Friday, May 2, 2014

Procera: We Displaced Competition in 3 Tier1 Accounts

Procera Networks' CEO, James Brear [pictured], is very confident about its position against his competitors - although Procera is the smallest player among the 3 pure player DPI vendors.

He repeated this message a number of time during  the company's Q1 2014 (see "Procera Networks Announces First Quarter 2014 Financial Results" - here) earning call:

  • Booking for the quarter were only $10.9M (the company maintains its guidance for 15% growth in 2014) and "We announced that we were awarded the business at 2 new Tier 1 service providers in Asia and expect initial business to be valued at approximately $3.5 million, and this business is not reflected in our bookings. Adding to these 2 wins, with the Tier 1 win previously announced for Q4, we now have 3 new Tier 1 accounts that are expected to benefit revenue later this year. These 3 wins are competitive replacements of our direct competitors".
  • "As I stated, we have now 3 Tier 1 replacement wins, and those were customers that have been with our competitors for years. So we're pretty proud of that .. It's across the board. Two of the replacements were in Asia, one was in Europe"
  • "Actually, across all the regions, in particular, Asia and in Western Europe, where we feel pretty good about the trials and how they're going, and the competitive landscape, and we have confidence we can win them"
  • "what I can't tell you is my market share, I don't have it in front of me, was less than 10%, 2008, and now I'm in the 30s. And my competitors who were in the 50s and now are in the 30s, I think" [this is the problem with market share percentage - there are only 100% to distribute]

  • "We feel very confident -- we're feeling very confident compared to our direct competitors"
  • "We launched 2 new solutions that are differentiated and will be competitive advantages for Procera Recently, the company has deployed our Service Plan Assurance and Customer Care Insights solutions
  • For the remainder of the year, the company is focused on organic execution and separating Procera from the competition through differentiated and superior technology
See "Procera Networks Management Discusses Q1 2014 Results - Earnings Call Transcript", by SeekingAlpha, Here.

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