Where Are They Now? Deka Technologies (Oct. 2008)
By The Business Solutions Network
If you've been a reader of Business Solutions magazine for the past six years or so, you may have noticed that my articles tend to focus on technologies like POS (point of sale), payment processing, data collection, and video surveillance. Seldom have I strayed into other technology topics. However, in the Oct. 2008 issue, I interviewed Travis Earls (see "Managed Services... With A Twist"), president of Deka Technologies, who was growing his business by mixing traditional managed services with an on-site service component. More specifically, Earls revealed that he expected 18% sales growth in 2008 by offering on-site managed IT services, including hosted Exchange e-mail and hosted VoIP (voice over Internet Protocol). About four years later, I caught up with Earls to see how 2008 wrapped up and how the next few years worked out for the MSP (managed services provider).
How has your business fared since we last spoke with you?
Earls: The last two years have been flat. Many of the small businesses we support have struggled through the economic difficulties. This in turn has affected our business. However, the early indicators for 2012 are promising. Hardware revenues are up 37% over last year and that has helped increase service revenues by 54%.
What has contributed most to your success since we last spoke?
Earls: We have added a few new cloud services to compliment our on-site services. This includes Virtual Windows and Linux Servers. In addition, we have offered a new cloud-based replication technology and we have launched a new Cloud IP PBX solution that helps lower the cost for SMBs.
Are there any new technologies/solutions you're offering which are impacting your business?
Earls: The cloud solutions, I just mentioned are beginning to contribute financially. Many clients are seeing the benefits of Virtual Servers as opposed to purchasing a new server in house. In addition, we can bundle cloud technologies with an on-site component that gives clients more comfort with using the cloud services. In addition, the overall technology experience and reliability increases.
Speak to any failings you've experienced since we last spoke.
Earls: The one failing would be not focusing enough on sales and marketing. The tough economic times presented an opportunity to market and increase sales. We should have done more. I have addressed this by launching a new website, having an online video made, and investing in social media marketing. We've also started a sales campaign.
Are there any other tips/tactics that you think are worth mentioning that are contributing to your success?
Earls: Stay focused and diligent. Keep contact with your clients, understand their challenges and needs, then create services and solutions to address their challenges and exceed their needs.