DirSec
"It’s become not so much the size of the deal, but the terrain of the deal," he said.
There’s a lesson to be learned from DirSec’s second consecutive appearance on the Fast Growth Security Integrator list: It’s OK to say no.
After posting an impressive 189 percent sales growth rate for 2003, the security-only integrator continued to increase its sales at a rapid pace, boosting its revenue 75 percent to $2.1 million in 2004. Now, only halfway through 2005, the company is comfortably positioned to double revenue to more than $4 million, said Greg Hanchin, principal of DirSec, Centennial, Colo.
But DirSec hasn’t kept growing its revenue by catering to every customer whim or vendor request. "One of the big lessons we learned this year was how to be better businesspeople, and sometimes that meant trimming off or dismissing bad vendor relationships and abusive customers," Hanchin said.
While DirSec has been turning away unprofitable customers, it has been aggressively recruiting new clients that are a better fit for the company. From its four strategically located offices in Colorado, Nebraska, Texas and Oklahoma, DirSec courts new customers at a blistering pace, Hanchin said. "We make sure we have feet on the ground. And we are meeting with more than 30 companies a month, during any given month, and have a goal of making that 100 companies a month," he said.
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After four years in business, DirSec’s existing customer base is beginning to pay dividends as well. Return customers now account for more than 25 percent of DirSec’s revenue, and the company has added seven new employees in the past year to manage the added workflow.
Check Point Software Technologies sees a payoff as well. "Their success can be attributed to the fact that DirSec has superior technical expertise, good customer service and they demonstrate a high knowledge in the field of Internet security," said Kevin Maloney, vice president of worldwide sales at Check Point.
In addition to more rip-and-replace jobs from customers disenchanted with earlier security purchases from other companies, Hanchin said DirSec has also seen a huge increase in security deployments for distributed network environments. Geographically dispersed security for satellite offices and within vertical markets such as business franchises and education has really taken off, and the security paradigm is shifting.