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Worldview accelerates Force10’s global expansion Force10 Networks, a Milpitas, California-based start-up, is the developer of a high-performance Ethernet switch/router for enterprise datacenters, service providers and scientific grid computing. Worldview first invested in Force10 when the company was in the early product development stage. Force10’s CEO had previously worked with Worldview and was eager to tap Worldview’s business development expertise. A few days after the investment closed, Worldview’s business development teams met with Force10’s sales, marketing and engineering staff. Worldview also worked closely with Force10’s executive team, providing key support in chip manufacturing, recruiting, and international expansion strategy.
Worldview helps Force10 find the right Asia manufacturing partner Force10 experienced delays in ASIC development because their fabrication partner fell behind. Worldview volunteered to leverage its close relationships with major ASIC vendors to minimize future delays. Worldview facilitated negotiations between Force10 and the ASIC fabrication partner that resulted in commitments for reduced turnaround times. As time-to-market was a key success factor for Force10, this was a crucial milestone. Developing an international go-to-market strategy Typical of a start-up, Force10 approached international expansion with caution. However, Worldview’s market validation process, which included in-depth analysis of international markets as well as local and global competitors, uncovered a number of compelling international prospects for Force10’s technology. Working together, Worldview and Force10 decided that the initial go-to-market plan would focus on Japan. Japan’s financially healthy service providers were already rolling out transparent LAN services. Many first-generation Ethernet switches had met with success in Japan, but switch vendors were slow to deliver next-generation solutions. This presented a window of opportunity for Force10. To help Force10 get started quickly, Worldview provided Force10 with temporary office space in Japan and helped recruit Force10’s Japan country manager.
Worldview and Force10 realized that the company needed to build an indirect distribution channel to be successful in Japan, so Worldview began meeting with selected resellsers. Working closely with Force10, Worldview helped establish strategic partnerships with NetOne and Hitachi Cable. Both partners immediately began to generate leads that quickly led to bookings and revenue. Today, Worldview continues to make customer introductions and to support Force10’s Japan team as needed. Japan has become an important and growing source of revenue for Force10. Expanding into Europe and Asia Worldview and Force10 identified Europe as the next most promising market opportunity and worked together on a European business plan. They decided to recruit a European sales manager who could build a sales organization capable of driving both direct and indirect sales. As part of the recruitment process, Worldview introduced a highly successful Cisco executive to Force10 management. He immediately clicked with Force10’s vision and joined the team. Based on his sucess building the European sales team and strategy, he was promoted to VP of Worldwide Sales. Force10’s growth in Europe has been phenomenal. Today, Worldview continues to introduce Force10 to customers and partners in Europe. Asia has lagged Japan and Europe in the adoption of high-performance Ethernet switches. However, in 2000 Worldview facilitated a single pan-Asia distribution partnership for Force10. Force10 is now begining to see significant revenue growth in Asia.
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