Celebrating 20 Years of Variphy

As Variphy marks its 20th anniversary, founders Layne Hoo and Danny Tran share the story of Variphy’s journey — from its early struggles to becoming a trusted partner for businesses navigating the complexities of communication technology.

The Early Days

Reflecting on the decision to launch the company, Danny recalled his experience in the telecom industry. “I’ve always been an entrepreneur at heart,” he said. “I had just the right amount of screw-ups on what not to do and just enough of a cushion to take that big step.” He was ready to leave behind the uncertainty of working for others and create something where he had more control.

Layne echoed this sentiment, sharing how his belief in the potential for success fueled the decision. “Twenty years ago, we thought, why not? We had seen companies try their best, spend millions of dollars, and still get stuck in the wrong corners,” he said. With that in mind, Variphy’s founding principle was to keep things simple and focus on doing a few things exceptionally well.

Learning Through Doing

Like many startups, Variphy faced its share of challenges in the early years. Limited resources meant that Danny and Layne wore multiple hats to keep the company afloat. “We didn’t have much money, and our belts were already pretty tight,” Danny said. “We bootstrapped everything and did things ourselves for arguably too long.”

Recalling their first big breakthrough, Layne shared a story that encapsulated the spirit of Variphy’s early days. “I remember flying to a healthcare organization with three laptops, two Cisco phones, a power-over-Ethernet switch, and all the necessary cabling to do a product demo. It was pre-TSA PreCheck, so I had to put every device in a separate bin,” he said. Despite the cumbersome setup, the demo — a showcase of Remote Phone Control — quickly convinced the executives. “Within 90 seconds, the conversation shifted from what the product could do to how quickly they could get it,” Layne said. It was a moment of validation that confirmed their vision was on the right track.

From CDs to the Cloud

Over the past two decades, the UC industry has undergone significant transformations, and Variphy has had to evolve alongside it. “When we first started, enterprise software companies were still shipping out CDs, which were outdated the moment they were ripped,” Danny recalled. “Now, everything’s cloud-based, but the need for meaningful and actionable analytics hasn’t changed.”

For Layne, these shifts were reminiscent of the early days when companies were migrating from traditional telephony to IP-based systems. “It’s like déjà vu,” he said. “Back then, everyone was moving from TDM to IP telephony. Now, it’s all about migrating to the cloud or finding a hybrid approach.” This ongoing evolution has kept the company agile, ready to adapt its solutions to meet new technological demands while remaining grounded in its core mission.

Relationships Built on Trust

Danny and Layne attribute much of Variphy’s longevity to the company’s approach to customer and partner relationships. “Talking to customers and partners should be like spending time with friends,” Danny said. “We’re not rushing through calls to squeeze out more margin. We take the time to really understand what our customers need, and that’s why they stay with us.” This philosophy of listening and learning has helped Variphy build a loyal base of customers and partners, many of whom have been with the company since the early days.

Layne shared how this relationship-focused approach shaped Variphy’s business model. In the early years, the company sold directly to partners, treating them as end customers. “We realized that wasn’t the best path forward,” he said. “So, we flipped the model — partners became part of our strategy to better serve the end customers.” This shift allowed Variphy to leverage the strengths of its partners, providing a more seamless and comprehensive experience for all involved.

The Remote-First Philosophy

While remote work became a necessity for many companies during the COVID-19 pandemic, Variphy had already been a fully remote company for nearly two decades. “It just made sense for us,” Danny said. “In the early days, we couldn’t afford an office, and as we hired more people, they were often in different time zones. We adapted quickly and never looked back.”

Layne added that being a remote company has not only saved resources but also shaped Variphy’s hiring philosophy. “We hire professionals who truly want to work from home,” he said. “We look for self-motivated individuals who can deliver excellence on their own terms.” This approach has allowed Variphy to maintain a high level of employee satisfaction and productivity, even as the company expanded.

Lessons Learned Along the Way

Reflecting on 20 years of growth, Layne and Danny both acknowledge that the journey was not without its missteps. “If there was any mistake to be made, we probably made it,” Layne said. “But mistakes are how you learn. Successes often come from a combination of failures, luck, and timing.” 

Danny echoed this sentiment, emphasizing the importance of continuous improvement. “Excellence isn’t the same as perfection. It’s about doing the best you can with what you have, learning from your experiences, and moving forward.”

Variphy’s history is marked by perseverance, adaptability, and a commitment to doing right by its customers, partners, and employees. As Danny put it, “Success is not a singular outcome. It’s about building a program that endures, like in football. We don’t just want a good team; we want a good program.”

A Legacy of Impact

Looking back, both founders take pride in what Variphy has accomplished, not just in terms of business growth but in the lives they’ve touched along the way. “I want this to be the best job our employees have ever had,” Danny said. “We can’t be all things to all people, but we can aim to make Variphy a place where people can do their best work and live their best lives.”

Layne, too, reflected on the meaning of true success, stating, “It’s not something you measure with just one metric. It’s about the impact you’ve made and the relationships you’ve built. When customers who’ve changed companies call us first at their new job, that tells us we’re doing something right.”