Fast-growing SP Offers Peek at Acquisition Formula
Incentra Solutions has grown from a $8.6 million business in 2004 to $240 million next year. Getting there required organic growth and acquisitions that complemented it.CDW may have been the poster child for reseller mergers and acquisitions in 2007, but plenty of other small and midsize VARs and solution providers have been eyeing mergers and acquisitions, too. And while interest in these transactions is on the rise, not many solution providers are well-versed on how to find the right partners for such deals and how to make the most of them.
Incentra Solutions Chairman and CEO Tom Sweeney says his company has followed a prescribed process in its growth-by-acquisition strategy. Together with organic growth, the strategy has increased Incentra's sales from $8.6 million in 2004, the year it was founded, to $66.6 million in 2006 and an estimated 2008 sales of $240 million once two additional companies are integrated for the full year.