When I started with DigeTekS, the company was in the “valley of death” in terms of revenue and I didn’t want to stay stuck in that valley where we weren’t generating more than $3M. I set a goal of growing revenue by 18% (to $3.2M) while maintaining a 20% net profit. The focus was on improving processes and positioning DigeTekS as the ultimate IT trusted advisor rather than focusing on extreme revenue growth.

One of my first goals was to concentrate heavily on enhancing the Quarterly Business Review (QBR) process. I created a specialized statement tailored to each client’s industry, emphasizing DigeTekS as a security-focused firm helping with compliance, risk mitigation, stability and growth. Existing clients were never undersold, with IT roadmaps designed to facilitate their goals — leading to significant growth for four large clients because they lean on us for their planning and execution.

Efforts were made to fix DigeTekS’ marketing by improving areas like lead generation, capturing, branding, reports and presentations. We gathered testimonials, revamped the website, began consistent digital marketing, hired SDRs for outreach, purchased better prospect lists and ran marketing campaigns like direct mail.

We focused on getting the right people in the right roles, hiring a marketing admin, new accountant, and PEO (professional employer organization) service for payroll/benefits. Weekly sales and marketing meetings were instituted. To reach prospects, DigeTekS joined local chambers, partnered with companies for webinars/events, implemented consistent referral campaigns and ran a successful “Small Business Tech Day” event.

These initiatives paid off, with DigeTekS achieving 43% revenue growth to $3.9M last year, 15% profit growth to $1.15M, a 107% increase in MRR to $379K and adding 13 new clients. The key to our success was continuous learning and improvement through speaking to peers, attending TMT events and coaching from the TMT team and their Experts In Residence.

Read her full story here.