Business View Caribbean - October 2015 59
directly from them.)
This is the place in The TSL Story, where the protago-
nist figures out a way to make an end run around the
biggest player at that time in the PC market – IBM,
once known as “Big Blue.” Galt continues: “We were
perceived to be an organization that was not going
to be anywhere at all. They only wanted to deal with
companies that had a nice building façade, and we,
unfortunately, did not have that. We had a little hole-in-
the wall operation. We didn’t have two cents to scratch
together. We were very, very ambitious, but we were
undercapitalized, and it was very difficult for us to earn
the respect of companies looking to go into technology
- either those companies that were downsizing from
legacy systems, or companies that were waking up to
the fact that there were machines that could automate
their processes.” (A legacy system refers to an oper-
ating technology, application, or program that is out-
dated or in need of replacement.)
“So what we did instead was, we appealed to the au-
diting companies that were here, by putting on a ses-
sion in a local hotel and showing them the first server-
based, networking applications for PCs we had been
exposed to,” says Galt. “And I was very bold. I showed
them the application that we had done, and I said ‘this
is the way the world is going and we need a partner
on the ground to be able to implement these systems,
