Ipanema Technologies is rolling out an application management platform engineered to improve the performance of applications traveling through multiple cloud networks.
Cloud Application Management (CAM), available now, allows companies to manage the performance of cloud-based applications
CAM has two parts: time evolution reports that paint a picture of how cloud applications are being consumed at certain sites over a period of time, and overview reports that detail where application performance is worst and the number of users accessing a particular application. The platform essentially lets companies provide Quality of Service to users, Piquer Durand said, even for applications operating outside the core network.
New CEO eyes North American market
CAM comes as Paris-based Ipanema names a new CEO, Jim Darragh, who was named to the top slot at the WAN acceleration and optimization services vendor earlier this month.
Darragh, who joined the company after executive stints at Riverbed Technology and Zeus Technology, said Ipanema is also in the process of developing applications that will provide additional business intelligence, tapping into a growing demand among IT executives for tools that let them better exploit business data.
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It's all part of a plan by Ipanema to significantly grow its North American market share, Darragh said. "We are primed. [North America] is absolutely an important strategy."
The U.S. market poses some special challenges to WAN optimization vendors, according to Current Analysis Research Director Brian Washburn. "Globally, you can justify [optimization services] because it allowed you to reach, say, Thailand, and if you are a multinational company, you will be happy to pay what it takes to get your network to work as optimally as possible. The U.S. market has been tough. On the one hand, if you need to upgrade a specific app, it's fairly easy to do; the challenge is to sell a complex managed service. Here, throwing capacity at the problem is a valid option, and it is an easier solution than employing WAN optimization."
That said, Ipanema's cloud strategy will be an important barometer determining the company's success, Washburn said. "With cloud services, WAN optimization starts looking good."
New contracts, alliances in development
Ipanema today gets the bulk of its revenues from European customers and service providers, which resell the company's WAN services. Ipanema opened a U.S. sales office in suburban Boston seven years ago and now gets about a quarter of its annual revenues from North American users. Darragh said he expects that share to double over the next few years as Ipanema begins to more aggressively market its services to U.S. customers.
To that end, Ipanema has inked multimillion-dollar contracts with "three or four" large U.S.-based companies that will begin to deploy its network services, Darragh said. Ipanema is also working closely with an undisclosed U.S. telco that plans to offer the company's technologies as part of its services portfolio. That strategy mirrors Ipanema's European approach, where the vendor has struck reseller agreements with a number of large telcos and managed service providers, including Orange Business Services, BT Group and Swisscom.
Altogether, these American customer wins "will give us a bit of a firmer footprint" in the United States, Darragh said. "We've been active in the U.S., but this is the first time we are seeing multiple seven-figure transactions begin to happen stateside," he said, adding that, "We have a war chest to make sure we are getting the most out of our U.S. opportunity."