Regions Northern Virginia

Firm grows by ‘co-selling’ with others

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Print this page by M.J. McAteer

“Immix” is an Old English word meaning “to blend,” says Art Richer, president of immixGroup. The name was an apt choice for his company, he says, because immixGroup’s “whole mission is to offer a blend of services.”

The Tysons Corner-based company helps more than 200 technology companies increase and manage their public-sector business. The immixGroup gives government agencies ready and reliable access to the advanced technologies. As to the significance of the lower case “i” in immix and the run-together words in the company’s name, “they were just a way to get attention,” Richer admits.

The immixGroup has been getting a lot of that attention lately, although the credit has to go to its performance rather than its oddball typography. The company, which counts industry titans such as IBM, Oracle and HP among its customers, has seen its revenues swell from $280.3 million in 2008 to $785.9 million in 2011. Its work force grew from 152 employees in 2009 to 261 now, despite rollbacks in federal spending.

The government realizes that “the way to do more with less is technology,” Richer says in explaining his company’s growth in a dour economy. Tech companies also realize the “value proposition” of working with immixGroup to become more competitive, he says.

The company was started by CEO Jeff Copeland and Executive Vice president Steve Charles in 1997 as a contract management company. It helped technology companies navigate the intricacies of government — primarily federal — acquisition policies and negotiate and manage their contracts.

Contract management now represents only about 5 percent of immixGroup’s business, however, as the focus has swung toward helping tech companies market and sell their software and hardware products. “We are not quite a reseller and not quite a distributor,” Richer says. “We almost co-sell with tech companies.” 

The company also specializes in cloud computing and in helping tech companies find “channel partners” to help them market their products or services.

The cyber-security company Sourcefire has been an immix client for nearly a decade. “In a typical scenario,” says Marty Weber, Sourcefire’s vice president of sales, “a federal agency might be looking at security technology, and a Sourcefire partner wants access to our technology. It would call immix, and immix would provide a potential contract and quotes and pricing and then act on our behalf. It absorbs that workload.

Weber says immixGroup “is schooled and talented in my technology”, and that’s an asset that has spelled “Success” — with a capital “S” — for the Northern Virginia company. 

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