Victor Alston,president & CEO, Ixia
Which segments are you targeting in service provider and enterprise space?
We are targeting all major carriers and Ixia is helping most of them with the testing requirements, as they build their networks. When they build out and move into 4G or they build out and do carrier off-load, there will be some new technology, which they will follow. LTE is a big driver, so is cloud computing and next generation. Our focus is on top tier 1 and tier 2 carriers.
Have there been any leads in the service providers' space or any other network space?
We have won opportunities in the defense space, but not in the service providers' space. Also, in the enterprises space we have a few live opportunities. It's the forward thinking enterprises that have been receptive to this message. Equipment manufacturers give most revenue in India, followed by service providers.
This is across all our products. What's your USP compared to your competitors?
This market is a very nascent market of security assessment. We are a leading player in the market for security assessment solutions in India and globally.
Some service companies use our product and implement our services. We are a company, which attacks the network in order to determine the security posture.We have significant market share in the security assessment market, which is around 60-70 percent globally.
What's your strategy for 2013?
Most of the revenues are coming from equipment manufacturing, but it will change to carriers and enterprise defense. Our strategy and channel to market will also change. We will also have a more comprehensive channel strategy to address the need of the enterprise segment. On the carrier side, we are investing in people and internal procedures. The demand of the carriers is different from equipment manufacturers.
On the defense side, we have to work through a certain defense contractor. We are revamping the delivery mechanism for this segment. The enterprise segment is too large for us to attack, because it is a catch all for everything else.