Where have you been? —
Lots of things going on in our world of infrastructure — in June the battle lines were drawn. Microsoft announced Surface. Apple unveiled IOS 6. Google announced Nexus 7. Cisco gave a glimpse of its SDN plans. Dell kept buying more companies. HP announced a huge layoff. Do you see a pattern here? (Google introducing hardware, Apple introducing software, Microsoft doing both, Cisco becoming a software company?) As kids we used to have opposite days — spaghetti for breakfast, cereal for dinner. Now doing the opposite is no longer news. We’ve been trying to figure out our corner of the space. PC makers desperate to stay relevant. Mobility stuff is hot. The trinity — Mobile, Big Data and the Cloud are simultaneously over-hyped and underrated. Plus the conference circuit has kept us busy – Synergy 2012 (Citrix user conference), EMC World 2012, Hadoop Summit, Cisco Live, Velocity, Structure, Apple Developer Conference and the Google Developer Conference. It’s like the Super Bowl, World Series, the Stanley Cup and the NBA finals happening all at once.

We’re starting off this issue with Peter Christy’s commentary on Cisco’s newly announced SDN (software-defined networking) plans.

At the Cisco Live! Users Group meeting, Cisco outlined their “SDN” solution. It’s a very interesting offering for the many customers with a large investment in Cisco equipment, although it’s bound to be controversial within the SDN community.

SDN is a “complicated” topic. It began as an investigation into how research networks might be constructed using commercially available switches. This in turn lead to the development of OpenFlow — a new protocol by which the packet forwarding hardware within modern switches can be managed by a software application external to that switch (a “controller”). Toward that specific SDN goal (research), Cisco introduced a prototype OpenFlow controller and the intention to adapt some of the existing switches so they can be controlled via OpenFlow. Cisco also put in place agreements providing support to some of the best research institutions studying OpenFlow today. Check that box!

As the OpenFlow discussion started to gel, it engendered a couple of much broader discussions (beyond research) within the network community. First, it suggested a general way of automating switch management that could help address some of the vexing current problems such as automating network configuration management in a virtualized data center.

OpenFlow also suggested a path by which the network business could be radically transformed, analogous to how the server business has been transformed by virtualization. A modern data center server is a commodity item. They all can be virtualized; after they are virtualized, software running on a virtual machine is isolated from any of the special details of the server (what previously might be valuable marketplace differentiation). With virtualization, all servers are the same and software runs on any, unchanged. Network devices like switches are just the opposite: the switch hardware is more or less all the same, but the hardware is sold only in proprietary packages with the software, at a price that is much higher than the part cost. If networks were virtualized like servers had been virtualized, then, it is reasoned, all switches would be more or less the same, and the prices would plummet as they had with servers.

As the largest benefactor of today’s network business model, it’s not surprising that Cisco doesn’t embrace commoditization. Modern Cisco networks are to a large degree differentiated by the substantial software that runs on the switches, not just Cisco’s proprietary packet forwarding ASICs. Cisco points out that a pure OpenFlow solution requires throwing out all that existing software and recreating it in a new form. Cisco’s primary new SDN offering — what they call onePK — provides some external access to the software within Cisco switches, not just to the packet forwarding hardware.

With onePK, Cisco is trying to rotate the question, and ask what the problems are that drive interest in OpenFlow among Cisco customers, and to see how many of them can be addressed by onePK kind of automation. It is clear that onePK can’t do everything OpenFlow might do, especially if manual configuration via CLI remains an option. But the nasty fact is that few customers care how a network operates; they focus on what it can do and how much it costs. For the large number of network buyers with a large amount of Cisco gear, that makes onePK a potentially interesting solution. So far Cisco hasn’t given out many technical details; we’ll just have to wait for them.  — Peter Christy

The Chasm … Is Closed — The organizers at the recent Hadoop Summit had Geoffery Moore author of “Crossing the Chasm” as a keynote speaker presumably to explain away the fact that there were relatively few enterprises speaking about their Hadoop projects. The enterprise adoption of Hadoop is not as visible as hoped, compared to the lightening rod adoption of Hadoop by high trafficked Web sites. Moore did a fine job and of course talked about the chasm effect with the early majority of the market patiently sitting by and watching what the early adopters are doing. Everyone that we speak with who is in a position of working with enterprise Hadoop users says that there is a tremendous amount of enterprise interest and activity even though there are only a handful of enterprises that are talking about their Hadoop plans in public. But one does have to wonder how relevant Chasmism is in today’s technology world. Twenty years ago technology adoption by consumers and businesses took time — lots of time. In 1994/1995, it took 18 months for the first million DirecTV units to be sold. But today it takes only hours to pass the million mark — the iPhone 4S reached a million in less than 24 hours after its release in October. It’s hard to believe that only five years have passed since the introduction of the iPhone which has been a tremendous catalyst for changing the way we use technology. Twenty years ago the chasm was created by people resisting change. Today everyone pays attention to new technology developments and enthusiastically experiments with new devices and services. Everyone is an early adopter racing to be the first on their block to sport a shiny new device. The chasm has been replaced by the land grab — how many users can you sign up in the shortest period of time. For consumer related products — how fast can you get to a million users? For businesses focused products the land grab is — how many and how fast can you sign up the Fortune 500? How does this relate to Hadoop? Those groups that are waiting for Hadoop to cross the chasm may be wasting valuable time and instead should examine Splunk’s rapid rise signing 4,000 Big Data customers without waiting for chasms to be crossed. It may be that the initial use cases for enterprise Big Data are happening faster for things like what Splunk does (Google type search query sitting in front of a massive amount of machine generated data), than for other types of data.

Death of the Salesman? — There is an ongoing argument in Silicon Valley about the relevance of having an outside (read expensive) sales force. Some venture investors have told us that they will no longer fund any companies needing outside sales and instead will seek out “freemium sales models” as the primary sales channel. There are two sides for this story. On one hand, outside sales forces can be expensive, can have runaway costs if the hiring plan is either too early or too late and is not as effective as in the past. On the other hand, the absence of a direct sales team may ruin the chances for an otherwise successful infrastructure investment. Since the “no salesman” theory is in vogue there isn’t much out there in the way of defense for the outside salesman so we thought we’d give it a try. The argument in defense of the outside sales person has three elements — first it doesn’t have to be wasteful — smart hiring decisions, fast “onboarding” of new hires, and well thought out sales team (outside, inside, systems engineer) can keep costs under control while the customer acquisition rate ramps up. Secondly, the outside sales team can play a big role in communicating the value proposition and positioning. But finally the most important argument in favor of the outside sales teams is that — IT WORKS.” Just look at the last three infrastructure companies that recently went public. The table below shows the cost of sales and marketing from the companies’ S1 filings. These percentages, while being high compared to a freemium model, make the point that effective sales teams remain a key for a successful strategy. While the percentages seem high keep in mind that these companies may not have achieved
“exit velocity” without their direct sales forces.

Cost of sales and marketing (% of revenue)

Company 2011 2010 2009
Splunk 59% 60% 69%
InfoBlox 51% 44% 56%
ProofPoint 52% 48% 57%
Source: S1’s

 

Was that North Azerbaijan or South? — We had a group come by our offices recently that was working on a product which would make everyone re-think their data center strategies. They are an early stage startup company (meaning of course a new product with few, if any customers). What they were saying seemed logical but then we got to the question of who are the beta users and what are the use cases? The fact that that they were not able to answer these questions was alarming — if their product was so good then why didn’t they have any users? And when we asked who their early reference customer was they mentioned
an Azerbaijan ISP. We’re sure that the Azerbaijan ISP is a vibrant organization with a significant infrastructure in place but it sort of defeats the purpose of a reference account for an early stage company. Customers are (rightfully) cautious about what does and what does not get put in their data centers. They’re more than curious about who else will be using a new product and how are they using it. If you’re chasing the Fortune 500 market, it’s hard to see how any service provider, especially one in a remote corner of the world, would be a helpful referral. What’s more, if that’s the best you can do it’s not unreasonable
for a potential customer to lose interest if that’s all you’ve got. A startup that’s interested in a market segment, let’s say for instance the healthcare market, in addition to building a product should build a knowledge base about the vertical markets that they’re most interested in. Considering that reasonable funding is available for most of the infrastructure startups understanding a market segment costs very little and the process should reveal which customers set the “Gold Standard” as reference sites. While it might cost hundreds of thousands and even millions of dollars to build the product, it’s only a small fraction of
that amount to determine the value within the key verticals, who might make good references, and who the “poster child” should be. (On our website is a template for our Market Opportunity Analysis (MOA) framework. If you’re interested:
IRG’s Market Opportunity Analysis
.).

Getting It Right The First Time” —

Thanks to many of our newsletter readers who bought the hard copy edition our publisher, Praeger, has issued a new paperback edition of our book. The big news here is that it’s priced at $19.95 on Amazon (and $17.96 for you Kindle owners). For those of you unfamiliar with our book, it’s about our methodologies to accurately predict market conditions — especially the market changes that will occur within the crucial 18-to-36-month innovation window.  Or, to paraphrase the advice hockey superstar Wayne Gretzky received from his father: “Skate to where the puck is going to be, not to where it is.”  More >>

Citrix Synergy2012 — Wow, if my computer files serve me right, the first Citrix Users’ Group meeting I went to was in 2005, just after Citrix announced their intent to acquire our friends at Netscaler. I was struck then, as this year, by the family nature of Citrix and their customers, starting at the top with Mark Templeton (the only thing like that meeting I had seen was the Apple WWDC). At the time, Citrix represented the most remarkable example of coopetition with their relationship with Microsoft. Now, eight years later, an amazing amount of water has flowed over the dam as Citrix has evolved through a remarkable set of acquisitions. The new businesses are increasingly important as the Windows franchise is clearly starting to wane, given the onslaught of iDevices and Cloud computing. Thru it all, Citrix has continued to provide “any-to-any” services, even though the “any’s” continue to evolve in a fascinating and turbulent fashion, as well as growing the on-line services business. Maybe the biggest difference in Mark’s keynote this year from those previous was that he spent less time speculating on interesting changes to come (Mark saw and talked about “consumerism” very early) — Most of the things he talked about in the past are absolutely happening now, and everyone is fully occupied just keeping up.  — Peter Christy

Tale of Two companies — IS THIS the best of times OR THE worst of times. Already there have been some liquidity events in the Big Data arena — in April VMware announced its acquisition of Cetas software — a Palo Alto based Big Data Analytics startup — before Cetas had shipped its first products. And in early May, Cisco acquired Truviso — a Foster City based startup providing real-time network data analytics. In both cases the financial terms were not disclosed. The sixty four dollar question that everyone is asking — what’s the valuation of Big Data analytics firms. There are a bunch of them out there and more on the way. In the past, Cisco has been generous when it comes to acquiring companies in a space it wants to enter. So Cisco’s Truviso acquisition would make you believe that valuations are likely to be high. VMware on the other hand has typically been frugal with many of its smaller acquisitions. So does this push down valuations? Maybe not — in the Cetas case there may have been some urgency to plant a stake in the Big Data space). So the question of how much will Big Data analytics firms be valued if and when acquired is still not known. It is interesting that Big Data analytics space has already begun a consolidation of sorts. We’ll just have to wait and see what’s next.


Thomas Lee Bookwalter 1946-2012 —
You will be missed! — None of us recall exactly how Thomas found his way to our annual N-Square dinners. But if there ever was a poll for the person who embodied the Networking Networking theme of those dinners, Thomas would have received everyone’s vote. He was always the first to RSVP and would arrange his trips to Silicon Valley from New Mexico around our dinners. It got to the point where he would bring his own contingent taking over a corner of the room and staying till the wait staff asked if they could go home. Sadly we learned this week that Thomas died on July 4th of complications with cancer. The dinners will continue but we’ll all miss his ever present cowboy hat, his easy going manner and his smile.

Funding News: Twenty-three start-ups captured $298.8M in the last couple of months.

Date Company Sector Detail Amount
($millions)
Total
Investment
($millions)
Investors
5/29 10gen Database Series E $42.0 $73.0 New Enterprise Associates, Flybridge Capital
Partners, Sequoia Capital, Union Square Ventures
4/18 Eucalyptus Systems On-Premise Cloud Computing Platform Series C $30.0 $55.5 Institutional Venture Partners, Benchmark
Capital, BV Capital, New Enterprise Associates
6/27 Blue Jeans Network Inc. Video Conferencing Series C $25.0 $48.5 New Enterprise Associates, Accel Partners,
Norwest Venture Partners
6/4 Visible
Technologies Inc.
Social Media Monitoring Software $24.0
4/26 NComputing Inc. Virtual Desktops Series C $22.0 QuestMark Partners, Daehong Technew Corp.
Menlo Ventures, Scale Venture Partners
6/7 Quixey Inc. App Search Series B $20.0 $24.2 Atlantic Bridge, SK Telecom Ventures,
TransLink Capital, US Venture Partners, WI Harper Group,
Innovation Endeavors
6/21 CloudOn Productivity Software on iPad Series B $16.0 Social+Capital Partnership, Translink
Capital, Foundation Capital, Rembrandt Venture Partners, and
others
4/26 Start Garden Idea Seed Fund  $15.0 Amway
5/31 Sonian Inc. Cloud Archiving Series C $13.6 OpenView Venture Partners, Summerhill Venture
Partners, Prism VentureWorks
3/8 Exinda WAN Optimization Solutions Series B $12.0 OpenView Venture Partners, Greenspring
Associates
4/25 Symform Cloud Storage Network Series B $11.0 WestRiver Capital, OVP, Longworth Venture
Partners
4/30 Tegile Systems Hybrid Storage Systems Series B $10.0 August Capital
6/19 Bluebox Mobile Security Stealth $9.5 Andreessen Horowitz, SV Angel and others
5/23 Yottaa Inc. Website Optimization Series B $9.0 General Catalyst Partners, Stata Venture
Partners, Cambridge West Ventures and others
5/16 Vox Mobile Managed Mobility Solutions $7.5 Edison Ventures, Permal Capital
6/27 Jirafe Inc. Online Marketing Series A $7.0 Foundry Group, FirstMark Capital, OATV,
FirstRound Capital
5/2 DataSift Inc. Social Media Series A $7.0 GRP Partners, IA Ventures
5/2 Appthority Inc. App-Security Series A $6.25 Venrock, U.S. Venture Partners, Gunderson
Dettmer
5/14 InsightSquared SaaS for SMEs Series A $4.5 $5.5 Atlas Venture, NextView Ventures, Bessemer
Venture Partners, Salesforce.com
5/14 Bradford Networks
Inc.
Network Security BYOD Series C $3.0 $10.0 Updata Partners, Windspeed Ventures
5/7 Nuevora Inc. Big Data Analytics Series A $2.25 Fortisure Ventures
5/29 Junar Inc. Data Management Service $1.2 Aurus, Austral Capital and others
4/12 WalkMe On-Screen Web Guidance System Series A $1.0 Mangrove Capital Parners
TOP NEWS STORIESCorporate — Mobilisafe, mobile security startup, launched publicly with a cloud-based Mobile Risk Management (MRM) solution to help companies deal with personal devices on corporate networks. Silver Peak Systems awarded 4 patents for its software that accelerates data movement over distance, US patent No. 8, 171,238 ‘Identifcation of Data Stored in Memory,’ US 8,095,774 ‘Pre-fetching Data into a Memory,’ US 7,948,921 ‘Automatic Network Optimizaiton’, US 7,945,736 ‘Dynamic Load management of Network Memory’. DynamicOps, Operations Virtualization platform has been issued U.S. Patent No. 8,171,485 entitled, “Method and System for Managing Virtual and Real Machines,” covers complete lifecycle management and self-service of virtual and physical machines. NEC Corporation announced a partnership with eleven other companies, Stanford University and the University of California Berkeley, and joined the Open Networking Research Center (ONRC) to explore software-defined networking (SDN) as a new paradigm and to provide open-source SDN infrastructure in support of networking. Symform, secure cloud storage and backup service, updated its 200GB free cloud storage offering for downloading the Symform software.  Centrify Corporation, security and compliance solutions that centrally control, secure and audit access to cross-platform systems, mobile devices and applications using Active Directory,  announced that its Centrify DirectControl v5.1 has been accepted for Common Criteria certification and is now listed as “In Evaluation” at EAL (Evaluation Assurance Level) 2+. Viewfinity, privilege management solutions, announced that the company’s solutions are now available on the General Services Administration Schedule (GSA)  through its partner, Carahsoft Technology Corp., IT solutions provider. Nimbus Data Systems, Inc., Sustainable Storage, announced that all Nimbus flash memory systems, including the S-Class and the ultra-scalable E-Class, attained the Citrix Ready certification. Blue Coat Systems, Inc., Web security and WAN optimization solutions, has achieved certification for EAL4+ level security under the Canadian Communications Security Establishment’s (CSE) Common Criteria Evaluation and Certification Scheme (CCS) for its SGOS 6.1 operating system on its Blue Coat ProxySG 600, 900 and 9000-10 and 9000-20 appliances.Mergers & Acquisitions — Microsoft acquires Yammer, enterprise social networks, for $1.2B in cash. Citrix acquired Virtual Computer, enterprise-scale management solutions for client-side virtualization and enters the mobile data and video market with the purchase of Bytemobile. Tropos Networks to be acquired by ABB, utility communications. Ixia.converged IP and wireless network test, has acquired Anue Systems, network visibility solutions. Evernote Inc. acquires Cocoa Box Design LLC, maker of the iPad’s digital handwriting app. Symantec completes acquisition of Nukona, mobile information management. IBM to acquire Varicent Software.Inc., analytis software for compensation and sales performance management. Dell completed acquisition of SonicWALL, IT security.Openwave Systems Inc., mobile internet, to sell its Mediation and Messaging product businesses to Marlin Equity Partners, the transaction is subject to customary closing conditions and is expected to close in April 2012.Partnerships — Adaptivity, Software Accelerating IT Transformation, and Nimbula, Cloud Operating System, announced that they are partnering to accelerate enterprise cloud adoption by integrating Adaptivity’s forthcoming Blueprint4Cloud decision analytics platform with the Nimbula Director cloud platform. Piston Cloud Computing, Inc., enterprise OpenStack company, announced a new community open source project to allow the Cloud Foundry platform-as-a-service to run on OpenStack, with cooperation from VMware, Piston Cloud is developing the Cloud Provider Interface that integrates OpenStack cloud infrastructure with Cloud Foundry.  Silver Peak Systems, data center class wide area network (WAN) optimization, expanded its partnership with Dell where customers can now purchase Silver Peak solutions through Dell in over 30 countries throughout North America, Europe, the Middle East, Africa, and Asia Pacific. cPacket Networks and ExtraHop Networks have partnered to provide businesses with a streamlined solution for real-time application performance management (APM) and monitoring to enable IT teams across a wide range of industries to gain real-time network visibility and improve application delivery. Royal Philips Electronics and Vidyo Inc. are collaborating to offer health system providers an approach for extending telehealth solutions across the enterprise to improve patient care and clinician workflow while also reducing costs, Philips enterprise telehealth solutions will incorporate remote physiologic monitoring, advanced clinical decision support, and Vidyo’s Adaptive Video Layering Technology, into a clinical platform for communications and collaboration. Bestel, telecommunications provider in Mexico, is launching Limelight Network’s suite of integrated cloud-based applications under Bestel’s DigiContent brand. Q2ebanking, secure electronic banking solutions for banks and credit unions throughout the U.S., has partnered with Trusteer, cybercrime prevention solutions, to add an additional layer of security to Q2ebanking’s platform. MapR Technologies, open, enterprise-grade distribution for Apache Hadoop, announced that MapR will make its distribution for Hadoop available on Google Compute Engine.New Products — Limelight Networks,Inc. introduced Limelight Orchestrate for B2B Marketing, a new platform that empowers marketers to more quickly and easily publish a successful digital presence across all channels. Tufin Technologies, announced the latest version of it’s Network Security Policy Management solution, the Tufin Security Suite, TSS R12-3, with support for IPv6, currently available for Check Point and Cisco devices. Veeamannounced that Veeam Backup Free, a free version of its backup solution for both vSphere and Hyper-V environments, was released. Chelsio Communications, 10Gb Ethernet Unified Wire adapters and unified storage solutions, released Unified Storage Server (USS) 2.1 software, adding new features that enable more than one million IOPS performance with new levels of reliability and scalability for low cost Ethernet storage in enterprise data centers and cloud computing installations. The current Napatech intelligent flow distribution capability of Napatech network adapters will be enhanced and extended to support 64 server CPU cores compared to the 32 server CPU cores. Puppet Labs, IT automation software for system administrators, announced its open sourcing of Razor, a next-generation provisioning solution. Silver Peak Systems, data center class wide area network (WAN) optimization, released Virtual Acceleration Open Architecture (VXOA) release 5.2, which enables enterprises to quickly and easily overcome WAN bandwidth, quality and distance barriers to public cloud deployments. Solace Systems announced new capabilities and products including: next generation guaranteed messaging hardware; advanced disaster recovery; cascading cache and also service offerings to accelerate deployment of middleware appliances. Acme Packet introduced new virtualization-based session border controller (SBC) solutions, the Net-Net Enterprise Session Director-Virtual Machine Edition and the Net-Net Session Director-Virtual Machine Edition, new capabilities for its session management solution, Net-Net SIP Multimedia Xpress (SMX) and introduced its newest platform, the Net-Net 7000, Net-Net OS installed on a third-party server. EarthLink, Inc., IT services and communications provider, launched its new EarthLink Business IT Services Cloud Workspace. Limelight Networks announced the update to their online video platform, Limelight Video Platform with new features and capabilities for Online Video Publishers and introducing the Limelight Orchestrate solution framework. Sidera Networks, fiber optic-based network solutions, announced the availability of low latency connectivity from the New York Metro market to Toronto, Canada and London, England. Viewfinity, privilege management solutions, introduced Viewfinity Privilege Management 4.0, a new, automated approach for managing rights and privileges for standard users on Windows endpoints and servers. Citrix Systems, Inc.announced GoToMeeting HDFaces for the iPad, combining video conferencing, audio conferencing and screen sharing into a single, seamlessly integrated experience for mobile workers. GoldKey Security Corporation, two-factor authentication, introduced a new family of USB Tokens with up to 64GB Encrypted Flash Storage, providing hardware-encrypted secure flash with a built-in smart card.Enterasys Networks, a Siemens Enterprise Communications Company, announced the new Enterasys Mobile IAM (Mobile Identity and Access Manager), a bring-your-own device (BYOD) network solution and key component of the OneFabric Security architecture. Array Networks Inc., application, desktop and cloud service delivery, released its Microsoft-approved load balancing solution for Lync Server 2010, Array’s APV Series application delivery controllers ensure the availability of Lync services by optimizing resource utilization in the event that application servers become unavailable.  Napatech announced the availability of on-board IEEE1588 PTP (Precision Time Protocol) support on Napatech 1 Gbps and 10 Gbps intelligent network adapters. EnGenius Technologies, Inc., long-range Wireless-N networking solutions for homes and businesses, released the ENH210EXT Enterprise Outdoor Long-Range Wireless-N Access Point and ENH210 Enterprise Outdoor Long-Range Wireless-N Client Bridge. Pentaho Corporation announced the general availability of Pentaho Business Analytics 4.5, providing a new user-driven, interactive visualization and data exploration capabilities that access all data sources, including big data, as well as a pluggable and extensible interface for software and SaaS companies to easily add third-party visualizations. Arbor Networks, Inc., security and network management solutions for enterprise and service provider networks, released version 5.7 of Peakflow SP, network-wide infrastructure security and traffic-monitoring platform. Aerohive Networks, cloud-enabled enterprise networking infrastructure, shipped its newest addition to the Branch on Demand solution — the BR200, rapid time-to-revenue and operation for retail stores, long-term healthcare facilities, and mid-market and commercial enterprises with highly dispersed remote locations that have little to no IT support. Streamcore, cloud services delivery assurance solutions, released version 6.0 with new features to its StreamGroomer and SGM solutions that enable business-oriented and network-aware visibility for application services delivered from a private, public or hybrid cloud, or from traditional data centers. Paragon Software Group (PSG), data backup, disaster recovery, and data migration solutions, released Paragon Virtualization Manager 12 Professional developed to solve all migration and virtual management challenges, making any type of migration or virtualization task easier and more convenient for even inexperienced users. Citrix Systems, Inc. unveiled NetScaler 10, featuring Citrix TriScale technology allowing businesses of any size to scale their networks “up, in and out” with ease. Keynote Systems, Internet and mobile cloud testing & monitoring, introduced a new service, Keynote Web Privacy Tracking, on-demand service tracking online behavioral targeting violating stated privacy policies and also announced that WebEffective, Keynote’s SaaS-based customer experience management platform for conducting large scale task-based user experience research, offers iPad and Android smartphone support, to complement existing support for the iPhone.Momentum — Vidyo, Inc., video conferencing company today announced that it completed another record year, increasing billings for Vidyo branded products by  82% in FY 2011 with continued success in North America and APAC theaters which increased billings by 115% each in FY 2011.

Customer Wins — CSC is deploying Cisco‘s Intelligent Automation for Cloud solution to automate the delivery and management of cloud services to clients. PSA Peugeot Citroën family of websites implemented Limelight Networks, Inc.‘s, Limelight Acclerate, dynamic site acceleration. Fiat Group Automobiles chose Akamai Technologies Inc., cloud platform, to improve the performance of both its corporate and brand sites and to optimize the navigation experience from desktop and mobile devicesusing three Akamai solutions: Dynamic Site Accelerator Secure, Mobile Detection and Redirect and Web Application Accelerator. Silver Peak Systems, data center class wide area network (WAN) optimization, announced that its technology will play an integral role in the 2012 Virgin London Marathon as part of information technology (IT) consulting firm Marathon Information Technology Systems’ (ITS). Regent’s College London UK’s largest not-for profit private college of higher education, has deployed Aerohive Network’s wireless LAN (WLAN) solution to deliver learning tools to its students.

Executives On The Move — MarkLogic Corp., database company, hired former Veritas CEO, Gary Bloom as chief executive officer. Ameet Patel is joins Agari’s, email security, Advisory Board. Bob Steinkrauss joins Whaleback Managed Services’ Board of Directors. Robert Condon appointed president of Lemko Europe (EMEA), distributed mobile wireless network. Whaleback Managed Services, managed unified communications services, named Chris Daly as chief revenue officer. DigiCert, Inc., an online security provider for many of the most recognized brands and websites in the world, promotes Chief Operating Officer (COO) Nicholas Hales to CEO, and founder Ken Bretschneider retains overall business strategy oversight with his appointment as Executive Chairman of the Board.  G5, digital experience management for the property management sector, appointed former Oracle executive, Mike Seashols as executive chairman of the board. Blue Coat Systems, Inc., Web security and WAN optimization solutions, named Venkat Raghavan as senior vice president of engineering. QLogic, high performance networking, appointed Alex Tan as Vice President of Asia Pacific and Japan. Denise Hayman, formerly of Zscaler, PGP Corp., Vontu and Tripwire, has joined Symplified, cloud identity, as senior vice president of worldwide field operations. Oasis Systems, information technology and services to the Department of Defense hired Timothy Nickerson, in support of its program and strategic growth plans. Limelight Networks named Kirby Wadsworth as chief marketing officer.

Akamai Technologies, Inc., announced that President and CEO Paul Sagan plans to transition out of his role by the end of 2013. Sagan will continue leading the Company until his successor is named, and he intends to remain directly involved with Akamai thereafter to ensure a successful leadership transition.