Growth 2012: Internal investment the key

Growth 2012: Internal investment the key

Kiandra IT: The fifth in a series of 10 interviews with channel-relevant technology companies that have achieved significant growth over the last three years

Growth is the fundamental aim of all businesses if they want to survive. Over the next two weeks ARN is looking at 10 channel-relevant technology companies that have achieved significant growth over the last three years. Our writers reveal some interesting game plans and methods of growth. The companies are drawn from the latest Deloitte Technology Fast 50 program. Now in its 11th year, the program ranks 50 of Australia’s fastest-growing public or private technology companies, based on percentage revenue growth over three years (2009 to 2011). For further information on the Deloitte Technology Fast 50 visit

Kaindra IT

  • Deloitte Technology Fast 50 position: 49
  • Interviewee: Managing Editor, Cameron Brookes
  • Key quote: “We’re concentrated on ... encouraging a culture of ongoing development to remain up-to-date in the rapidly evolving IT industry”

By executing a number of strategic initiatives in FY 2011, including expanding to the west coast, developing new services and entering new markets, Melbourne-based IT services provider, Kiandra IT experienced significant growth.

This enabled the company to come in at 49 in the Deloitte Technology Fast 50 Australia 2011 program.

Kiandra IT managing director, Cameron Brookes, attributes the company’s positive results to its ability to deliver successful, innovative software development and infrastructure solutions.

“This has enabled us to extend engagements with existing clients such as the Department of Sustainability and Environment, Victoria Police and T2, as well as pick up a number of new clients including Coles, Jenny Craig, Advanced Hair and Cancer Council,” he added.

The last few years saw a high level of internal investment from Kiandra IT, and the company is now beginning to see the fruits of these investments.

The investments included a strong focus on building the team and foundations Kiandra IT needs for the next wave of growth. “We’re concentrated on getting our internal processes right, getting the right people on board and encouraging a culture of ongoing development to remain up-to-date in the rapidly evolving IT industry,” Brookes said.

Earlier in 2011, Kiandra IT introduced a specialist range of security services, such as penetration testing and ethical hacking to meet the increased demand from customers, resulting from the high profile security breaches in the news.

“With this new capability we have not only extended the services we offer our current clients, but have attracted new opportunities for specialist security services,” Brookes said.

Attracting talent and retaining good people is a common issue in the IT industry. This was one of the biggest challenges for Kiandra IT when accommodating its strong growth.

“With this growth in human resources comes the challenge of integrating and supporting new people into our business,” Brookes explained.

“Integrating new people into the business involves preparing our existing people for change, maintaining our core culture and values, and supporting the contribution of ideas from all people, regardless of tenure.”

According to Brookes, the company is already on track to hit its target of 49 per cent growth in FY12, and it is heavily investing in areas that will lead to strong revenue contribution in FY12.

Perth is also expected to become an important market for Kiandra IT, with new opportunities in the government sector off the back of the company’s appointment to the WA Government’s Information and Communications Technology (ICT) Common Use Agreement (CUA) 14008.

Kinadra's key points for growth

  • Have great induction processes to welcome new staff, prepare them to embrace new ideas and personalities, and give them confidence that change isn’t something to fear and that the core of the business will remain the same.
  • Ensure your systems and processes are solid and scalable, as it’s harder to make changes when you’re bigger, especially when you’re growing, but it’s imperative to stay abreast of the latest issues and trends and adapt accordingly.
  • Have adequate funding and cash flow to support the growth, be conservative in your estimates and timeframes, plan your scenarios well, and do your analysis properly to ensure you’re growing with a measurable objective ahead.
  • Monitor your progress continuously to ensure you are achieving your objectives, but also leave room for flexibility because it’s very important that you’re adaptable and opportunistic.

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