Director of Customer Success for TIBCO Lynn Harrington sat down with LyntonWeb founder, Daniel Lynton, as he discusses what led him to found his company at such an early age, how it has evolved to keep up with data-driven marketing, and how its partnership with TIBCO has allowed the company to grow tenfold.
Lynn Harrington: Let’s start with your journey. How did you get into this industry, and where you are today?
Daniel Lynton: I started my company from my childhood bedroom 20 years ago and was just fascinated by technology and learning how businesses work. I still am today, and I enjoy learning how I can apply technology and automation to help our clients grow. For the first 10 years, we built custom web applications and content management websites and eventually got more involved in digital marketing. About 10 years ago we discovered HubSpot and were honored to be one of its first certified partners. I was able to apply that background in technology to build HubSpot integrations with CRM, e-commerce, ERP. That’s what brought me to TIBCO Cloud™ Integration. We became a partner about five years ago and we’ve grown our customer base tenfold.
LH: One of the things you’re really good at is understanding what your customers need and building it for them. How did you develop that skill?
DL: I think part of it is having the curiosity to ask questions because that’s what opened my mind to all of the possibilities that are out there in technology. If you have that, then you’re always thinking about what’s next.
LH: Why would somebody in the marketing space turn to integration?
DL: Well, marketing is very data-driven. Marketers are being held accountable for revenue generation, and without the data, marketers are doing things the old way. API integration enables our clients to combine and streamline data for a complete view of their customers. That allows us to sell the value of our services and it makes our agency more valuable when we have integrated services.
LH: Can you give us a couple of examples of why you think TIBCO has helped you to grow at the rate that you have?
DL: I would say the ability to shift from building custom integration software projects that we were doing pre-TIBCO and now, we use out-of-the-box connectors that are in the marketplace that are automatically supported in the platform and the ability to build our own connectors. With TIBCO Cloud Integration as our foundation, we’re able to focus our specialization on just one API connection. That has enabled immense growth because we have TIBCO, this multimillion-dollar engineering arm behind us with the support and technology upon which we’re building apps and integrations. Working with TIBCO has enabled us to bring integrations at scale to our customers.
LH: If you think back to five years ago and what you offer now, has there been a big change in the level of integration or the capabilities that you deliver to those customers?
DL: We have evolved. We’ve brought much more specialized integration services to the market. Five years ago, we were doing relatively basic CRM integrations. Leads get generated in a marketing system, HubSpot, and those leads get shared into a CRM, like Dynamics, NetSuite or Salesforce. Today, we’re finding ourselves building multi-point integrations on-premises with SQL databases, building those custom connectors. We are moving upmarket and building for midmarket and enterprise firms.
LH: Any advice you would give to somebody who’s just starting out?
DL: You may feel like you have a certain direction you need to be headed, whether it’s software or otherwise. I would say keep an open mind and take in as much information as possible so that you can make the decision that is right for you. Get your hands on the information, the software, and the code and experiment and tinker until you find the path you want to be on.
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