Article Excerpt:
TWST: What have been the changes you have gone through and why?Mr. Vogt: Trapeze Networks was founded in the spring of 2002. We started shipping our product in 2003. Essentially, the market is just starting to develop where larger enterprises are really adopting this technology now. I would say the biggest change that came about was earlier this year when Cisco acquired Airespace, one of our start-up competitors. In making that acquisition, Cisco, a large player in the networking industry, really gained access to this technology to extend wireless within their installed base and growing base of enterprise networks. Since then, we've really focused on forming partnerships because our belief is that you have to have strong partners now that a strong player in the market, namely Cisco, has this technology. Our partners include 3Com, Nortel, Enterasys, D-Link, and there are a few others that we are working on. Our belief is that now where the market is, you have to have strong partnerships to compete with Cisco and that allows us as a company to continue to build our business and extend our channel and our own brand of product by having that strength in our business.
TWST: Who is your customer? Who do you see as your customer historically? What
is changing about who you are dealing with?
Mr. Vogt: Initially, you saw more uptick for this technology in some of the
verticals. Specifically the hot verticals were education and healthcare, namely
hospitals that are extending voice and data infrastructures over a Wi-Fi network
within these hospitals and also teaching universities. That was really where we
got our first traction. Since then though, we've been reaching out to a broader
base of just general industry type enterprises. One, which I mentioned last
time, is Logitech. Logitech, of course, is more of a general enterprise type
company that has extended this technology worldwide. With our wireless
technology they now have visibility and mobility within their workforce
worldwide from one network center, which is located in Fremont, California.
We've actually extended upwards of 30 of their sites within that infrastructure.
So, this year, I would say, we see broader acceptance across a broader set of
verticals and also general enterprises, whereas two years ago, the first takers
were really education and healthcare.
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