Executive Q&A: Hitachi Solutions America on the art of acquisition and the drive for global scale

Hitachi is like no other Microsoft Dynamics partner, in that it implements solutions for manufacturers, and the parent company is a manufacturer that uses its own solutions.

Hitachi Ltd. is comprised of about 1,000 fairly autonomous companies, of which Hitachi Solutions America is one. "We ask new customers ‘When you hear Hitachi, what was your first experience, and what do you think of?'" says Hitachi Solutions America President Tom Galambos. "It's everything from tape recorders to TVs and heavy equipment."

Despite the consumer and industrial products image, information technology accounts for roughly a third of Hitachi Ltd. business, Galambos estimates.

However diverse the Japanese parent company, its subsidiaries are carefully chosen, synergistic, and carefully overseen.

While their parent company has added businesses in a range of sectors and geographies, Hitachi Solutions America has taken its own approach to acquisitions within the IT services space and the Microsoft channel to meet their strategic needs, while also aligning with a rigorous corporate culture. Galambos describes that strategy - how it serves Dynamics customers and channel partners, and how Microsoft partners of all sizes may best approach buy/sell decisions.

MSDynamicsWorld: Can you describe Hitachi Solutions America's acquisition strategy dating back a few years, perhaps along those three traditional axes of growth - capabilities, geography, and customer base?  

Tom Galambos: Going back a few years, the strategy for North America was to grow the business, and two years ago it was 100 percent around Dynamics AX and CRM. We stayed true to those product ...