How A Small Market VAR Went From Zero To $4M In Four Years

Guardian Network Solutions started out as just one man, but today has 13 employees and is looking to hire more in the coming months. Danielson says his company’s small size allows it to use more of a personal, hands-on approach.

"I use the analogy of classroom sizes," he said. "My wife went to a school with over 50,000 kids, and classrooms full of over 200 students. I went to a smaller school that had 600 kids total and I had some classes with 8 or 9 people total. I received unbelievable personal attention from my professors but no one has ever heard of the college that I went to. In our world, the smaller company wants to be treated personally and helped out like it's an enterprise type deal and not just thrown to the side. That’s what we do."

Danielson says his sales department churns through 25-to-30 deals a day, and treats renewals as a separate department because customer retention is a priority.

"A lot of it is having the right people with the right processes done right," Danielson said. "It is one thing to have the right systems and processes, but from what I’ve learned they only magnify what you already have. You have to make sure you have the right people in the right chairs doing the right processes correctly. When you put all of that together, it creates a lot of great harmony in the room and a great atmosphere."

In addition to employee morale, employee selection is a priority that Danielson put a great amount of attention on as his company was established. It was after he put effective hiring process in place after the third year in business that the company really started to take off.

Guardian serves more than 10,000 clients today.

"One of the big challenges in the beginning was finding the right people," he said. "We started putting the right processes in place and over the last two years started really putting the right people in. We dug deeper into our processes of interviewing and hiring. We put a lot into our processes of the sale of the deal, but we didn’t have a whole lot in the process of hiring and all that, but we’ve put a lot into that in the last 2 years and we’ve seen a lot of growth."

Guardian Network Solutions is expecting exponential growth over the next 2 years and has set a goal of $10 million in revenue in 2017.