monitoring and long-term strategic decision support to make the most of our resources and end-user budgets."
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