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Endace eyeing US for growth

Endace eyeing US for growth

NZ company sets up team in San Francisco

New Zealand-based vendor of network monitoring and recording products Endace has hired former Juniper VP Spencer Greene to head a new team the company is setting up in San Francisco, US.

The company’s Auckland-based VP of marketing Tim Nichols has relocated to the US this month to join the new team and hopes the company’s investment in the US market will continue to pay off.

According to the VP, “60 percent of the revenue comes out of the US”, where the company already has about 60 salespeople. The company has offices in Atlanta, New York, Chicago and Redding (UK) but “the missing piece has been Silicon Valley”.

In spite of the growth plans in the US, Nichols says the company remains commitment to its New Zealand business. “We have got 100 people in New Zealand, basically development. New Zealand is a great place to do software development. It’s economically viable to do it here. We have great skills, the right language and it is easy to attract good skills to New Zealand,” he says. “The people in New Zealand want to be here.”

Nichols says business with the channel is something the company is “nurturing” but “it tends to come when it’s ready”. “You find you have to sell often via a channel anyway because that is how the customer works.”

Back in May 2011, Nichols told Reseller News about the company’s plans to build up a domestic channel, targeting system integrators and ICT providers.

He says Endace remains focused on its domestic market too but cannot deny that the majority of its revenue comes from overseas, which justifies the increased investment in the US market.


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