How a layoff helped launch a successful Tucson IT firm

In 1992, while working for Allied Signal in their computer repair and services division, Durnan found himself among employees facing layoffs.

Rather than viewing this setback as a failure, Durnan saw opportunity.

He approached his former boss with a proposition: Would Allied Signal be interested in hiring him as an outside contractor to continue handling their computer repairs? His former boss immediately agreed.

At that moment, Durnan not only created a job for himself but also birthed what would become AcaciaIT.

Initially, Allied Signal was his primary client. Over time, Durnan gradually acquired additional clients to meet his revenue and income goals.

From job to business

As the client roster expanded, Durnan began hiring employees to meet the growing demand.

Before long, he realized that his “job” serving Allied Signal had transformed into a full-fledged business with 15 employees and 12 service vehicles on the road.

The firm evolved from what was then called a “break/fix” company into a comprehensive managed services provider.

In essence, they now assume full responsibility for clients’ hardware, software and network requirements.

Standing out in a crowded field

Durnan wasn’t alone in recognizing the explosive opportunities in the IT world.

Managed Services companies proliferated across the country and globally, creating an intensely competitive environment. In such markets, entrepreneurs face competition not only from fellow small businesses but often from large corporations with substantially greater resources.

This competitive reality underscores the importance of differentiation—finding a unique value proposition that resonates with target customers.

Durnan accomplished this through strategic focus and a customer-centric approach.

The AcaciaIT difference

AcaciaIT distinguishes itself through deliberate industry specialization.

The company focuses exclusively on serving non-profit, medical, legal, and manufacturing organizations. This narrow focus allows AcaciaIT personnel to develop deep expertise in the specific challenges their clients face — not just IT issues, but broader business and industry concerns.

One of the first questions Durnan and his team ask clients is revealing: “How do you want to run your business?” This approach elevates their relationship from mere IT consultant to trusted business partner.

Durnan has embedded in AcaciaIT’s culture the understanding that computers, networks and technologies are simply tools — nothing more, nothing less.

This perspective shapes their second key question: “How can technology assist your company?”

Understanding clients’ business objectives enables Durnan’s team to design and manage IT infrastructure for maximum strategic advantage.

Personalized client service

Unlike many competitors who offer pooled personnel services (where the next available technician serves the client), AcaciaIT assigns dedicated teams to each client. Account Managers for each team meet quarterly with the team’s clients to review past performance and future objectives.

Solutions and services are highly customized to each client’s needs.

AcaciaIT teams develop expertise in areas critical to their focus industries, including compliance, security and the emerging world of artificial intelligence.

Local roots, lasting commitment

While Tucson hosts several IT service providers, Durnan identifies only four as true competitors. Interestingly, three of these firms have recently been acquired by national organizations—transactions that often diminish local ties and community commitment.

AcaciaIT remains locally owned and distinctively positioned with its industry specialization and deep understanding of clients’ business challenges.

This approach helps clients maximize the return on their substantial IT investments.

Entrepreneurial foundation

Greg Durnan and AcaciaIT exemplify the entrepreneurial foundation of the Tucson and Southern Arizona economy.

By developing unique, highly valued services and maintaining a clear differentiation strategy, they continue to fuel their success in a competitive market.