IBS Journal January 2017
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late 2016, as well as earlier projects with Rabobank.
Objectway has always been an acquisitive firm, and that’s something that won’t change in 2017. The plan is to combine organic growth with acquisitions, employing a strategy of “buy, build, develop”. The market is quite segmented, admitted the Objectway CEO, so it’s important to have a localised structure, especially when dealing with countries with different development cultures. “To be really effective and to be an important player you need to have a local presence. If you have a long-standing relationship with clients in the market you need real expertise on the business challenges of that market.” Investment services is a very specific industry, added Marciano, so you need people who know the operations of their countries inside and out.
In terms of geographic ambitions, Objectway has an internal team that is focused on acquisitions, who look at services around the world. “They’re a small team, but very effective,” he said. Objectway is “constantly” in contact with advisors and with potential targets in the industry. “We have a long list of potential targets for now and for two or three years. We’re focused on mid-size companies, between $5-6 million to $50 million in revenue. Most
of these companies are entrepreneurial and decide to aggregate to get the financial backing and the vision to help get their product to market.” Some decide to move quickly, others take some time, but Objectway has become proficient at building the types of relationships desired by these firms.
Brexit has affected Objectway, like many others around Europe. The main effect has been the devaluation of the pound, but the UK vote to leave the EU is not seen as a problem. The stock broker and wealth management market in the UK is not dipping in terms of investments and has remained at roughly the same level. Objectway can also sniff out some opportunity from firms that may wish to move out from London or are looking for that little extra financial backing. It has a subsidiary office in Ireland, with a private life insurance company as a client.
So, the company marches on. After London and Amsterdam, IBS Journal asked Marciano where the next customer conference might take place, before dropping a few hints about the lovely Italian countryside in Northern Italy. “We’ll think about it,” he replied. “It would be nice to bring people somewhere close to our home.”
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