From “no” to know-how: How Deltone Solutions cracked the office space

Deltone Solutions’ co-founder reveals the essential mindset that fuelled 35-person team growth and over 10,000 customers nationwide: unwavering commitment and a customer-obsessed approach.  

Dimitri Jayaratne, co-founder of Deltone Solutions, began his business with a desktop , a phone, and every minute available to him, having recently quit his job. More importantly, Jayaratne had an immunity to the psychological setback of hearing the word ‘no’ that plagues other would-be entrepreneurs.  

Through long days and countless cold calls, Jayaratne built his business from the ground up, steadfastly growing it into one of Australia’s go-to providers of office consumables and workplace solutions. Now, Jayaratne admits his team “didn’t know what we didn’t know” in the early days, which allowed Deltone Solutions to plough through problems that would have stunted the trajectory of other start-ups.  

“We had to learn from scratch,” says Jayaratne. “Some days it felt like every step forward created two new challenges, and we were constantly playing catch-up.” That we became significantly bolstered as Deltone Solutions has matured, and is today a 35-strong team that services over 10,000 customers nationwide, covering everything from printing supplies to ergonomic office furniture, CCTV and IT security systems. Put simply, Deltone Solutions finds a way to say ‘yes’.  

Q&A

What was the spark that inspired you to start your business, and how did the first idea take shape? 

I started the business with my business partner because we wanted to take control of our own future. We saw a clear gap in the market for a more reliable and cost-effective supplier of office consumables, so we made the decision to quit our jobs and back ourselves. We knew nothing about running a business at the time, but we knew how to sell, and we knew how to look after customers. That combination gave us the confidence to take the leap, and it became the foundation for everything we built afterwards. 

In those early days, what were the biggest hurdles you faced – and how did you find your way through them?  

We had the hunger, the work ethic, and the sales ability, but everything else, from cash flow and operations to systems and processes, we had to learn from scratch. What helped us push through was our commitment to adapt quickly and outwork the problems. We asked questions, learned fast, and made decisions even when they felt uncomfortable. Most importantly, we stayed close to our customers. By being reliable and delivering great service, we built trust, and that trust kept us moving forward while we figured everything else out. 

Looking back, which achievement are you most proud of? 

The achievement I’m most proud of is building a business that has grown year after year while creating real opportunities for the people inside it. We started with nothing but belief and work ethic, and today we’ve built a company with structure, culture, and a team that genuinely cares about what we’re building. What stands out to me isn’t just the financial success, it’s seeing people develop, step into bigger roles, and achieve things they never thought possible. Knowing that the business has positively impacted people’s lives is what makes the journey meaningful and the achievement truly stand out. 

What drives you at this stage of your career? 

What drives me now is growth for the business, myself and the people around me. I’m motivated by helping my team develop, step into bigger roles, and achieve things they didn’t think possible. My “why” is building something meaningful, something that creates real opportunities. I also love pushing the business further, improving as a leader, and seeing how far we can take it. 

What advice would you give your younger self starting out? 

I’d tell my younger self to invest much more time in making genuine connections with the right people. In the early days, I was so focused on working on the business that I overlooked how powerful relationships can be. Having good quality, driven, supportive people around you can accelerate your growth faster than anything else.  

Which book, idea, or piece of advice has had the greatest influence on your leadership style?

Two books have had a major impact on my leadership style. Can’t Hurt Me by David Goggins taught me the power of mental toughness and pushing far beyond what you think your limits are. It changed the way I approach pressure and challenge. Diary of a CEO by Steven Bartlett influenced me in a different way. It made me think about self-awareness and how to lead with clarity and intention. 

What do you want your business legacy to be?  

I’d want to be remembered as a good person who helped others grow and achieve more than they thought possible. If the people around me can look back and say they’re better off because of something I did or the environment I created, then that’s the kind of legacy I’d be proud of. 

Save on office consumables and experience exceptional service at www.deltonesolutions.com.au