Light Reading

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 Inc. , 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:

 
Flash Poll
From The Founder
Anshul Sadana answers questions from Steve Saunders, Light Reading's founder and CEO, about Arista's CloudVision, a global cloud network controller for workload orchestration and workflow automation delivering a turnkey solution for cloud networking.
Live Streaming Video
CLOUD / MANAGED SERVICES: Prepping Ethernet for the Cloud
Moderator: Ray LeMaistre Panelists: Jeremy Bye, Leonard Sheahan
LRTV Huawei Video Resource Center
Huawei ONS Product Demo

8|3|15   |   6:01   |   (0) comments


Huawei shows at Open Networking Summit 2015 in Santa Clara how its SDN and NFV solutions embrace openness.
LRTV Custom TV
End-User or Enterprise Benefits to the New IP

7|30|15   |   04:27   |   (1) comment


Andrew Coward discusses what the New IP means to end users or enterprise customers. He explains compelling reasons, including how every customer can get their own network, from the transformation to the New IP.
LRTV Custom TV
Network Visibility & the New IP

7|30|15   |   02:23   |   (0) comments


Mukund Srigopal provides an explanation of what network visibility is and how it is essential as service providers transition to the New IP. In addition, the importance of the network packet broker is discussed.
Between the CEOs
Video Exclusive With Basil Alwan, Alcatel-Lucent

7|24|15   |   26:44   |   (5) comments


Basil Alwan, President of IP Routing & Transport at Alcatel-Lucent, discusses virtualization, cultural challenges, the capex crunch and more with Light Reading founder and CEO Steve Saunders.
LRTV Custom TV
VDF: Enable the Financial With Mobile Money

7|20|15   |   06:53   |   (0) comments


Ian Ravenscroft discusses how operators can expand to occupy the entire digital services value chain through service innovation.
LRTV Custom TV
Telefónica on OSS Transformation

7|20|15   |   06:01   |   (0) comments


Jose Gonzales discusses the details of Telefónica's operation transformation program.
LRTV Custom TV
Judi Achmadi on Huawei's Cloud Storage Solution

7|20|15   |   03:33   |   (0) comments


Judi discusses the key business goals of TelekomSigma's public cloud service and how Huawei's solution helps them address challenges.
LRTV Custom TV
KPN Enlightening Digital Business & IT Transformation

7|20|15   |   06:19   |   (0) comments


Rob de Beer discusses the changes that operators need to make with service innovation now coming from the Internet world.
LRTV Custom TV
Stratus Telco-Grade Cloud Solutions & NFV

7|20|15   |   07:34   |   (0) comments


Ali Kafel from Stratus Technologies addresses high-availability concerns within the telco industry with a solution that enables telcos to provide high-availability and stateful fault-tolerance using a software-based approach.
LRTV Documentaries
The Six Million Dollar Business Man

7|20|15   |   01:52   |   (0) comments


Steve Saunders, publisher. A man barely alive after an acquisition malfunction imploded the company he founded. Gentlemen, we can rebuild Light Reading. Better, faster, stronger.
Between the CEOs
CEO Chat With Anukool Lakhina, Guavus

7|20|15   |   38:51   |   (1) comment


Guavus CEO Anukool Lakhina talks to Light Reading founder and CEO Steve Saunders about the role of operational analytics in the communications services and networking sectors, particularly in relation to IoT.
LRTV Custom TV
IBM's Flash Storage With Intel QuickAssist

7|20|15   |   03:18   |   (0) comments


Intel's Bev Crair and IBM's Eric Herzog discuss how IBM's V9000 Flash Storage System has helped customers around the world. Featuring real-time compression powered by Intel QuickAssist Technology, the V9000 is a next-gen flash storage solution.
Upcoming Live Events
September 16-17, 2015, The Westin Galleria Dallas, Dallas, TX
September 16, 2015, The Westin Galleria Dallas, Dallas, TX
September 16, 2015, The Westin Galleria Dallas, Dallas, TX
September 29-30, 2015, The Westin Grand Müchen, Munich, Germany
October 14-15, 2015, New Orleans Ernest N. Morial Convention Center, New Orleans, LA
November 5, 2015, Hilton Santa Clara, Santa Clara, CA
November 17, 2015, Santa Clara, California
December 1, 2015, The Westin Times Square, New York City
All Upcoming Live Events
Infographics
To keep up with consumers' increasing digital lifestyles, an IT system and operating model overhaul is required using a modern BSS, IES and analytics.
Hot Topics
FCC Plan Could Stymie Rural Broadband
Carol Wilson, Editor-at-large, 8/3/2015
Eurobites: Nokia Seals HERE Sale
Paul Rainford, Assistant Editor, Europe, 8/3/2015
Verizon Small Cells Ready to Rock in Chicago
Sarah Thomas, Editorial Operations Director, 7/31/2015
Like Us on Facebook
Twitter Feed
September 22, 2015
Media Begins With “Me”
Webinar Archive
BETWEEN THE CEOs - Executive Interviews
I was pleasantly surprised when Ericsson recently agreed to let me interview its CEO, Hans Vestberg. Traditionally, mega-companies like Ericsson (or Cisco) have kept ...
Basil Alwan, President of IP Routing & Transport at Alcatel-Lucent, discusses virtualization, cultural challenges, the capex crunch and more with Light Reading founder and CEO Steve Saunders.
Cats with Phones
Comes With Free Phone Stand Click Here
Who says cats don't have any skills?