The origin of this 35-year partnership is as personal as it is professional. It began not in a boardroom, but over an informal lunch with many of the Bentley brothers—Greg, Barry, Ray, and Keith. “They asked me to write code to be able to convert VersaCAD files to MicroStation files,” Lazear recalled. That initial project, coupled with his father Tom’s vision, laid the groundwork for what would become Archway Systems.
This deep, personal connection has been constant. “My father Tom was always an advisor to Greg Bentley,” he shared. “He consulted with them, and Greg always appreciated that. We’ve had a long, long relationship that has gotten us to where we are today.”
A key theme in Archway’s success is adaptability. Over the years, they have seamlessly navigated the changes in Bentley’s partner programs and business models. “Bentley has changed even what they call us,” Lazear noted. “We’ve gone from reseller to value-added reseller to integrator, platinum channel partner. The names have changed a lot […] and so we’ve had to adapt to that. So, adaptability is really a core part of who we are.”
This spirit of transformation was most evident with the introduction of Virtuosity licenses. The new model was a game-changer, allowing partners to earn annual recurring revenue in addition to finding new business growth. “We are better aligned with how Bentley operates,” he explained. “And that then allows us to grow and to add more staff to then take on other products. It’s a big change.”
Archway has always been a leader in training, but the pandemic accelerated a shift that proved surprisingly beneficial. They transitioned from traditional, in-person classes—often described as “drinking from a fire hose”—to a virtual model. The result? A more effective and personalized learning experience.
“I taught a class to a CAD manager, virtually,” Lazear recounted. “And at the end of the class, he said, ‘this is the best training that I’ve ever had.’” The key was the ability to interact directly with the user’s system. “He could show me the issues he was having, and we were able to dig in. I realized at the end of that, virtual training is not just a second-best option. In many ways, it can be an even better option than in-person.”
This innovative spirit also led to community-building initiatives like the Bentley Bash and virtual Lunch and Learns, the latter of which was a precursor to what is now Bentley’s popular Coffee Corner series.
