History of Agileana

2007

Santa Monica, California - Blake Newman was working in sales for a Los Angeles based web design firm (Daniel Burns Design) catering to Hollywood elite. The company's founder was born in Brazil and out-sourced the design and development work to his contacts in Brazil. While 80% of the new clients had a budget of less than $5,000, Burns would not accept contracts less than $5,000. So, Newman and Burns struck a deal allowing Blake to take low-budget opportunities.

In the meantime, Andrea Melo was living in Colombia waiting for the birth of Blake and Andrea's second son, Nico. During one of Blake's visits to Colombia, he asked Andrea if she knew any head-hunters in Colombia with contacts in the technology business. Andrea passed that message along to her sister, Pili, who was working with a car dealership. The very next day, Pili was visited at her office by Luis Cuellar, who was representing a tech firm and had provided Pili with training on the information system. Pili was impressed with Luis' customer service skills and referred him to Blake.

Later that week, Luis came over to Blake and Andrea's apartment in Cali. Over a couple bottles of wine, Blake described to Luis his vision for a new web design firm with sales occurring in the United States and production happening in Colombia. Over the course of the next week, Luis introduced Blake to several potential employees including Felipe Ceballos, Manuel Otálvaro, Pablo Monroy, and Ricardo Infante. Within two weeks, Luis and Blake formed a partnership under the brand name Artists Cafe.

Over the course of the next few months, Blake realized that most of the incoming clients were starting new businesses and needed help ranging from strategy to branding to web design and development and business modeling. These startups needed incubation and accleration on a bootstrap budget. Blake quickly rebranded the company from Artists Cafe to inQbation.

2008

inQbation launched its own website (www.inQbation.com) as well as its first two client websites for Reel English Coach and NFL professional football player, Adalius Thomas who helped the New England Patriots win the super bowl that same month. inQbation designed and delivered more than a dozen new websites that year and their annual revenue was $75,000.

Starting up a business is difficult. Indeed, close to 80% of small businesses fail in their first year. Of those 20% that survive their first year, 80% are likely to fail in their first five years. So, only about 5% of all small businesses live to see its 5-year anniversary. The single largest point of failure is a lack of cash flow. Another challenge with new businesses, particularly among people and partners who have never worked together before is the life cycle of Team formation: Form, Storm, Norm, Perform. The company observed a lot of chaos, conflicting ideas, immature project management, and poor estimates. inQbation was struggling.

By early 2008, Blake also started to notice a distinct slow-down of new business inquiries. He observed a series of unfortunate economic indicators including bank failures, insurance company failures, a credit crisis, and instability in the stock market. Blake predicted an economic slowdown, which would directly affect his ability to grow the business. At the same time, Blake also observed a brilliant social media campaign by U.S. presidential candidate Barack Obama. Blake predicted that Senator Obama was likely to win the U.S. presidential election and if elected, would invest heavily in federal government websites. So, Blake made the strategic direction to seek a job within the U.S. government, understand how government contracting works, and get as close to the White House as possible.

In July 2008, Blake accepted a job as a GS-14 Public Affairs Specialist and director of www.ICE.gov. He left inQbation in the hands of Luis and Pablo. Meanwhile, Blake oversaw a team of 5 contractors responsible for the operations and maintenance (O&M) of that website.

2009

Blake also discovered that the Department of Homeland Security spent $1.25M per year for that team of 5 contractors to provide O&M. Blake found this shocking given his experience bootstrapping companies on shoestring budget. He knew that open source software such as WordPress, Drupal, PHP, and Wikimedia would allow the government to save millions of dollars in web operations. Blake constantly and passionately raised his concerns about wasteful spending. In July 2009, three days before his first anniversary and the end of his one-year probation period, Blake was fired from ICE.GOV. On the way out, Blake thought, "if you can't beat them, then join them." He vowed to resurrect inQbation and seek government contracting opportunities.

By the end of 2009, inQbation had doubled is revenue from $75,000 to $150,000.

2010

Through Blake's obsession with search engine optimization (SEO), inQbation's website produced a lot of traffic and new business inquiries. In February, 2010, Blake received a call from Scott Fletcher of REI Systems. REI had a major contract with GSA and OMB for the White House. While REI was a highly technical firm, it lacked skills in web design and usability. Blake offered to perform a design exercise to demonstrate inQbation's skills and abilities in web design. So, over the course of a week, Blake and Luis gathered the team and produced a series of exceptional designs for performance.gov. Impressed by inQbation's design skills, REI systems entered into a subcontract with inQbation for the design of several high profile websites including Data.gov, usaspending.gov, and the itdashboard.gov.

Knowing that design and project management works best with a close working relationship with stakeholders, Blake met with the White House CIO Vivek Kundra at the Executive Office of the President (EEOB). It took Blake less than 2 years to reach his goal of getting as close to the White House as possible.

During this time, Blake realized that the design work they were doing for REI systems was only the tip of the iceberg. REI Systems was generating hundreds of millions of dollars in federal IT work while inQbation was generating only hundreds of thousands of dollars in UX/UI design work. So, feeling emboldened by their work with REI Systems, GSA, OMB, and the White House, Blake started actively seeking direct contracts with the federal government.

Blake went to FedBizOpps (FBO), which is where many government agencies post their Requests for Proposals (RFP). The first time Blake went to FBO, which is the first time he ever wrote and submitted a proposal for the government, he won that contract with the Administrative Conference of the United States (ACUS). ACUS was being resurrected after a 12-year hiatus. It was very much like a West-coast startup that Blake worked with in the beginning of the company. ACUS needed to stand up a website in 6 weeks and did not have a large budget. Blake bid $80,000 for the job and guaranteed a 6-week delivery. Many larger companies protested our win claiming that it could not be done for less than $250,000 and 6 months. We got the job done on time and within budget. ACUS continues to be our client after a 10-year relationship.

2010 was a pivotal year for inQbation and its revenue quadrupled from $150,000 to $600,000.

2011-2013

inQbation saw rapid and steady growth during these transition years. By 2012, annual revenue was exceeded $1,000,000 and employee count grew from a handful of people to over twenty-five professionals. We started doing more Drupal work than WordPress serving clients such as the Fulbright Scholar Program, Environmental Exchange Network, American Society of Cataract and Refractive Surgery, U.S. Department of the Army, NASA, Zuckerman Law, and several startups. We discovered during these years that fast growth comes with growing pains and it stressed our abilities to recruit, hire, and train as well as manage projects. As we hired quickly, we revisited the concept of Team formation.

2014

In January 2014, inQbation won a contract with the U.S. Department of State through Georgetown University.