Business Case Studies & Business Publications

Defender Direct, Inc.: A Business of Gro...

Hess, Edward D., G...

Case

Defender Direct, Inc.: A Business of Growing Leaders

Hess, Edward D.; Glinska, Gosia

ENT-0115 | Published April 20, 2009 | 15 pages Case

Collection: Darden School of Business

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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.

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