Company Movaz Networks Market Next-generation metro optical platform Vision Improve metro optical service providers’ profitability by delivering the best provisioning and network management solution Worldview Value Add Assisted Movaz with product development, international marketing and expansion in Europe, Japan, and Taiwan Worldview helps Movaz launch international expansion campaign Movaz Networks developed a next-generation optical platform that enables metro optical network service providers to deliver wavelength services with unparalleled density, capacity and economy. Worldview, Movaz’s first venture investor, provided early business development services that included global market research, product evangelism, participation at trade shows and customer and partner introductions. “Worldview was an important strategic partner for Movaz. Worldview’s business development services were unmatched by our other investors.”—Bijan Kroshavi, CEO, Movaz Part of Worldview’s investment thesis was that Movaz’s solution for metro area network carriers could have global appeal. However, Worldview believed that entrenched telecom equipment manufacturers were going to be aggressive. Early introduction to carriers in Asia, who were just beginning to plan metro optical expansions, was therefore critical to Movaz’s success. Worldview introduces Movaz’s products to global customers Worldview facilitated several events designed to introduce Movaz to global carriers. These events included: Singapore Telecom Day hosted by Worldview in Palo Alto Chunghwa Telecom Day, hosted by Worldview in New York iGlobe US Tour, hosted by Commverge and Worldview in Atlanta CommunicAsia 2001 hosted by Worldview in Singapore Tokyo N+I 2001 hosted by Worldview in Japan The events were timed to introduce Movaz’s solution to carriers during the planning stage of their metro optical build-out. The meetings were also successful in generating customer feedback to help Movaz build the right set of features into their products for Asian markets. Building the Taiwan market Movaz’s value proposition resonated with all of the Asian carriers, but Chunghwa Telecom both showed the highest level of interest and had established a firm timeframe for their metro area network upgrade. “Worldview provided expertise beyond our expectations. They very quickly were able to discuss our technology with prospective customers and partners anywhere in the world.” Movaz focused on Chunghwa while continuing to monitor other parts of Asia. Chunghwa invited Movaz to benchmark testing (BMT) where Movaz performed extremely well versus the competition. Eventually, Movaz won the $10 million contract with Chunghwa, one of Asia’s top carriers. Worldview was convinced there were many large opportunities for Movaz in Asia, and sought a systems integrator capable of handling such a large and diverse geography. Worldview helped facilitate a relationship with Commverge Solutions that enabled the contract with Chunghwa Telecom. Expanding in Japan Worldview’s market research indicated that growing data traffic in Japan was straining metro-area networks, and that an upgrade cycle would occur within 18 months. Also, the Japanese telecommunications market was undergoing deregulation, making metro fiber available to start-up carriers. Worldview felt that the time was right for Movaz to initiate discussions with both new and incumbent carriers. Worldview helped Movaz recruit a Japanese country manager and form two strategic partnerships with Japanese integrators. These relationships led to multiple customer wins with both incumbent and new common carriers. “Worldview helped us with strategic planning, executive recruiting, and they introduced us to strategic partners and customers around the world. They were instrumental in our success.”—Bijan Kroshavi

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