B2B Computer Products: From Zero To $34 Million In Three Years

In the span of three years, B2B Computer Products has gone from startup mode to a reseller boasting $34 million in revenue.

Debuting on the VARBusiness 500 at number 424 in 2007, B2B Computer Products this month just moved to a larger office in Chicago. This after opening a Cerritos, Calif. office in April 2006 and launching a telephony and technology services division in September of that year

Co-founder Chris Kurpeikis, vice president of sales, discussed with Senior Editor Jennifer Bosavage how his company attained its high level of success and how his former career at CDW helped prepare him for the rigors of running his own solution provider business.

B2B Computer Products was the top revenue generator in the less than $100 million range on the VARBusiness500 list. As vice president of sales, what do you think was the main impetus for that growth?

Kurpeikis: First, I credit B2B Computer Products' employees. All are hardworking and dedicated and each one brings his or her own special talents that make B2B a better company. Second, it comes down to good old-fashioned hard work. It starts at the top with our CEO, Mike Theriault, and proliferates throughout our company. Third, our move from a direct marketer to becoming more of a true VAR with the addition of our telephony and technology services divisions [has helped us grow].

Will that change during the next six months?

Kurpeikis: Obviously, the bigger we get, the harder it will be to repeat the growth we have achieved. I believe that simple fact will be our greatest challenge.

What made you go out on your own and start B2B Computer Products?

Kurpeikis: The challenges and the opportunities of starting your own business. My partners and I had approximately 55 years experience within our industry so we knew we had the knowledge and skill set, but nothing is guaranteed when starting your own business. The opportunities we would create for ourselves and our employees is a driving force.

How did your tenure at CDW prepare you for running a solution provider business?

Kurpeikis: CDW is the "800 pound gorilla" in the direct marketing industry. They are solid in everything they do. For my first three years right out of college, CDW gave me a great foundation in regards to sales, operations, and human resources.

There has been a lot of merger and acquisition activity in the sector. Any plans to grow through acquisition, or will growth be organic only?

Kurpeikis: We will always be willing to discuss M&A with others, but we will not depend on it. We will continue to focus our resources on B2B and our employees. Our technology services division began from us acquiring a small service provider within the Chicago area.