| Company |
|
Laurel Networks |
| Market |
|
Next-generation multi-service edge router |
| Vision |
|
Enable service providers to generate new revenue streams by deploying data services at the network’s edge |
| Worldview Value Add |
|
Helped Laurel build a presence and sales pipeline in Japan and Korea |
Worldview helps Laurel launch a global expansion campaign
Laurel Networks develops service edge router technology that enables service providers to profitably deliver switched and routed data services at the edge of their IP/MPLS networks.
After in-depth analysis of international market opportunities, Worldview concluded that the greatest initial opportunity for Laurel would be Japan, due to the fact that its carrier networks were similar in architecture and scope to those in the U.S.
“Worldview worked with Laurel’s international teams to identify and act on new opportunities. They helped our global expansion every step of the way.”
—Atul Bansal, Laurel Networks Founder & CEO
Worldview provides customer and partner introductions in Japan
Worldview believed it was important for Laurel to start visiting prospective customers and partners as soon as possible, both to provide feedback to their engineering team and to start building a sales pipeline. Worldview’s business development team took a number of steps to make this happen:
| February 2001 |
Worldview business development team holds a planning meeting with Laurel in Pittsburgh. |
| August 2001 |
Worldview business development managers meet with Laurel’s VP of Marketing to discuss initial Japan market findings. |
| October 2001 |
Worldview hosts Laurel’s VP of Marketing in Japan, introducing him to five customer prospects and two potential partners. |
| December 2001 |
Worldview helps provide early testing to interested customers in Japan. |
| February 2002 |
Worldview hosts Laurel’s VP of Sales and VP of Marketing in Japan for second meetings with original customers and partners, and with two new customer prospects. Worldview sets up interviews for Japan country manager candidates. |
| February to March 2002 |
Worldview business development managers continue to meet with prospective Japanese customers to move the sales cycle forward. |
| April 2002 |
Worldview hosts Laurel VP of Marketing for negotiations with customers. |
| June 2002 |
Worldview sets up customer meetings for Laurel at SuperComm in Atlanta. |
| July 2002 |
Worldview hosts Laurel’s CEO and VP of Marketing for customer visits. |
| August 2002 |
Worldview and Laurel respond to the company’s first RFP in Japan. |
| November 2002 |
Worldview recruits Japan country manager and transitions customer accounts. |
Building the Korean market
After initial work in North and South Asia, Worldview concluded that Korea would be the next big opportunity for Laurel. Worldview helped build a relationship between Laurel and Commverge Solutions, a pan-Asian systems integrator with a strong presence in the Korean market. Worldview also helped Laurel recruit a regional sales manager for Korea. The combination of a local sales presence and
a strong systems integration partner enabled Laurel to win Korea’s largest service provider as a customer.
“Worldview was instrumental in helping Laurel to become a global player faster and more efficiently than our competition.”
—Atul Bansal
