Case Study – Bird Rock Systems

Background

Based in San Diego, Bird Rock Systems was formed by a senior networking technology leader who recognized that today’s companies need trusted solutions providers with the specialized network security skills to service increasingly complex networks while meeting challenging business goals. As objectives of companies evolve with innovations in technology, Bird Rock Systems has followed suit, expanding core capabilities to include storage area networking, performance computing and virtualization solutions that enable customers to maintain a competitive advantage and experience returns on investment. Many of its loyal clients represent enterprise business, casino, university, Fortune 500 and government organizations requiring “Best in Class” secure technical solutions.

In 2010, President Jim Matteo had aggressive growth plans that, while achievable, required a well thought-out plan of attack. He turned to the Chairmen’s RoundTable for guidance at the recommendation of his peers within the Entrepreneur’s Organization.

 

“I heard good things about CRT from this group,” said Matteo. “I soon realized that it was because of the great bunch of really bright mentors they had; each with a ton of knowledge and business experience. I signed on soon after my introduction to them.”

Solution

Matteo was assigned three longtime mentors – Jack Halter, Frank Creede and Martha Dennis, Ph. D. – to lead the project on a pro bono basis. What became quickly apparent was the need for a top sales force if Bird Rock Systems was to realize its increased revenue projections.

“In addition to the business plan, we strongly encouraged Jim to envision what type of sales team he would need to make this growth strategy happen,” said Halter. “From there, we worked on setting up a hiring strategy that would bring in the right people as soon as possible to hit the ground running.”

Matteo found other benefits of the process equally rewarding. “I had another epiphany as we got more engaged with CRT; that, in essence, I really wasn’t accountable to anyone. I thought that I could benefit from getting insight and perspective from people I trust on a regular basis.”

With that, the Bird Rock Systems President created the first-ever official Board of Advisors for the company, creating checks and balances for himself as he pursued his short and long-term business objectives.

Results

The numbers speak for themselves. Despite the recent economic challenges, Matteo’s company has achieved a 40 percent annual revenue growth each year for the past three years. In 2011, Bird Rock Systems was listed at the 29^th Fastest Growing Privately-Held Company by the San Diego Business Journal and was ranked 1,169 on the Inc. Magazine’s INC 5000 list the same year.

“I and Bird Rock Systems have benefitted greatly from CRT – without question,” said Matteo. “I would highly recommend other business owners and executives take advantage of their pro bono services. The key is to be completely transparent with the mentors and open to new ideas and changes. Don’t hold back on them and make the most of it. They’ll give you all that and more in return.”

About Chairmen’s RoundTable

The Chairmen’s RoundTable is a non-profit volunteer organization comprised of more than 40 current and former Chief Executive Officers and 20 sponsor organizations with extensive board experience and diverse industry backgrounds. CRT mentors provide businesses in San Diego County priceless business advice and mentorship without compensation as a way of giving back to the community. CRT’s well-defined mentoring program is ideal for small to mid-sized companies at a strategic crossroad that are looking to gain an outside perspective on key business issues. To date, more than 250 local companies have benefited from CRT’s mentorship. For more information and to read about past client successes, please visit www.chairmensroundtable.com.

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