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Rochester Top 100: Ties with manufacturer drive firm's growth

Rochester Business Journal
June 13, 2014

Distributed Technology Group sells products by Mass.-based EMC Corp. (Photo by Kimberly McKinzie)

Like many new businesses, Distributed Technology Group LLC was created to fill a need in the community.

DTG was formed in September 2009 and launched in 2010 by President Mark Matheson. It provides storage capabilities and infrastructure for information technology.

“That industry continues to grow,” Matheson said. “We’re growing with that industry and with the best manufacturer in that industry.”

That manufacturer is EMC Corp. Located in the suburbs of Boston, EMC is a provider of IT hardware and services. DTG resells EMC products.

“We focus fairly exclusively on the storage industry and IT infrastructure,” Matheson said.

“Greater than 80 percent of our business is focused on that skill set with that manufacturer and supporting their products—doing consulting, integration and installation all around their devices and technologies.”

DTG employs eight staffers, six full time and two on contract basis. Matheson expects to add as many as three full-timers by mid-2015.

“We’re growing rapidly,” he said. “We’re typically well over double-digit growth in revenue year over year. We’re having a great time with a great team. We’re having a lot of fun as a company and continue to be validated by customer support of what we’re doing.

“At times, companies like coming to companies like us instead of going to the manufacturer for a lot of the work. They’re validating our business model, and we continue to do well in that space.”

Matheson, 44, worked for two large IT manufacturers before deciding to start his own company.

“I personally felt that the local community—meaning the upstate market—was not well-served by a very dedicated and focused reseller in that space,” he said.

“There are a few companies that I compete with that do the same thing, but they also do things with lots of other companies. We’re much more focused and dedicated to being extremely competent on EMC technologies. No one had really done that in this geography, so that was our niche and what led to our growth. It’s been a good relationship for us.”

DTG is an authorized reseller of EMC products, the result of several years of certification training and examinations, Matheson said.

DTG has attained signature tier status, the highest of four levels in EMC’s partnership program. Benefits and rewards increase based on revenue, training and other achievements, DTG officials say.

Its partners are critical to EMC’s success, said Anna Dorcey, senior director of Americas partner marketing for EMC.

“Partners like Distributed Technology Group are a prime example of successful collaboration in sales, marketing and technical management to benefit our mutual customers,” she said.

DTG offers backup and recovery hardware and services, virtualization services, data storage analysis, cloud services, consulting and checkups for its products.

“We’re regional today,” Matheson said. “We cover the upstate market and other markets that our current upstate customers trigger into.

“We’re doing some work with customers that do work in Texas and Indiana and other geographies. We go to those geographies with our customers.”

Further growth could come as DTG expands into the Cisco Systems Inc. line of products, Matheson said.

“We’ve recently added some authorizations and interpretations there with that company,” he said. “We’re growing just by adding technologies that our customers need or are asking us to do.”

DTG also launched a branded cloud service in January, Matheson said.

“That is still in its infancy,” he said. “We’re working on getting that up and running. We don’t have a lot of customers yet. It’s one that we’re exploring.”

The biggest challenge facing DTG and its competitors is the increasingly large sets of data that are difficult to process, Matheson said.

“They call it big data in our industry,” he said. “There’s a struggle in how to handle and manage big data. Secondarily, how do we help customers with the balance between in-house infrastructure and cloud-based infrastructure?

“Customers are trying to manage that balance between keeping all that technology and infrastructure in their facilities or using cloud providers that we work with or that they’re working with.”

The Rochester Top 100 program is presented by the Rochester Business Alliance Inc. and KPMG LLP. Launched in 1987, it recognizes the fastest-growing private companies in Greater Rochester. This year’s Rochester Top 100 event will be held Nov. 5. For more information, go to

Distributed Technology Group LLC
Technology value-added reseller
Founded: 2009
Top executive: Mark Matheson, president
Employees: 8
2013 ranking: 18
Location: Perinton

6/13/14 (c) 2014 Rochester Business Journal. To obtain permission to reprint this article, call 585-546-8303 or email

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