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Life & Work with A. Richard Martinez

Today we’d like to introduce you to A. Richard Martinez.

Hi A. Richard, thanks for joining us today. We’d love for you to start by introducing yourself.
It’s a great idea to look back now and again, to see where you’ve come from and how you’ve moved to where you are now. The how it started and how it’s currently going, I can easily identify the differences between the past and the present. Sometimes I get questioned about how long I’ve been doing the jobs I do. As I approach my 1-year anniversary of taking the plunge into the world of being self-employed, I thought it would be a great idea to look back. I used to work for big businesses.

I used to work for big businesses. After graduating from Georgia State University, my first IT job was at AT&T, then worked for several other large corporations, including KDDI America, PCCW, and Verizon, almost always working in Telecom. Somewhere along that road I diversified and began working for software companies, including Airwatch/VMWare and B2M. Shortly thereafter, I changed focus again and began working in Data Center as Head of Sales for Telehouse. I had a short stint as the owner of a small calling card company called MTS and marketed my product in the country of the Republic of Panama.

This diversification has led me to where I am today. I can not claim I am a master of any one product or service, but instead have a working knowledge of many products in my portfolio including Data, Telephony, Cloud, and Security. This is what led me to launch International IT Solutions. We now have access to over 70 vendors whereby we resell their services to primarily the enterprise market after offering a free IT assessment.

I continued to diversify my business life by adding new services that I could offer and understanding the customer’s pain points and business drivers.

We all face challenges, but looking back would you describe it as a relatively smooth road?
I’ve hired smart people and I’ve also gathered and crunched data. This has allowed me to motivate my team to generate as many calls as possible per day. The trick here is to transform a call into a lead (and then transforming that lead into a sale), and this continues to be a frustrating puzzle for me. It’s not just the volume of calls that matters (although it certainly does); it’s also the quality of those calls and whether or not they lead to substantive, productive sales relationships. In a competitive marketplace, recognizing the difference between the “real” and “counterfeit” in a sales call is just one of the many challenges facing International IT Solutions.

Due to the fact that we started slightly before the pandemic, we had no other choice but to attempt to reach potential customers on either an email and/or direct phone numbers. Unfortunately, people were not working from the office and almost everyone we tried to reach over the phone was working remotely. So, therefore, unless the potential client had his or her phone calls transferred to their cellphone, we had no way of touching base with them other than email, which proved to be not as effective.

Thanks – so what else should our readers know about your work and what you’re currently focused on?
With over 26 years of IT experience, I feel confident when I say that I can have intelligent conversations with COO’s and CTO’s regardless of the size of the company. I currently build and grow successful digital and technology-based revenue streams all while focusing on the development and building of strong teams and differentiated offerings. I am responsible for attracting and developing great people, targeting core markets, building high-performing solution-focused sales organizations, and providing customers with world-class services and experience. This has been my passion and focus across my career at my previous employers.

What sets me apart from others in space is the tight relationship I’ve fostered with the vendors we’ve brought on board. It is this relationship that allows me to position my customers in a very favorable manner, both technology-wise as well as in cost of products.

What do you like and dislike about the city?
Atlanta is a very diversified city, there are many minority-based companies that exist within a stone’s throw from my remote office. This melting pot makes our city an exciting one, Always many different foods and cultures to choose from. And, now more than ever, Atlanta is becoming a Technology hub of the south with many large corporations moving their HQ’s right here in the city. It is exciting times for companies like mine as I collaborate with some of the giants that now call Atlanta their home.

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