In this section, we have transcribed a series of Interviews which have taken place between Dr. Grossi and a marketing agency researching the Mainframe modernization market place.
Dr. Marco Grossi, the CEO of HTWC, is one of the most experienced and respected persons in the Mainframe Modernization circuit. Marco’s practical, no-nonsense approach ensures an honest and qualified discussion on many topics surrounding modernization.
Come and visit the CEO corner from time to time for a short, yet enlightening read.
CEO corner interview - Part I | CEO corner interview - Part II | CEO corner interview - Part III
Part IV - HTWC IN CENTRAL EUROPE
We have a channel strategy, but Italy and Germany will always be markets we address directly.
Q: You would say your main market is in Italy?
A: This is not necessarily a decision that has been consciously taken, but has evolved in recent years in this direction. We have seen major growth in the Italian market both through keen sales, but also clients are more proactive. On the products side, we have implemented a wide range of features, third party tools and of course expanded our target environments.
Q: What are your next steps?
A) In the background we have been working on several business development channels which are region specific. A very important part of our business has been our strong roots in the German speaking region, where we will continue to conduct business directly.
Q: Do you have a local presence?
A: Yes, we have employed dedicated specialist to manage specifically this region. They are building a network of appropriate partnerships as well as a network of clients. This team has been getting up to speed throughout 2010, and has already delivered three projects; two in Germany and one in Austria.
In February 2011, this is being officially announced to the German speaking market.
Q: Can you introduce us?
A: Certainly, very pleased to do so, and very pleased to have them on board.
Dieter Rolinger - Technical and Pre-sales Manager DACH
A career spanning 35 years in the Mainframe world, Dieter has held positions across sectors ranging from Defence, Construction, Automotive, to Finance in capacities ranging from System Software and Application development, consulting and management, across many geographical regions.
He was a key player in the development of Cincom Software on BS2000, enhancing Mainframe, Unix and PC Software components with new interfaces, such as the: SAP R2 integration.
After his role as chief technology officer at Qnet Systems, he joined GZS now FirstData Germany where he was a key player in the modernisation of Applications from the Mainframe into client Server.
During this years of experience in which time he has become immersed with virtually all technologies and languages concerning various Mainframe brands; IBM, Bull, and Siemens, and sees no task as too big or too complex.
Dieter’s engagement with HTWC commenced in 2009, he leads a team of Project Managers across Central Europe, and sees the products, methodologies and services employed by HTWCco as a key opportunity for Mainframe shops throughout the region.
Karl Kaempfner – Business Development Manager DACH
Karl gradated in Industrial engineer in 1973 and spent the following seven years working as a Mainframe systems’ engineers within IBM. In 1980, Karl launched his sales’ and account management careers, combining his technical background and commercial acumen with his customer and client orientation. Karl’s vision, coupled with his strategic approach has resulted in almost 30 years of continued success in the Mainframe sale’s arena, with successful engagements in Pansophic Systems, Seer Technologies, Compuware and Clearnote in roles such as sales director and general manager in central Europe.
His impressive network of partners and clients, are testament to Karl’s long term approach towards guiding his clients through the unchartered waters of Mainframe evolution.
His engagement with HTWC commenced in December 2009, Karl is responsible for expanding our footprint, and sees the products, methodologies and services employed by HTWC as a key opportunity for Mainframe shops throughout the region.
