Export Business at Opengear Grows 50% in Face of Booming Australian Dollar

Opengear (www.opengear.com) today reported that their export sales had increased by 50% in 2010, and their whole business is now on track to grow at this rate over 2011. Opengear sells over eighty percent of their remote management appliances which are all developed in Brisbane, to customers outside Australia. 

“We budgeted for a 45% sales growth target for the whole business for 2011,” said Bob Waldie, “and with the first quarter now under our belt, I am pleased to see we are ahead of plan.” 

The majority of Opengear’s sales to date have come from their USA operation and a large portion of the sales growth there comes through their channel program. The company reports it expanded the number of partners and resellers more than 65% last year, and is currently recruiting additional sales engineering resources to work with these new partners. Opengear is also actively investing in market development and will be exhibiting at four major trade shows in USA over the next six months, including Interop, Cisco Live and LISA. 

“We have been selected as sole provider of console management for InteropNet at the forthcoming Las Vegas Interop show in May,” said Mr Waldie. “InteropNet provides the IP network and voice/video communication backbone for the conference and is used to showcase leading vendors. So we are really proud to have over forty of our console servers being used controlling the Cisco switches, ServerTech PDU’s, Net Optics aggregators and F5 Big-IP switches – and to have two of our Australian R&D engineers on site to “network” with other leading technologists”. 

Mr Waldie noted that the company also foresees healthy business growth in Europe, where they opened a subsidiary UK office in January. They also have identified significant local growth opportunities so are expanding their sales activities in Australia. Opengear will be exhibiting at CeBit in Sydney in May and today announced the recent appointment of Dr Brendan Baker as Business Development Manager for Australian and New Zealand. 

“Brendan comes to us from an ICT research background at QUT and will help us craft smart management solutions for our customers here,” said Mr Waldie. “Opengear’s remote management and console server solutions are all built on an open source software base, and interoperate with leading open management solutions such as Nagios and Zenoss. As a result our solutions are priced 25-30% below the competition, and this has been one of the keys underpinning our sales success.” 

“However it goes beyond simply reducing costs and improving interoperability. At Opengear we actively work with customers and partners to tailor the open solutions we provide, so they meet the end users custom needs – and this can deliver really exciting value. So we were particularly pleased with the federal government’s recently announced open source guide. This is a smart initiative that should deliver value for all Australians.” 

The current exchange rate is also encouraging the company to focus attention developing more local business. 

“Half of our staff are in Australia and with the A$ now trading at $1.05, and not looking to weaken, we need be careful to ensure sales success at the top line flows through to bottom line profitability.” Mr Waldie concluded.

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About Opengear

Founded in 2004, Opengear delivers next generation intelligent solutions for managing critical IT and communications infrastructure. Opengear’s solutions, featuring embedded Smart OOB™ technology, equip our customers’ networks with intelligent automation and bulletproof resilience, enabling them to optimize technical operations and secure business continuity. The company is headquartered in New Jersey, with a manufacturing facility in Utah, R&D operations in Australia and Silicon Valley, and sales offices in Europe, Asia and the USA. For more information, please visit www.opengear.com.

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