Q&A: On The Tail Of Innovation
Bob Gleason, the founder and CEO of Riverton Software in Cambridge is moving on to a whole new set of challenges in Central Massachusetts. He's just picked up the reins as the new CEO of Westborough's RedTail Solutions Inc. The WBJ asked him a few questions.
Q. How are you settling in at your new office?
A. I love it. The staff is very talented, energetic and fun to be around. We're in a converted mill building on Milk Street just outside Westborough center - it has lots of character. I have a 45' reverse commute to and from Boston which gives me time to think, make calls, and listen to books on CD.
Q. What's the biggest surprise you've had in starting the job?
A. Three actually. First, just how critically important electronic data interchange (EDI) is to the world economy. It's the critical element that manages the everyday seamless exchange of ordering and shipping information between suppliers and their large trading partners, like The Home Depot, WalMart, Target, etc. Second, I am impressed by how much EDI expertise there is at RedTail. I knew the staff was technically strong, but we also have over 100 person years of EDI expertise. And third, how wildly enthusiastic our customers are about our people and our services.
Q. What challenges do you see in your new position?
A. Getting the word out. We are first to market with an on-demand or managed EDI service for midmarket suppliers. Unlike the CRM and payroll markets where SaaS (Software-as-a-Service) or on-demand solutions are well understood and broadly adopted, we are still evangelizing the benefits of this approach to small business owners. But that means our opportunity is very big - we can be the Salesforce.com or ADP of the EDI market.
Q. How different is this job from your previous position?
A. It's different in a couple of ways. RedTail offers a managed service, not a software package. It's a fantastic business model since our customers renew our service year after year. But as a result, every morning when we get to the office we start earning our customers' business again. Second, we're selling applications to end-users, not technology to IT staff. I started my career in the logistics software arena, and I'm thrilled to be back selling solutions to business people.
Q. How close is this to what you imagined in high school you'd end up doing?
A. Pretty close I guess. In high school I thought I'd be an aerospace engineer. So now I'm in high tech, just launching software products instead of rockets.
Q. Where's the best place to get lunch near your new location?
A. The New York Deli on Route 9 eastbound in Westborough. I was born in the Bronx and need my regular fix of deli style sandwiches and sides. It's not Manhattan, but they make pretty lean and mean pastrami on rye. I also like Sapporo and Hisa in Westborough center.
Q. What do you hope to be doing 10 years from now?
A. Coaching and mentoring young entrepreneurs, reaching out to youth through church and community, exploring more of the world with my wife Susan, and climbing mountains with my sons.
Vital Stats:
- Age: 57
- Residence: West Roxbury, MA
- Family: wife Susan, two boys aged 5 and 7
- Education: Engineering Degree from Brown University, MBA from Harvard Business School
- Previous job: Founder and CEO of Riverton Software and Riverton LLC
- Start date at new job: June, 2008
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