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”That testing extends to almost every aspect of the company, from sales and marketing including how to handle in bound calls and its sales pitch to product offerings and customer service. That approach “assures we never under protect a family or never oversell a system people don’t need,” he said. While the future is bright, Boyce admitted Defenders’ 20 percent year over year growth rate could be difficult to maintain. “That’s not because the business isn’t healthy; it’s just that the number gets so big,” he said. He’s confident Defenders will continue to grow faster than the industry average. To meet growing demand, Defenders—which has 2,840 employees overall, including nearly 900 in Indiana—has doubled its number of installers and at home consultants in the last year to 1,755, Boyce said.

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