Light Reading

Anite Picks a Fight in the Packet Core

Ray Le Maistre
8/1/2014
100%
0%

Test system vendor Anite has expanded its business horizons beyond its familiar territory of wireless devices and the radio access network, and is taking on some hefty opponents in a bid to win business in the 4G evolved packet core (EPC) test system market.

The company this week launched Triton, its LTE wireless core testing system that comprises a base hardware platform that can run a host of test applications. The initial launch comes with some pre-loaded applications, including those that monitor signaling loading, assess network asset availability, and track device usage. (See Anite Launches LTE Packet Core Test Tool.)

That puts Anite plc head-to-head with the likes of Tektronix Communications , EXFO Inc. (Nasdaq: EXFO; Toronto: EXF), Ixia (Nasdaq: XXIA), and Spirent Communications plc (NYSE: SPM; London: SPT). So why launch into a niche (but important) market already heaving with experienced incumbents? (See China Mobile Research Institute Uses Spirent for EPC Testing, Tektronix Tests Diameter Performance at LTE Core, and EXFO Aids VoLTE Tests.)

Richard Jacklin, Anite's business development director, says the LTE market is still at its early stages and that there's "a lot of evolution still to come and a lot of complexity… and the constant push towards virtualization" that will result in a much broader set of tests needing to be conducted on the heart of the 4G network. Having a hardware platform that can run multiple test applications, and which can be used in the lab and in the field, is "disruptive… the current solutions in the market don't really offer that."

He adds: "We're used to competing against larger players. In the handset test market we compete with companies like Anritsu and R&S. We believe we're more agile and there are people in the market who have told us there is a real need for a product like Triton."


Want to know more about network test tools developments? Check out our dedicated Test & Measurement content channel here on Light Reading.


The EPC test system market could be worth about £100 million (US$168 million) per year, reckons the Anite man, so gaining a slice of that would be helpful for Anite, which generated revenues of £109.2 million ($184 million) in its most recent financial year to the end of April 2014. (See this full year report.)

Anite hasn't jumped into this market alone, though: The core functionality of the Triton product was developed by fellow UK developer Telesoft Technologies. "They developed it, and we are helping to productize it, tailoring it for the telecom market and using our industry connections," states Jacklin.

— Ray Le Maistre, Circle me on Google+ Follow me on TwitterVisit my LinkedIn profile, Editor-in-Chief, Light Reading

(2)  | 
Comment  | 
Print  | 
Newest First  |  Oldest First  |  Threaded View        ADD A COMMENT
brooks7
50%
50%
brooks7,
User Rank: Light Sabre
8/4/2014 | 12:51:26 PM
Re: Low risk gamble
Ray,

Your statement is one that has led many companies wrong.  If you make a product that is competing in an existing market, then it needs to be complete and compete in that market.  You can't be short features or high on price because you do well in an adjacent market.

From the article, the notion that a single product is good for lab and field makes the assumption that the buyer for the two segments have the same needs or judge the product features in the same way.

In this case, the product has to stand alone in its lab application and meet the needs of the lab customer.  The fact that is works for the field customer is irrelevant.  If you can meet that need, then having approval in another department could well have some value.  The challenge is that the people selling in the lab environment are not standing still.  That means normally that you have to apply enough R&D to keep up in BOTH markets.  

I am not saying that its impossible.  But this notion that its low risk or an easy sale is just wrong.  The right way to look at it is that you are entering an existing market with a significant amount of R&D for free.  If the incremental investment yields incremental return than it can be a sound investment.  Don't limit that investment to R&D.  Sales and Marketing have to be done to get to the new client within the exisiting customer.  Don't assume that selling the Field Team has done any work in selling the Lab Team.

seven

 
Ray@LR
50%
50%
Ray@LR,
User Rank: Blogger
8/4/2014 | 9:22:26 AM
Low risk gamble
As ANite hasn't had to invest in the development of the key capabilities here, this looks like a relatively low-risk but worthwhile gamble, especially as telcos get used to and embrace the concept of using a single hardware platform to perform multiple tasks.  
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
Network operators start seeing savings from NFV in the first year, according to a study by Affirmed Networks and ACG.
Hot Topics
Cable Feuds With Senate Dems Over STBs
Alan Breznick, Cable/Video Practice Leader, 7/31/2015
Verizon Small Cells Ready to Rock in Chicago
Sarah Thomas, Editorial Operations Director, 7/31/2015
RJio to Launch Its Own 4G Devices Brand
Gagandeep Kaur, Contributing Editor, 7/27/2015
Like Us on Facebook
Twitter Feed
September 22, 2015
Media Begins With “Me”
Webinar Archive
BETWEEN THE CEOs - Executive Interviews
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.
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.
Cats with Phones
Comes With Free Phone Stand Click Here
Who says cats don't have any skills?