SYSCOMで活躍する社員たち：Frank Goldblattさん

SYSCOMで活躍する社員たち

お客様のニーズが「何か」ではなく「何故か」にフォーカスするパートナーシップ – Frank Goldblatt

役職:	シニアアカウントエグゼクティブ
部署:	USローカルチーム
勤務地:	ニューヨークオフィス
専門:	アカウントマネージメント・プロジェクトマネージメント
経験:	SYSCOM歴6ヶ月
趣味:	レゴ

役職

シニアアカウントエグゼクティブ

部署:

USローカルチーム

勤務地:

ニューヨークオフィス

専門:

アカウントマネージメント・プロジェクトマネージメント

経験:

SYSCOM歴6ヶ月

趣味:

レゴ

Frank Goldblatt has been in the IT game for some time—over 25 years, in fact. His career predates modern tech giants and stretches back to the halcyon pre-dotcom crash days of the late 90s. When he started out, the average internet connection download speed for the biggest corporate clients was 1.5MBPS (today, that connection would be 1GBPS). “Many of the businesses I spoke with didn’t have a firewall! I had to explain why it was important.”

To say Frank has seen it all is quite the understatement. He’s seen it all, watched it all change, then seen it all again. “I came from an IT world where conversations revolved around the type of hardware; infrastructure was the most important part of the discussion. Then we moved it all to the cloud,” says Frank. “While hardware is still important, today our conversations are about applications, analytics, and securing data. How to connect people regardless of their device or location. It’s more of a business discussion than an IT discussion.”

That shift in focus from infrastructure to data access has changed business priorities, and Frank has had to change his approach to meet the moment. “The industry has completely revolutionized in the past ten years, and SYSCOM is on top of that,” says Frank. “It’s not enough to just provide the hardware today—I have to understand what our clients actually want to achieve and deliver that.”

Having so much time in the field has been a major boon to Frank. His knowledge and breadth of experience is what helps him spot what a client really wants—and more importantly, know when he’s not it. “It’s not in anyone’s interest for me to pretend to be all things to all people. My job is to facilitate conversations and bridge gaps. I understand the business requirements and get the best people in front of our clients so Syscom will be valuable to them.”

However, it isn’t enough to just tell someone what they need, since, according to Frank, “Many of our clients understand it themselves, especially when you’re talking to a CTO or a Director of IT. That’s not the mission.” To him, the mission is to keep his clients up to date and informed enough to make the business case. “You can’t just say, ‘We need new hardware.’ You need to show why it matters.” He sums it up simply: “It’s not the what, it’s the why.”

The mission is to keep your clients up to date
and informed. It’s not the what, it’s the why.

Frank Goldblatt

Senior Account Executive

The best-intended tech solutions, when implemented without considering why they’re needed, can quickly become problems themselves. For example, Frank explains the balance one needs to strike when securing access for workers in a majority-remote workplace. “Today’s workers expect to be able to securely access the applications and systems they need to work from anywhere.” Ensuring endpoint users can access their data effectively and safely is important, but you don’t want to go overboard, either. “You want to understand how end-users work so you’re not burdening them. Otherwise, they’ll find ways around the security practices you’ve put in place, which defeats the whole purpose.”

Frank takes the trust his clients put in him to not only recommend solutions, but to help them explain them to their own teams, very seriously. It’s something he cultivates every day. “All of the SYSCOM values—Friendly, Simple, Innovative—are important, but Friendly is the most important part of my work,” says Frank. Knowing someone’s technical needs is one thing, but Frank digs deeper to why they have those needs. “In the end, no matter what you know or have to offer, people want to do business with people they like and trust.”

His passion for digging into a project, figuring out what it needs to be successful, then making it happen goes beyond his professional life. He gets involved in events and organizations in his community, too. “For over 15 years I was Managing Director of The Mermaid Parade in Coney Island,” says Frank. “We grew the parade into one of the largest annual events held in New York City!”

He likes working at SYSCOM because he sees his own approach to IT consulting mirrored in the company’s approach to IT solutions. “SYSCOM provides almost every expertise for a business today, but it also utilizes a network of partners who can assist anywhere from small business to enterprises.” Our ability to know when someone else is a better fit doesn’t hurt us—it makes us better. “It’s a team culture that helps us be successful when deploying solutions or consulting with our clients.”

Approaching problems as something to be understood and then solved, building trust over years of partnership, and being willing to connect a customer with the right solution no matter who it’s from are the values SYSCOM runs on, and they’ve been guiding Frank through his own career for years. And by continuing to dedicate ourselves to them, they’ll bring us another 25 years of success and more.

Please contact us if you want to consult with the US Local team.