& cplSiteName &

New BTI CEO's Mandate: 'Scale the Business'

Mitch Wagner
4/11/2014
50%
50%

As new CEO Colin Doherty takes the reins at data transport infrastructure vendor BTI Systems, his mandate is simple: Ramp up revenues.

"The mandate I have is to grow the footprint of customers and grow the top line," Doherty told Light Reading in a phone interview Thursday, after BTI Systems Inc. announced earlier this week he was taking charge of the company. "It's to scale the business. I've been involved in scaling business globally before." (See BTI Names Former Arbor Boss as CEO.)

Doherty was most recently CEO of network security system specialist Arbor Networks , and was at the helm when that company was acquired by Danaher Corp. group company Tektronix Communications. Prior to that he worked at a variety of vendors, including Mangrove Systems and Nortel Networks, so he has plenty of experience in the communications technology industry, the networking sector, Tier 1 global carriers, data center operators, cloud operators, and the market for data center connectivity.

It's a growing market -- traffic volumes for cloud service providers are set to grow at an annual rate of 35% between 2012 and 2017, according to the statistics at Doherty's fingertips.

BTI CEO Colin Doherty

BTI is a privately held company with $60 million funding, including a $27 million round that closed in December. It makes hardware and software for connecting metro data centers and was among the first transport infrastructure vendors to develop support for SDN. Recent customer wins include Equinix Inc. (Nasdaq: EQIX), Digital Realty Trust Inc. , and top-tier carriers. The company introduced Intelligent Cloud Connect, its SDN-ready data center interconnect platform, in early 2013. (See BTI Raises Cash, Embraces SDN.)

Doherty doesn't plan changes to the company strategy -- he is totally focused on growth, particularly internationally. The company now relies primarily on direct sales, but has some partner relationships, primarily in Asia/Pacific. It also has a strong OEM relationship with Fujitsu, which private-labels packet optical equipment from BTI. The company will lean more heavily on partners for international sales.

What about an IPO (a recurring rumor with BTI -- see Is BTI Heading for an IPO?) or an acquisition by a bigger company (a natural exit strategy for a niche vendor like BTI)? Doherty skirts past those questions. "I'm looking to make the company more successful in the top line, and increase the stable of customers. That's the short-order direction. As we get that under our belts, we'll see what direction to take us."

Doherty is Scottish by birth. He grew up outside St. Andrews, where golf was invented. "I happen to believe that haggis is a delicacy," he confessed. "It needs some marketing support, but I'm a big fan of haggis."

Haggis
It tastes better than it looks. Then again, it would have to. (Source: Kim Traynor)
It tastes better than it looks. Then again, it would have to.
(Source: Kim Traynor)

He has lived in London and Miami and currently resides in Newton, Mass., a suburb of Boston. He's been in the US since 1991, and his accent seemed entirely American to my ears -- although Doherty says his burr returns when he talks with BTI CTO Robert Keys, a fellow Scot who hails from Glasgow. (That makes Keys a Glaswegian: I'm just throwing that in there because it's a cool word.)

When not working, Doherty spends a lot of time on lacrosse and soccer pitches with his two teenage boys. He also, of course, plays golf.

— Mitch Wagner, Circle me on Google+ Follow me on TwitterVisit my LinkedIn profileFollow me on Facebook, West Coast Bureau Chief, Light Reading. Got a tip about SDN or NFV? Send it to mwagner@lightreading.com.


Want to learn more about SDN and the transport network? Check out the agenda for Light Reading's Big Telecom Event (BTE), which will take place on June 17 and 18 at the Sheraton Chicago Hotel and Towers. The event combines the educational power of interactive conference sessions devised and hosted by Heavy Reading's experienced industry analysts with multi-vendor interoperability and proof-of-concept networking and application showcases. For more on the event, the topics, and the stellar service provider speaker lineup, see Telecommunication Luminaries to Discuss the Hottest Industry Trends at Light Reading's Big Telecom Event in June.


(4)  | 
Comment  | 
Print  | 
Newest First  |  Oldest First  |  Threaded View        ADD A COMMENT
Mitch Wagner
50%
50%
Mitch Wagner,
User Rank: Lightning
4/14/2014 | 4:58:21 PM
Re: IPO
DOShea - As long as BTI is experiencing healthy growth, it can resist unwanted acquisition attempts. 

Keyword is "unwanted." BTI may not be shopping itself around but might find itself agreeable if someone knocks on the door with big enough bags of money. 
DOShea
50%
50%
DOShea,
User Rank: Blogger
4/13/2014 | 3:36:49 PM
IPO
With so much else on the agenda (international growth, haggis marketing, etc.), it sounds like the speculation about an IPO can be put to bed for now. Still wonder if a bigger vendor will force BTI to face the acquisition question before too long.
Susan Fourtané
50%
50%
Susan Fourtané,
User Rank: Blogger
4/13/2014 | 3:26:32 AM
Everything will be in the cloud
" . . . traffic volumes for cloud service providers are set to grow at an annual rate of 35% between 2012 and 2017, according to the statistics at Doherty's fingertips." 

Yes, here from Cisco, the White Paper is very clear about the impressive cloud trends: 

Global cloud traffic:

Annual global cloud IP traffic will reach 5.3 zettabytes by the end of 2017. By 2017, global cloud IP traffic will reach 443 exabytes per month (up from 98 exabytes per month in 2012).

• Global cloud IP traffic will increase nearly 4.5-fold over the next 5 years. Overall, cloud IP traffic will grow at a CAGR of 35 percent from 2012 to 2017.

• Global cloud IP traffic will account for more than two-thirds of total data center traffic by 2017.

-Susan

Susan Fourtané
50%
50%
Susan Fourtané,
User Rank: Blogger
4/13/2014 | 2:27:42 AM
Haggis
"I happen to believe that haggis is a delicacy," he confessed. "It needs some marketing support, but I'm a big fan of haggis."

Haggis is one of those things that I prefer not trying. Luckily, you can now find vegetarian Haggis that can be served to vegetarians at the Burns Night supper. Of course, for traditional Haggis lovers the vegetarian Haggis is not a Haggis at all. :D 

Mitch, Doherty says the Haggis needs some marketing support; was he referring to marketing support in the US? If so, this would be easy to do by making the works of Robert Burns known. Then, those who like Burns' poetry might develop a curiosity and taste for the Haggis. :) 

Here is a little story:

 
Light Reading’s Upskill U is a FREE, interactive, online educational resource that delivers must-have education on themes that relate to the overall business transformation taking place in the communications industry.
NEXT COURSE
Friday, September 30, 1:00PM EDT
Gigabit & the Great Migration
Robert Howald, Vice President, Network Architecture, Comcast
UPCOMING COURSE SCHEDULE
Wednesday, October 5, 1:00PM EDT
Gigabit & Smart Cities
Joe Kochan, COO & Co-Founder, US Ignite
Friday, October 7, 1:00PM EDT
Gigabit & DOCSIS 3.1
Ty Pearman, Director, Access Architecture, Comcast
Wednesday, October 19, 1:00PM EDT
Securing a Virtual World
Rita Marty, Executive Director, Mobility and Cloud Security, Chief Security Office, AT&T
in association with:
From The Founder
Light Reading today starts a new voyage as part of a larger Enterprise.
Flash Poll
Live Streaming Video
Charting the CSP's Future
Six different communications service providers join to debate their visions of the future CSP, following a landmark presentation from AT&T on its massive virtualization efforts and a look back on where the telecom industry has been and where it's going from two industry veterans.
LRTV Custom TV
Flexible Deployment Approaches for the Gigabit Services Evolution

9|29|16   |     |   (0) comments


For many operators, the gigabit evolution begins with the shift from DOCSIS 3.0 to DOCSIS 3.1. But that move represents a change not only in the protocol itself, but in the approach to architecting their entire DOCSIS delivery chain -- from the headend to the outside plant and home gateway components.

Jonathan Ruff, senior director of global technical ...

LRTV Interviews
Level 3 VP: Enterprises Need More for Less

9|29|16   |   05:27   |   (0) comments


Andrew Dugan, Level 3 group vice president of global technology and IT, says enterprises need more bandwidth and they need it faster and with greater security, but they want to spend less, if possible. They are looking to carriers to reduce their network complexity and help protect them from cyberattacks as well.
LRTV Interviews
CenturyLink: SDN/NFV Pose New Interconnection Possibilities

9|28|16   |   04:37   |   (0) comments


Network operators should develop new APIs and business processes for reselling virtual assets to each other, says CenturyLink's Bill Walker. That will enable them to build digital business portfolios that help them avoid becoming commodity transport providers.
LRTV Interviews
Level 3: Overcoming Terror of Being Supplier, Integrator & Developer

9|28|16   |     |   (0) comments


At Light Reading's NFV & Carrier SDN event in Denver, Travis Ewert of Level 3 Communications said there is terror in becoming supplier, integrator and developer, but it can be overcome and be cost effective.
LRTV Custom TV
Introducing IoT World News

9|27|16   |   01:43   |   (0) comments


Self-driving cars, medical sensors, smart cities... and refrigerators. In order to address the huge scope of IoT, KNect365 has created a unique online community that will help businesses to understand and monetize the opportunities that live within the IoT market. We look forward to welcoming you to IoT World News -- your gateway to a better connected future.
LRTV Interviews
AT&T: Reusable Functions Next NFV Key

9|27|16   |   06:03   |   (0) comments


The next generation of NFV has to break functions down into reusable software chunks, making everything much more cloud-like.
LRTV Interviews
Masergy on Security: Attackers Gaining Upper Hand

9|27|16   |   5:10   |   (2) comments


At Light Reading's NFV & Carrier SDN event in Denver, Ray Watson, vice president of Global Technology at Masergy, says that because of the growth in virtualization, the threat landscape is shifting in favor of the attackers. As a result, service providers need to think beyond just defending the perimeter and take a more holistic approach to security.
LRTV Interviews
Verizon Takes Next Step on Biz Virtualization Journey

9|26|16   |   4:38   |   (2) comments


At September's NFV & Carrier SDN event in Denver, Light Reading sat down with Victoria Lonker, director of Product and New Business Innovation at Verizon, to chat about where the carrier is with delivering virtualized services to business customers.
LRTV Interviews
Global Services: The $40B Face-Off

9|26|16   |   05:53   |   (1) comment


More service providers than ever before are battling it out to win a slice of what is now a $40 billion global communications services pie, explains Ovum Principal Analyst David Molony.
LRTV Documentaries
MEC Congress: The Key Takeaways

9|22|16   |   03:25   |   (3) comments


Three key takeaways from the Mobile Edge Computing (MEC) Congress in Munich, Germany.
Wagner’s Ring
Time to Shut Up About 'Dumb Pipes'

9|22|16   |     |   (19) comments


Service providers can't compete with OTT players. It just isn't in their DNA. Instead, service providers need to embrace what they're good at -- providing reliable, secure connectivity.
Wagner’s Ring
Keeping Your Tech Career Going After 50

9|21|16   |     |   (13) comments


How do you keep your career moving forward when you're past the half-century mark?
Upcoming Live Events
November 3, 2016, The Montcalm Marble Arch, London
November 30, 2016, The Westin Times Square, New York City
December 1, 2016, The Westin Times Square, New York, NY
December 6-8, 2016, The Westin Excelsior, Rome
May 16-17, 2017, Austin Convention Center, Austin, TX
All Upcoming Live Events
Infographics
Hot Topics
Verizon CFO: Eat Our (Fixed) 5G Dust!
Dan Jones, Mobile Editor, 9/22/2016
WiCipedia: The Women Helping Women Edition
Eryn Leavens, Special Features & Copy Editor, 9/23/2016
Eurobites: Telefónica Taps Juniper for Network Security
Paul Rainford, Assistant Editor, Europe, 9/26/2016
Open Source Getting on My Nerves
Carol Wilson, Editor-at-large, 9/26/2016
Powell Kills the Cable Show
Mari Silbey, Senior Editor, Cable/Video, 9/29/2016
Like Us on Facebook
Twitter Feed
BETWEEN THE CEOs - Executive Interviews
Light Reading CEO Steve Saunders and UXP Systems CEO Gemini Waghmare discuss the strategic importance of digital identity for operators in the midst of transformation.
Join us for an in-depth interview between Steve Saunders of Light Reading and Alexis Black Bjorlin of Intel as they discuss the release of the company's Silicon Photonics platform, its performance, long-term prospects, customer expectations and much more.
Animals with Phones
There's Nothing Like Missing a Full Minute of Pokémon Go Click Here
Live Digital Audio

A vital part of increasing the number of women in comms is transforming the ways companies can support and empower women. While progressive company policies that support both men and women in achieving work-life balance are a step in the right direction, creating a company culture that supports those policies can at times be more challenging.

During this show, we'll talk to Lynn Comp, Senior Director of Industry and Sales Enabling (ISE) in the Network Platforms Group at Intel, about why those challenges exist and how companies can overcome them. She'll provide insight into how Intel has worked to create a culture that supports work-life balance, and provide steps and guidance for other companies wishing to do the same. We will also leave plenty of time to get your questions answered live on the air.