bollocks187 12/5/2012 | 2:58:50 PM
re: ADVA Hires for RBOC Opportunity think you are overstating his influence or any other exec for that matter.

Fuj. did well because with RBOCS because they had very good products in SONET. Cisco did not do well because they do not have as good a product as Fuj.

The influence of execs on large carriers is overstated by the "ignorant". The RBOC has a strict selection process which negates influence from higher management. The 'inmates' run the jail not the 'guards' - LOL

This does not mean Ron will not make a success of ADVA - it is good to see a carrier guy get out of the enterprise CISCO BS.
optiplayer 12/5/2012 | 2:58:49 PM
re: ADVA Hires for RBOC Opportunity My personal opinion is that ADVA would be far better off sticking to its existing strategy of pursuing Tier 2, Tier 3 and enterprise customers (as well as their international base). The RBOCs have proven to be the death of numerous vendors particularly those operating in a close to commodity market.

ADVA has been a great story to date and it looks like one of the guys most responsible for their success, Brian McCann, is being pushed aside. The company survived the bubble and has shone compared to flameouts such as Sycamore, ONI, Corvis etc, etc.

Brian Protiva (also a very bright guy) is kidding himself if he thinks he can serve both the Tier 1 and other markets simultaneously. AFC, Cerent and numerous other access and transport companies have tried this and failed.

Good luck to ADVA.
fsubob 12/5/2012 | 2:58:49 PM
re: ADVA Hires for RBOC Opportunity Agree, one guy will not even make a ripple effect. He may get CXO meetings, he still has to contend with legacy vendors like Fuji, Alcatel/Lucent, Cisco, Nortel, etc. With a shrinking marketplace, limited product offering, good luck!
billy_fold 12/5/2012 | 2:58:49 PM
re: ADVA Hires for RBOC Opportunity My experience has been that the inmates don't run the zoo. I have seen large vendors exert influence at high levels in RBOCs to reverse decisions made by the inmates. You may be surprised by what can be done at high levels in an RBOC. I am not saying that Ron can exert that kind of influence, but there are people who can.

jmunn 12/5/2012 | 2:58:43 PM
re: ADVA Hires for RBOC Opportunity Unfortunately, it can take many years and tens of millions of dollars to penetrate the tier 1 US market. This is usually much longer and much more expensive than most investors are willing to put up with. VCs won't touch a tier 1 customer startup story with a 10 foot pole.

There is also a real learning curve for the entire company (design through sales and support) and usually requires design changes to give the big boys what they want.

Even if you make it into their labs the actual deployments/real revenue can be years away.

The big guys also hate it when they start deploying and the supplier can't keep up.

ADVA does have real revenues from current business and doesn't seem to be planning a sudden dependence on US tier 1 sales.

Good Luck
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