Glimmerglass: Going international with mission critical path management

FierceTelecom: You're doing a ton of things all at once between switching, networking, optical transport and so on.

Lundy: The gestation of the company was early on selling this core optical switch or engine as we call it into some systems that allowed us to learn how to design it into systems, and then evolving to sell these subsystems that you see on our website--System 100, System 600--which is a core, very complex optical software electronic subsystem giving you this transparent optical management which is where you can, again in that box, you can switch, split, multicast and amplify--but over the last five years we've evolved to selling that into these mission critical and worldwide applications adding powerful software and management tools. Principally our development today is to develop the system software and the path management software that really delivers 80 or hundreds of these systems to a particular customer or country. We've found our sweet spot is not only domestic but international.

I think it's interesting that for monitoring and management of these optical signals, it's unusual for an early stage company like us to have such broad presence. Not only do we sell across Lockheed, Raytheon, Harris, the U.S. intelligence agencies, but we sell into the UK and seven other countries, and more. We're talking to many more, and now within the last year we started moving into the Middle East. Out of those seven countries, two are in Asia and four are in Europe. So we have this world presence. We're not selling into Africa right now, (although) we're looking into North Africa, and we're not selling into Latin America or Central America, although we're active there.

FierceTelecom: Is there any reason you're not selling into Africa or Latin America?

Lundy: Later starting. We haven't really moved (yet), and North Africa, where there are some very important countries aligned with that region and the Mediterranean, we're pretty active there right now. It just got started within the last six months. We just got started pretty much nine months ago in Central and Latin America. It's usually within the first year when we start finding a sale within a given geography, so I'd say some of it's just timing.

FierceTelecom: When you first began, did you expect to grow this quickly in just a few years?

Lundy: I think we wanted--every early stage company wants to grow a lot faster--I think we're surprised, we added three new countries this year. When you start is one thing, there's always a lot of business that follows. That's a pretty good rate to add three countries for a small company, and I think as a result of our recent attendance to a show in Kuala Lumpur, and seeing ... there is a swing toward needing our capabilities, and like most early stage companies you need to stay alive to be an overnight success, and we're feeling like now's about that time to be an overnight success.

I'll keep coming back to it--the article that's in (FierceCIO) today, just speaks to how suddenly it's very hot to talk about the threat that's coming down the fiber optic cable and countries need to acquire them at the boundaries rather than wait to get it off somebody's, when it hits a PC or cellphone.

FierceTelecom: Can you talk a bit about network security? You're securing that optical layer for all different services. What kind of priority should that take for companies?

Lundy: There's an opportunity that we can talk to as we finish some deployments early next year, but obviously the same issue that countries face, enterprises face, to include financial institutions. And it's critical that they protect and defend their network's infrastructure, their financial systems against threats and malware. So they're constantly wanting to monitor and dynamically monitor these signals and select particular signals. When I'm talking about signals I'm talking about 10 G, 40 G ...optical signals. We think that's an emerging, very hot category for us in not just the financial and industrial communities. We're very active in three major financial institutions right now working on that.

FierceTelecom: So, monitoring is not just for the enterprise?

Lundy: Well, the telcos and governments are doing it for managing signals for intelligence or lawful intercept. It's a vernacular question. It's about the security of the people and their country and their systems. So I guess you could say they're managing these optical signals so they can acquire, split, move and obtain the necessary information to protect the country against cyberthreats. So it's that nature, it's global security, it's national security.

Differentiating that from the sort of security--I guess you would say a Symantec or somebody like that protecting you against a virus. We acquire and access the optical signals and give them the capability to process them and further analyze it.

Continue to Part 3 >>

Glimmerglass: Going international with mission critical path management
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