2007 Fast Growth 100: Company Profiles

INCENTRA SOLUTIONS

Incentra Solutions, an IT services and storage management provider, began as an incarnation of its predecessor, ManagedStorage International, and has evolved into a $66 million Fast Growth success.

Along with a name change and being led by Chairman and CEO Thomas Sweeney, the Boulder, Colo.-based solution provider boasts a number of reasons for its growth. But primarily, it's the expansion of Incentra's managed services and product offerings, which encompass the sale, monitoring and managing of a solution, Sweeney said.

"We've been broadening our product and service capabilities, [and] we're getting a greater share of [what] our customers spend than we were in the past," he said.

Concentrating its operations on Chicago and westward, Sweeney said Incentra has implemented newly created packaged assessments that it uses as its go-to-market strategy. These standardized assessments cover a wide variety of storage operations, but also cover service capabilities for the company's expanded line of products and assets that it manages for its customers.

This, Sweeney said, creates a broader service capability that can be replicated on a daily basis in offices all over the world. Case in point: Previously, Incentra offered first-call support for Sun products only. Today, it also offers that same hands-on support for Hewlett-Packard, Symantec and Network Appliance products. Expanding the number of product lines it covers has led to a higher, more advanced level of services, as well as revenue.

In addition to services growth, another big chunk, according to Sweeney, can be attributed to the acquisition spree the MSP has been on over the past few years. "Our product business, organically, has been growing at 33 percent a year—of course [it has] been growing faster than that because of acquisitions. ... That's what really fueled the heavy growth," Sweeney said.

Elizabeth Dolski

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