We [Heart] New York

Regional Office Spotlight

By Erica Rascón on Aug 1, 2016 in People

In 2004, Yardi opened its doors in Glen Head, Oyster Bay, New York as part of the BJ Murray acquisition. The team of 16 employees set out to define a course for the fledgling office.

“We faced the challenge of merging functionality, converting client platforms and creating a shared culture,” recalls Richard Malpica, Vice President and General Manager, Eastern US, Sales at Yardi.

“I don’t know if there was an official strategy for [merging cultures]. I think we made it clear, from a Yardi perspective, that the company was committed to integrating the group and growing together,” says Malpica. “It was really a matter of understanding people’s skills and desires and plugging them into our framework. They can create a new trajectory for a long-term career with the company.”

Over a span of several years, the New York office steadily found its way. Employees discovered new applications for their talents and practical ways of supporting one another along the journey.

In addition to merging corporate cultures, Yardi found itself adapting to the New York culture. The market proved to be rich with opportunity but difficult to conquer.

The Yardi team strived to form relationships in a market where loyalties are strong and tough to penetrate.

“New York clients are the most demanding but they’re also extremely loyal. Once you get through the difficulties, the relationships are very, very strong,” Malpica says.

John Caputo agrees. The Senior Server Administrator at Yardi has worked in New York since 1996. In his experience, brand loyalties have always been a challenge for growing companies in the metropolitan area.

“[New York companies] have strong connections to our clients. It’s true of Yardi and other companies around here because it is such a competitive workplace. They really have a fierce loyalty in the relationships that they have built with clients. It’s tough to pull them away from that, especially if they’re comfortable with the product and the pricing,” says Caputo.

Client expectations challenged Yardi to develop more robust and flexible software. In one of the nation’s most real estate-centric cities, delivering a responsive product was critical.

“Because of the demanding nature of New York clients, they strongly drive what we do here. Whether it’s New York functionality or things that they don’t just accept. They push us to do more and be more. It makes us better,” reflects Malpica.

Challenges overcome have boosted the branch into one of the most successful regions in the company.  Growth means adding personnel – the staff is now four times larger than it was in 2004.

The New York office now faces a new shift, relocating from Glen Head to a 27,000-square-foot space in Long Island. It’s convenient location and Yardi-specific configuration quickly won over the local team.

“It’s bright, new, and big,” says Caputo. “The location is certainly a plus. Maybe the best part was that we could set up everything the way that we want it from scratch, from server setup to user areas and everything like that, rather than using the configuration that we had and try to make it work for what we needed it for.”

The branch will soon welcome specialty teams, such as investment management practice groups that will form intimaterelationships with local clients. The proximity to New York City will foster stronger bonds, promote product development, and further establish Yardi’s presence in the market.

Malpica recently shared an inspiring email with his team:

“I had a prospect tell me recently that ‘Yardi owns the New York market.’ I just smiled inside knowing how we got here. We arrive at this moment because of YOU! You stayed late and closed the case. You drove here in the snow. You missed your flight and slept at the airport. You woke up at 4AM to get the PowerPoint just right. You absorbed a client being irrational and angry, but kept smiling and solving. You helped the person next to you who was still learning.  For all of that I really want to say thank you.”

The words resonated with Caputo, who sees the unified efforts of the New York team on a daily basis.

“We are strong, resilient, and dedicated,” begins Caputo. “Strong because things roll off of our backs and we tackle the situation without much of an issue. Resilient because we don’t give up. It’s one of the reasons why we were able to win over some of the tough New York clients,” he continues.

“Dedicated, not only because we build strong bonds with our clients but also because we build strong bonds with each other,” Caputo says. “Everybody knows everybody and we like to help each other out. We get together and we work through it, work extra hours, whatever it takes to get the issue resolved. Whatever the case may be. That unified effort has brought us a long way.”