Head Of The Class

Not every company can say that it still has the first 14 customers it had when its doors opened nearly 20 years ago. But CSI Technology Outfitters Inc.'s first 14 are all still there, and they join more than 600 other clients that are variously in education, local government and nonprofit organizations.

CSI is divided into two segments: There's a flagship accounting software package, and it's also a traditional reseller of technology such as the interactive classroom, IP telephony and videoconferencing.

Co-founder and President Nancy Hedrick discussed with VARBusiness how her company, based in Easley, S.C., has been able to foster growth internally and also about the opportunities the education market provides.

VARBUSINESS: In addition to ranking No. 385 on the 2008 VARBusiness 500, CSI was also on the CRN Fast Growth 100, coming in at No. 38. The company generated a 122 percent increase in revenue during the past two years. How do you account for that kind of growth?

NANCY HEDRICK: We've had good growth in the last three to four years, mainly because we've bought a number of companies. ... We just finished the acquisition of software developer Version3. ... We picked up 10 more employees from there. We know the company pretty well, because we've partnered with it for the past four years.

VARBUSINESS: I'm hearing more about the interactive classroom. How is it different from PowerPoint?

HEDRICK: When you see an interactive classroom, it engages kids at all the ages. We are the exclusive supplier of Promethean Activboards in the Carolinas. The devices enable active votes so questions can be thrown out and the teacher can find out and gauge understanding all the time. ... This technology lets the teacher continually research whether students are really "getting it."

VARBUSINESS: A teacher mentioned that knowing how to really use these devices can lead to extra money in her paycheck.

HEDRICK: A local district bought over 1,000 boards and brought in 1,000 teachers for training and then brought their trainers in and learned the ins and outs of the boards. Once a teacher uses it, he or she can see it's not just a place to show a PowerPoint presentation. It's very exciting.

We sell hardware as a means to sell service, in this case, interactive classrooms. To do interactive classrooms, for instance, you need to be sure the correct infrastructure is in place.