23
How We Are Addressing The Current Economic Recession
We are operating the company with an expectation that customer demand will remain soft for at
least the first half of 2009, and more likely through 2009 or even longer
Faced with an inability to forecast when economic activity and customer demand will improve, we
are trying to remain “nimble and diligent”, in order to take advantage of market conditions
Aggressively controlling costs other than direct costs of generating revenue during this period of
downturn in demand - we have already made substantial cost reductions in December
We are mindful that whatever issues INX is facing due to these difficult market conditions, some of
our competitors that have leveraged balance sheets are facing even more significant issues
Executing a plan to continue to gain market share during the continuing period of soft demand:
Ø Focusing on aggressive marketing of newer practice areas (virtualization, network storage,
network security, virtual disaster recovery hosting, UC application integration, and in the future,
Cisco servers), which can provide additional revenue opportunities from new and existing
customers
Ø Hiring high quality sales talent at a time when they will be more generally available; this will
increase costs at a time when decreased customer demand depresses revenue per customer
and revenue per employee; will help INX gain market share and help improve operating profit
several quarters in the future even if demand remains soft
Ø Pursuing acquisitions that have a high likelihood of being almost immediately accretive - some
potential acquisition candidates are having issues due to credit constraints