5 Key Strate Triple-Digit
From Mary and Br
Brian And Mary Hamilton , Owners , Mad Data IO
Company : MAD DATA Founded : 2004 Headquartered in Roanoke , VA , with offices in TN , OR , and TX
Geographic Market : Southwest Virginia ; Memphis , TN ; Portland , OR ; Dallas , TX
Top Growth Indicator : Monthly Recurring Revenue ( MRR )
YoY % of Growth : Typically 25 %; 165 % in 2021
Founders : Mary Hamilton ( CEO ) and Brian Hamilton ( CRO )
14 | MSPSuccessMagazine . com • VOLUME 3 ISSUE 5
What Are The Top Three Business Indicators You Use To Measure Your Company And Why ?
MRR : “ MRR is the backbone of the business ,” Mary said . “ It gives us stability and certainty . It also contributes to our planning so we can reach our goals . If I know I need 2.5 clients to reach our growth goal , I know how many people I need to reach with my marketing .”
Number Of Endpoints : “ This directly affects our MRR ,” Mary said .
The Dollar Amount On Projects / Products Sold : “ We make between 20 %– 35 % off projects that we sell ,” Brian said .” That ’ s extra gravy . When we get a lot of project work , that ’ s extra money that goes back into the business for marketing , business development , or growth or to put into savings .”
What Is The Top Lesson You Had To Learn To Kick-Start Your Business Growth ?
“ Hands down , mindset ,” Mary said . “ Stepping into a leadership role was scary . I was in the background for years supporting and helping grow the business . After a conversation with Robin Robins , I figured out that I love growing the business , but I was afraid that focusing on company growth and making money would screw up my five kids and that I ’ d lose my family . I was terrified I ’ d become this greedy person if I was successful . Robin helped me see that making money creates opportunities I can give others . For example , giving people the opportunity to clean my house because they need to make money so they can grow . After that conversation , I realized I CAN do this — that I can lead and grow a company and be a CEO .”
“ You don ’ t have to do everything ,” Brian said . “ It was hard letting go of multiple hats I was wearing . The transformation from doing so much personally to ‘ You don ’ t have to do all that yourself ’ has been a discovery of what my new role is .”
You Grew 165 % Last Year . What Would You Say Is The Single Biggest Secret To Your Success ?
“ Being connected to and building relationships with the right people ,” Brian said . “ We hosted an event for prospects , our personal customers , and companies with internal IT . After starting these relationships , we cultivated them . These relationships connected us with prospective customers . We were competing against a bunch of other IT companies . This process we learned at Producer ’ s Club put things on steroids . It made us different and 10 times better , allowing us to out hustle every single competitor .”