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Worldview gives Assured Access valuable insight into Asian markets Assured Access Technology, Inc. developed wide area network access switches for Internet service providers and telecommunications carriers, enabling them to dramatically increase access capacity. The company knew that Asia presented a significant opportunity. “The markets in Asia are fresh and wide open,” explained Craig Miller, vice president of sales for Assured Access. “There are greater opportunities for us to form the right partnerships and generate revenues.” The opportunity in Asia was on the minds of Assured Access as they were seeking second-round financing for the company. “We had opportunities with several venture capital firms. Weighing all the different factors we thought Worldview offered the greatest value— it was clear they could help us break into the Asian market.” Assured Access had been focused exclusively on the U.S. so they needed help devising a strategy to approach Asian markets. “We did not have any contacts or know which countries we should target first,” says Miller. Worldview’s business development teams in Asia quickly went to work to generate market research that would help Assured Access better understand the market and develop a market strategy. Worldview gave the company in-depth briefings on each country. “They provided surveys of each country pinpointing where and how Internet use was growing. They outlined the major Internet providers, how services were billed, who the major competitors were in each market and what type of distribution they used,” says Miller. “When we were ready to go to Asia, we had a good view of the market. Everything Worldview told us turned out to be correct.” “Worldview did everything they promised and more. They surpassed our expectations.” Worldview set up meetings for Assured Access with service providers and distributors in Singapore, Taiwan, China, Japan, and Korea. “They made efficient use of our time. We had very few free moments,” says Miller. In these meetings, Assured Access got a rapid education about how to approach each market. For example, in Japan Worldview helped uncover specific technical modifications they needed to make in order to penetrate the market. In Taiwan, they helped Assured understand how various service providers targeted the market. In Korea, Worldview helped them develop an optimal strategy to penetrate the country by working with multiple distributors. “Worldview gave us a clear view of what steps we needed to take to succeed in Asia. I can’t imagine anyone that could have helped us more than they did. They did a great job.” Miller felt that Worldview was an invaluable partner both during and after meetings with potential customers. “The Worldview team was very helpful on sales calls. They really understood the technical aspects of our product and were able to expand on capabilities they thought were important to a particular customer,” Miller says. ”After our trip, Worldview continued to promote our product with prospects and distributors.” Worldview helps develop winning strategyWorldview worked with Assured Access to prioritize their development schedule to penetrate Asian markets. They helped the company determine the countries with the best opportunities, and where to focus their resources. And within each country, Worldview recommended key distributors and accounts to pursue. Alcatel acquired Assured Access in March 1999. ”Even while we were being acquired, Worldview continued to follow through on opportunities we were working on,“ said Arthur Klein, Assured’s CEO. “We would definitely recommend Worldview to other entrepreneurs. They were not just outstanding in helping us understand the market, they are tremendous people.” 
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