Integral Security Inc.
Skillfully Leveraging Technology for
Your Company
By Jonathan Hutchins
Disruptive Innovations

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Products or systems that create entirely new
markets
Would you like
 To tap new markets?
 More job orders?
 More candidates that are highly qualified?
 More matches between candidates and job
orders?
Problems Faced by Established
Companies
They have trouble countering or embracing
disruptive innovations that are on the
horizon.
 Organizations customarily develop mindsets and processes that revolve around
doing what they already know.

Problems Continued
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Once that pattern becomes established, managers
have great difficulty justifying to others or even
themselves the need to turn their processes upside
down to respond to a barely emergent market
change
By the time the threat is apparent, it's usually too
late;
 Upstart companies have seized a substantial
lead
Why Embrace Disruptive
Innovations?
People were trying to fly in the middle ages
by fabricating wings, strapping them onto
their arms, jumping and flapping real hard.
 For centuries subsequent innovators framed
the problem as: the guys who died just
didn't flap hard enough.
 Yet it still never worked.

Why Embrace Disruptive
Innovation? (Continued)

Once they understood that there were some
basic laws of nature that they needed to
account for, once Bernoulli understood fluid
mechanics well enough to articulate his
principle, then there was a law of nature we
could actually harness.
Why Embrace Disruptive
Innovation? (Continued)
A lot of good managers are flapping their
wings
 They are working very hard, but they are
not achieving optimum results

Friend or Foe?
Does this technology innovation constitute a
threat to me or is it in fact a great growth
opportunity?
 If you look back in history, the disruptees
always viewed new technology as a threat.
 However, they were all poised on the brink
of a big growth opportunity.

Friend or Foe? (Continued)


How did the disruptees act?
 First they discounted the innovation
 Second they framed it as a threat
 They ended up getting killed
How to harness disruptive technology?
 Look at it as a growth opportunity and not as a
threat
 The problem with viewing it as an opportunity
instead of a threat is that a threat elicits a far
deeper response
Was the Internet a Disruptive
Technology (1996)?
Dell
 It's a sustaining technology
 It made their processes work better
 It helped them meet the customers' needs
at lower cost
 Compaq
 It was very disruptive to the company's
dealer-only sales model

What Makes a Good Disruptive
Business Model?

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
It enables a larger population of less skilled or less
wealthy people to do something more simply and
conveniently that could historically be done only
by experts or the wealthy
It exploits the innovation's unique attributes in
new applications rather than stretching to meet the
product or service requirements in the mainstream
market
It disrupts markets that are underserved rather than
seeking to disrupt over-served markets
What Makes a Good Disruptive
Business Model? (Continued)
It reshapes the business model to earn
profits in a new way
 It facilitates existing patterns of customer
behavior rather than assuming a change in
customer behavior
 It focuses on a specific customer need and
builds a brand positioned squarely on that
need

Opportunity

How can your company recognize
disruptive innovations and rally to take
action?
Placement Increase thru
implementation of candidate
selection system
Candidates placed per
recruiter week.
Current Recruiting Methods 1.25
Integral’s Candidate
Selection System
25
Revenue Generation from
Candidate Selection System
versus Current Business Practices
25000000
20000000
15000000
Traditional
10000000
Candidate Selection
System
5000000
0
1st Qtr
2nd Qtr
3rd Qtr
4th Qtr
Integral Security’s Proposal


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Legally binding 50/50 fee split agreement
This will allow us to exceed your expectations
This is a standard practice within the industry
Teakell Healthcare Solutions has split the fees in
the past with 30-60% paid to their vendor
Provide the client with candidates or job orders on
an as needed basis to either fill the client’s job
orders or place the client’s candidates.
Proposal Continued (Results are
limited by the client)
The emailed proposal is limited to the
amount of placements CTA can make in a
year
 Integral Security Inc. is not sure if you can
effectively use the volume of information
gathered

Risks Shouldered by Integral
Security Inc.


Resource intensive
 Servers
 Bandwidth
 Programmers
 Opportunity Costs
All development has been done by Integral
Security Inc.
 No commitment fee has been paid
 No retainer
 No development cost paid by Charles Teakell &
Integral Security Inc’s Concerns


Charles Teakell & Associates is the only company
mentioned in the proposal email
 Joe Teakell is the vice president of Teakell
Healthcare Solutions LLC
Initial meeting mentioned a semi-exclusive
agreement, however the email has an exclusive 5
year agreement
 Integral Security Inc is willing to give the client
first right of refusal on Integral’s open job
orders or available candidates
Win-Win

Charles Teakell & Associates Et al
 Significant increase of revenue from:
 Job orders that would otherwise go unfilled
 Candidates that would otherwise not be
placed
 No downside risk
 No development costs
 No fees split unless results are achieved
Win-Win continued

Integral Security Inc.
 Allows for the technology to be fully leveraged.
 Application of resources on an as needed
basis to maximize return on investment
• Telephone staff (Already in place for
Integral Security’s help desk customers)
• Servers
• Bandwidth
• Programming
 Risks can be minimized by providing a more
turn key solution to the client
Summary
Your revenues will increase dramatically
 Your risk exposure is minimal
 This proposal is a win-win for everyone
 Feel free to email me at
jhutchins@integralsecurity.com should you
have any questions.

Content Slide
Candidate Selection System will
significantly increase your placements.
 Your Total Revenue will increase
dramatically.
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