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Worldview helps drive Triton Network Systems’ entry into Asia Triton Network Systems, Inc. developed and marketed millimeter wave wireless radio systems. Triton’s technology enabled network operators to create or extend broadband fixed wireless networks with fiber-grade reliability at much lower costs. Triton Network Systems’ flagship product was a global 100 Mbps Invisible Fiber Internet product that offered 100 Mbps Internet service to end users at prices equivalent to T1/E1 services. “Worldview worked diligently to help us identify
and foster broadband wireless opportunities in the Pan-Asian markets.” While exclusively focused on the United States, Triton was aware that there was huge potential for their technology in international markets. The company determined that the most promising global markets to pursue immediately were Asia and Australia, first-world continents with huge bandwidth demands. Triton Network Systems’ relationship with Worldview began as a financial investment and grew more strategic when Triton realized that Worldview could contribute to the company’s growth through its connections and experience in Asia. Connecting Triton with Asian business leadersWorldview and Triton Network Systems started planning an initial entry into Asia three months prior to their first trip. They determined which companies were the best sales targets, who within those companies they wanted to meet and the specific Triton message they wanted to deliver. “By the time we arrived, we had a focused strategy for approaching each customer and complete presentation materials for each customer meeting,” says Gretchen Harlow, Triton’s Director of International Sales. “Our trip to Japan was exhausting. Within five days, we had 14 meetings, all with very senior decision-makers. We met every single
broadband wireless customer in Japan.” “A Japanese customer wanted to see one of our trial sites in San Francisco immediately, so I flew back to show it to him,” Harlow says. “They agreed to move toward a trial site in Tokyo, and we are now discussing future business with them. Normally it takes a long time to penetrate one of these accounts, but we did it in a matter of days.” Worldview continued to work on Triton’s behalf long after the trips were completed. “After we returned home, Worldview did the footwork to continue fostering that business,” Harlow says. “They’ve also helped us find the right partners to represent our products.” “The selling contacts and business development opportunities that resulted from these trips have led to ongoing revenue potential for years to come.” Worldview dramatically accelerated Triton’s entry into Asia by getting them in front of the right people. “Worldview has initiated a tremendous amount of very solid business contacts for us. They have been able to find the decision-makers very quickly,” says Harlow. “With Worldview’s help, we made significant gains in reducing our lead time into the market. This kept the competition from grabbing a dominant position.” Worldview’s services go beyond sales and business development. They helped Triton navigate the maze of regulatory agencies in Japan, even hiring a dedicated person to lobby the regulatory agencies to allow Triton more timely access to the Japanese market. “I’ve never seen an investment company that has put this much effort into their portfolio companies,” says Triton Co-founder Brian Andrew. “I have nothing but admiration for them. They’re committed to the success of every dollar they invest in their portfolio companies.” Worldview: committed to the portfolio company’s successTriton was one of the companies that Worldview brought to Singapore’s CommunicAsia trade show to exhibit their products and meet potential customers. “We were all in this big space together,” says Harlow. “Worldview brought a number of high-caliber potential customers to our booth. It was a great chance to meet many well-qualified customers at the same time.” “We think of Worldview as part of our team.
There are no lines. Worldview is a very active investor, always looking
for other investment opportunities that would benefit Triton.” Worldview’s focused investment strategy has led to powerful synergies between their portfolio companies. “Worldview is very focused on where they make their investments. Because of that, all of their portfolio companies are able to leverage strengths from each other,” says Harlow. “For example, we need someone to install our product on buildings. They’ve invested in a company that does that. We have a customer building commercial networks with our products, they’ve invested in that customer. This is a real synergistic relationship that brings business to the entire group.” 
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