How did you get the idea?

De-regulation opened a window of opportunity for us. We decided to test the market first by offering customers of BT a more competitive price. Several people signed up in one day before we even had any services in place.

How did you launch the company?

From a technical point of view, we didn’t have any services in place. So we decided to outsource all our operations – apart from our sales division. That way, we were able to enter the market quickly.

What’s your key to success?

Find the right partner, trial the product, outsource as much as you can and focus on your most important thing – which for us was sales. Also, make sure that you hire the right people.

How have you marketed the company?

When we started, we got our name out there through going door-to-door and making phone calls. We don’t advertise on the radio or in the newspaper, so although our brand recognition is low, we don’t have high customer acquisition costs.

Where next?

We are looking to consolidate as we’ve just bought the original company that we outsourced our work to. Beyond that, we are planning to launch various products to continue our IT support to the needs of small businesses.