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Defender Direct, Inc.: A Business of Growing Leaders
Hess, Edward D.; Glinska, Gosia Case ENT-0115 / Published April 20, 2009 / 15 pages.
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Product Overview

Defender Direct, Inc., was a privately held company that sold and installed ADT security systems and Dish Network Satellite TV to homeowners in the United States. The president and CEO started the business out of his home in 1998. Under his leadership, Defender experienced an average annual growth rate of 60%, and in 2008 it became one of the largest security and satellite dealers in the Midwest, generating $150 million in revenues. The founder, who was fond of saying that "businesses don't grow--people do," credited the Defender culture for his company's stellar growth.


Learning Objectives

To demonstrate how focusing on developing one's employees can drive organic growth of an enterprise.

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  • Overview

    Defender Direct, Inc., was a privately held company that sold and installed ADT security systems and Dish Network Satellite TV to homeowners in the United States. The president and CEO started the business out of his home in 1998. Under his leadership, Defender experienced an average annual growth rate of 60%, and in 2008 it became one of the largest security and satellite dealers in the Midwest, generating $150 million in revenues. The founder, who was fond of saying that "businesses don't grow--people do," credited the Defender culture for his company's stellar growth.

  • Learning Objectives

    Learning Objectives

    To demonstrate how focusing on developing one's employees can drive organic growth of an enterprise.