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Wednesday, August 6, 2008
Earlier this week, T3i Group LLC, an investor-backed company formed by financier Richard Dorfman, announced that it acquired the Telecom Intelligence Group (TIG) division of Access Intelligence (parent of min and min's b2b). As part of AI, the Telecom Intelligence Group TIG was comprised of four operating units: Tarifica, TelecomTactics, TelecomWeb and InfoTech. Those units will now operate under the T3i Group moniker, and will be led by T3i Group CEO Mike O’Neill, who served as VP of the Telecom Information Group when it was part of AI, which has maintained a minority interest in T3i Group.
Dorfman, who is managing director of Richard Alan Incorporated, and who will now serve as chairman of the Parsippany, N.J.-based T3i Group, obviously sees potential in providing subscription-based services to the telecommunications industry. In the following Q&A, Dorfman discusses the appeal of the subscription-based revenue business model and his outlook for further investments, among other subjects.
min's b2b: What makes the Telecom Intelligence Group—now T3i Group—an attractive investment?
Richard Dorfman: First, we like the business model—it’s an information business, has recurring revenues. We can build (a database) once and sell it many times. Subscribers sign up for one year and the renewal rate is pretty high. Second, the telecommunications space is very attractive. We thought it very beneficial to the group that it has customers all over the world (including) Nigeria, Portugal, Poland—all over.
min's b2b: How does the telecom market look in terms of subscription revenue?
Dorfman: Mainly one-year subscription contracts, but we have clients that can pay tens of thousands of dollars per year for highly valued information that helps them to grow their revenues and be more competitive in their marketplace.
min's b2b: What changes can we expect in T3i Group?
Dorfman: We have a very good investor group successful in growing similar entities. We think we have the right key backing management. We’re not necessarily making changes but we will try to ramp up our efforts hiring, as well as cross-selling sets of products from each of the four units. We expect to ramp up our marketing and sales efforts, as well.
min's b2b: What will Access Intelligence’s role be as a minority investor?
Dorfman: They are passive investors. They are continuing to help with the transition and we’re confident they will help us if we ask. We have a very good relationship with AI.
min's b2b: What’s going on in the professional services market that makes T3i Group a solid investment?
Dorfman: With all the outsourcing because of downsizing taking place in corporate America, a business like T3i Group with industry experts and proven thought leaders—we have an opportunity to increase our professional services offerings. We’re high on the list to use in the professional services context.
min's b2b: What other kinds of properties are you looking for?
Dorfman: We will be looking at and anticipate exploring any potential opportunities to enhance T3i Group and not hesitate to pursue them. We will promote organic growth internally, and strategically through acquisitions. We look to acquire media, entertainment and information-related companies. T3i Group falls under the information category. We were impressed with the management team and look forward to supporting them to maximize the group’s potential as a stand-alone company.
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