One of the Saratoga/Capital Region’s high-tech
companies is utilizing talent from the region’s
fastest growing county to continue rising in the
ranks of the national technology market.
Integra Networks, based in Latham, is a supplier
of fiber optic networking equipment to the
cable television industry, founded and is owned
by local entrepreneur and U.S. Navy veteran
David Prescott.
Inc. Magazine recently identified Integra
Networks as one of the fastest growing companies
in the Capital Region. The company in 2012
boasted $16.6 million in revenues – an increase
from $1.7 million in 2009, according to the company.
They are now expanding throughout North
America.
“Even during the recession we’ve been able to turn a sizable profit,” Prescott said. “We’re a big shot in the arm to the local economy because we’re bringing in outside money.”
As Integra expands its market base it is adding to its work force. Technical staff represent about 22 percent of the employee base, which is largely comprised of ITT Tech graduates. Additionally, more than 10 percent of Integra’s existing staff of 40 employees hail from Saratoga County, said Prescott.
“Saratoga County is one of the fastest growing counties in upstate New York,” Prescott said. “We always look for the best person for the job and a number of our key positions have been filled by Saratoga County residents.”
Prescott cut his teeth growing up on a family farm and later, successfully navigated the demands of one of the world’s most challenging nuclear propulsion programs as a recruit of the U.S. Navy.
He earned a bachelor of science degree in nuclear engineering and retired from the Navy in 1998, after eight years of service. He went to work for Time Warner Cable in Albany, installing fiber optics for several years, and ran a flight school and aviation mechanical shop before founding Integra Networks in 2007.
“I learned to identify the needs of potential customers while I worked for Time Warner Cable,” Prescott said. “I saw optical transceivers as a niche need.”
Integra Networks has been self-funded from the start and has experienced approximately 83 percent growth year over year, the company said.
It sells its equipment at 80 percent below its competitors’ asking price. The optical transceivers that sell elsewhere for more than $10,000 each are sold by Integra Networks at considerable savings to the customer, according to Prescott.
“We’re able to sell the transceivers for just a few thousand dollars each because we outsource the equipment from Asia and program and assemble them here,” Prescott said.
Prescott initially targeted cable companies as potential customers, but said today his domestic and international markets are more diverse.
Integra’s primary domestic market includes the southern and western U.S. and has expanded its sales into parts of Mexico, Brazil, Central America and Canada.
“We’re transitioning away from solely servicing phone companies,” he said, acknowledging that by doing so Integra is taking its place as a leading supplier of third party optics.
Eric Pankonin, vice president of sales and a Saratoga County resident, has known Prescott for close to 14 years. The pair worked together at Time Warner Cable before Pankonin joined the Integra team.
“I came on board when we were a four-person shop wearing a lot of hats,” Pankonin said. “I’ve been working in telecommunications since I graduated from college.”
“Our focus will be on continuing to drive business from a national, and now international, perspective,” said Pankonin. “We plan to deepen our relationships with our customers and to continue to offer value for products that are second to none. I’d like to see us even more diversified, providing a wider product line.”
Business consultant Jean Sullivan of Mechanicville was brought on board recently to help the business prepare for ISO 9001 quality management certification.
Carey Turner of Saratoga Springs was hired as marketing assistant right after graduating from Clarkson University in December 2012.
“I love it here,” said Turner, who earned a degree in innovation entrepreneurship. “This is my first job and I’m learning a lot.”
Wilton resident Kaylin Shepard is business administrator at Integra. She was hired two years ago after earning a degree in human microbiology. Even though her background was a departure from the now-administrative role she assumes, working for Prescott was appealing because of his innovative and team-building approach to the business, she said.
“It’s a fun environment. I like working for a smaller, private company and I am enjoying the challenge of knowing all of the equipment we sell, maintaining pricing, bills and invoices,” Shepard said.
Prescott prides himself in offering his employees a work environment that supports their physical and emotional well-being. Integra routinely hosts Yahoo and Google events for employees as team-building exercises and offers a workout area, complete with basketball court, within the walls of the 16,500-square-foot warehouse facility adjacent to Albany International Airport.
More information is available at the company website, integranetworks.net.
Photo Courtesy of Integra