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To hear Sandy Needham tell it, the success of American European Consulting Co. sounds like luck. He simply succeeded because of that old formulalocation, location, location.
The location happens to be New York City where there were more businesses with Pentium computers early in the game, and that gave them the horsepower to move to Windows-based accounting more quickly than happened in the rest of the country. Luck or not, AECC, with more than 100 installations of Accpac for Windows, was named VAR of the Year for 1997/1998 by Accpac International.
But it's not just luck. Needham, a native of Aberdeen, Scotland, who founded the company in 1985, believes his background as a chief financial officer working for units of Johnson & Johnson International and...