Primed for Success Volume 3

IT Solutions For A Regional Revolution

Within the Caribbean region, information and communication technology (ICT) is perhaps the single most important facilitator of the regional integration process. Its influence in shaping the process of globalization, primarily within the financial, commercial and productive spheres, is also widely recognised. In Guyana, there is a small company that understands the value of ICT for development, and is taking big steps to achieve this objective at the local and regional levels.

BrainStreet Group was established in 1994 as a software development and systems engineering company. In 2005, ICT Solutions Firm diversified and became involved in the virtual education business. “For quite some time, our core business has been the development of software in the areas of inventory, documentation, and finance”, shared Lance Hinds, Founder and Chief Executive Officer. “We then decided to launch a platform called Brain Street Learning, and with this we help tertiary institutions deliver courses to their participants across the Caribbean. One of our main clients is the Cave Hill School of Business in Barbados.” BrainStreet is primarily based in Guyana, but the company operates in a virtual environment and provides services throughout the Caribbean to companies based in Barbados, the Dominican Republic, Trinidad and Tobago, and the OECS. In Guyana, the firm’s main clients are within the public sector, through donor-funded projects, and some members of the private sector. For Lance, the motivation for starting his company was simply the desire to do things differently and make a positive change. “I started BrainStreet on my return to Guyana from the United States. I used to work as a consultant on my own, but decided that it was time to change my approach and become a bit more formalised. So I established a business where I could bring young people together to do something special.” Two decades later, BrainStreet now employs 16 persons, but this figure increases depending on the scope of projects the firm is undertaking. As with any new endeavour, starting an IT firm comes with its share of challenges. For Lance, two of these were finding clients and securing financing.

“The entire business of starting up, getting clients, and gaining confidence in the work that you do, requires a different mindset and perspective. We were not an IBM, so as a small player we believed that it was important to persuade customers to contract our services. Financing was another issue as banks are very conservative, so you have to keep working to get the financial support required.” Lance also shared that the during the initial stages, there was not a great appreciation for ICT as a sector within the region, so for BrainStreet it was important to first sell the concept of ICT, then sell the solution. In time, however, the Rotarian came to find his niche. “Being in the US for many years, where I also studied and specialised in software development, I came back with an advantage because of my skill-set and used it to my benefit. Most companies in Guyana sell IT hardware, but we focus on software and ICT consulting; this is what makes us stand out from the competition.” With success in the local arena, Lance has plans to enter the regional and international market. And his strategy for BrainStreet includes participating in as many trade shows as possible. “Trade shows are a great opportunity for extending your company’s client list. Once initial contact is made, we then follow up using our virtual services. We also put some of our products online for sampling and evaluation so that potential clients can get a good idea of what we have to offer.” Lance credits the Caribbean Export Development Agency for providing the support needed to enhance their export potential. For more than a decade, BrainStreet and the Agency have had a mutually beneficial relationship.

Primed for Success / Vol. 3 / 2014-2015

www.carib-export.com

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