MSP SPOTLIGHT
Company :
Baroan Technologies
Year Founded :
1997
Headquartered :
Elmwood Park , New Jersey
Geographical Markets Served :
Baroan Technologies works primarily throughout the New York metropolitan area but provides support to over 30 locations , coast to coast .
Top Growth Indicator :
We use a number of endpoints to determine how we are tracking for sales growth within our base . By aiming to sell to existing clients as much as we can and by adding a new security initiative and a number of additional services , Baroan Technologies has been able to drive sales through a hybrid system , leading to extreme growth .
YoY Percentage Of Revenue Growth :
From 2017 – 18 , Baroan Technologies grew from $ 3.5 million to $ 4.5 million . This year , they are expected to reach $ 5 million .
President :
Guy Baroan
THE RECIPE FOR EXTREME GROWTH
1What are the top metrics you use to measure your business and why ?
At Baroan Technologies , we believe that your best customer is your existing customer . By selling our solution stack at a higher percentage , we are able to increase the number of existing customers for whom we are able to provide support , security , quality guidance , implementation , and technology support services . Combining that mission with dollars per endpoint and our number of net new clients compared to clients lost , we can accurately measure our organic growth .
Prior to our acceleration over the last couple years , we spent ample time focusing on bringing in a strategic management team . In fact , we only just brought on salespeople . Having a strong team in place ensured that when we made the decision to aggressively grow , we could deliver on the promises we made through our marketing efforts .
2What is the top lesson you had to learn that allowed you to kick-start your business growth ?
There are a number of important lessons MSPs need to keep in mind when trying to help their company leap from one step to the next , but for us , taking the time to really focus on the quality of the people we were hiring made the biggest difference . In the beginning , we had a mix of level 1 , 2 , and 3 engineers . But I think the real catalyst or jumping-off point for our growth these last couple years occurred when we began to trade out the level 1 and 2 engineers to create a team comprised of only level 3 engineers . I have conversations with other MSPs , and they express concern regarding the cost of hiring in this way . While it ’ s true that the process is expensive , the resulting work that has been generated has made it more than worth it .