Magazine Article | March 1, 2017

Sell Compliant Cloud Solutions To The Credit Union Market

By Jay McCall

This MSP’s investments in industry compliance certification and private cloud offerings are paving the way for new growth.

Lee Bird remembers vividly when he started break-fix company Btech in 1989. It was the same year the World Wide Web was founded and AOL launched its Instant Messenger chat service and began welcoming users with the iconic greeting, “You’ve got mail!” In 2000, Bird decided to focus on providing affordable, managed IT security services to credit unions — well ahead of managed services becoming a common offering. Back then he had five credit union clients, and today Btech has 110 active credit union customers. “This industry has incredible peer support,” he says. “Eighty-five percent of our leads come from referrals. Unlike some industries we worked with in the past, including banks, credit unions are not afraid to refer you to other credit unions if you do a good job. They are typically not-for-profit businesses, and they have a culture focused on serving members rather than on trying to outperform other credit unions.”