HM: And massively reduce risk. …You can build on top of our platform, and it costs you nothing. You don’t really start incurring cost until you start moving transactions over our network. Take a simple use case: When somebody sells something, how do you take your CRM system and get that data into your financial system so you can charge the customer? You need to buy an app server, hardware for the app server, an identity management system, a database from Oracle, a datacenter. ... You’ve already made a massive investment in a very simple process.
IW: But the more [Grand Central] takes on, the more it becomes a single point of failure.
HM: For a lot of customers, they’re their own single point of failure. The level of redundancy we build into what we do far exceeds what they can afford to pay for themselves. The processes that we have to put in place, the people that we have to employ, the ability to be able to swap out machines at three o’clock in the morning — it makes no sense for companies to try and run that.
IW: But many of them are doing it.
HM: But a lot of them in the integration area have given up because of failure. With integration, there are a lot of integration points, where people have just given up trying to connect, because the risk is too high.
IW: Are you asking these guys to throw their hardware investment out the window?
HM: There’s no upfront cost in using our platform. The entire framework all the way through — they can build a service, prototype it, run it, and figure out whether they want to continue.
IW: Where’s the line between what a customer does, what you do, and who owns the intellectual property?
HM: We’re the platform. But we’re the only platform that makes it really easy to be able to share your IP. We’re a shared service in a shared space, so anybody who builds something can share it based on role and identity.
IW: Should IT managers fear you?
HM: No. They’ve said, ‘We can now focus on the things that provide unique value to our customer.'