Friday, October 9, 2015

Sandvine CEO: We see IBM as a Big Part of Our Future

Sandvine published its Q3 results (revenues of $27.3 - here - as expected following its preliminary announcement). During the earning call, David Caputo, CEO made several references to the relations with IBM:

  • "IBM was a 10% plus customer [see chart] in the quarter and sold product to three end customers. We also had one 10% plus end customer in the quarter. Together, these customers represented 24% of revenue in Q3. We have no 10% plus customers for the year-to-date, we remain pleased by this diversification.

    [Related post "Sandvine: IBM is a 10% Reseller with an "active pipeline of opportunities"  - here]
  • Certainly we are excited that we closed three deals with IBM. We see them as a big part of our future in terms of someone who is looking to integrate best-of-breed solutions.

    We have certainly individual countries largely outside of North America we have localized partners that help us with supporting in local language and that sort of thing. 

    The IBM relationship is continuing to develop. In that, there were workshops recently on some business intelligence initiatives that they are looking to pitch and get trained on enough to do further integration to some of their solutions, but as you could see the mix to direct is a little bit more pronounced as we become a larger player, as we become more familiar with some of the larger customers outside of North America, some of them are feeling more comfortable to take that business direct with us as well". 
See "Sandvine's (SNVNF) CEO Dave Caputo on Q3 2015 Results - Earnings Call Transcript", by SeekingAlpha, here.

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