The year 2018 for our Information & Communication Technologies (ICT) group has been an eventful year with the focus on expanding our channel and marketing partnerships. With the help of Tatsushi “Tom” Nakamura, ICT established a stronger presence in regions outside of the Japan and US, namely EMEA. We also had sales growth in Australia through existing channels. Our marketing partnerships improved as we worked closer with one partnership while establishing another.
The start of the new year was kicked off with a whirlwind tour through Europe: UK, France, and Germany by the sales team. That was quickly followed by another trip to the continent, specifically to Israel. With carnet in hand, Tom and I, showcased ICT’s premier product, SYNESIS, to potential partners. Some of these partners were at times previous channel partners from our ClearSight Networks days while others were new. The goal was to further qualify the candidates and of course to evangelize SYNESIS. Not all were optimal, but we chose a select few that we feel will definitely help expand our SYNESIS business.
From those partners arose multiple inquiries, some followed by site visits by the sales team to Europe, Middle East, and Australia. Select opportunities were followed by onsite Proof-of-Concepts (POC). They will come to fruition in the coming months as budgets are allocated. Domestically and internationally, there were POCs with major service providers and government related agencies.
What drove these opportunities?…primarily 40G and 100G installations, spearheaded by service providers! While previous years lacked strong commitments to the higher Ethernet speeds by organizations, 2018 proved to be a different story. In the past six to nine months we’ve seen 40G and 100G inquiries increase, from both new and existing contacts. We believe as planned deployments of 5G by service providers continue to increase in the US, Europe, and Australia, being able to record network traffic at the highest Ethernet rates will be a priority. This is especially true after users realize that their existing packet capture solutions prove inadequate – dropped packets.
On the marketing partnership front, there’s Garland Technology. SYNESIS can work with any tap and packet broker vendor in the industry such as Gigamon and Ixia. However, we haven’t had much traction with strategic partnerships in the US, primarily due to TOYO’s limited market presence in the US since past focus was always in Asia. That’s where our new partnership with Garland Technology comes in. They differ themselves from incumbents by providing more cost-effective solutions. They’ve also grown in leaps and bounds. In their ecosystem are application and network performance vendors. However, what’s lacking is a high-performance packet capture vendor to complement Garlands’s high-speed 40G and 100G installations…perfect for SYNESIS.
In summary, this year has been focused on building a strong foundation from which we can grow sales in 2019. Thank you to the TOYO management and engineering teams for continuous support!
Solutions Consultant Director