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Procera Taps Brear as CEO

Light Reading
News Analysis
Light Reading
2/12/2008
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In a move aimed at improving its marketing message, deep packet inspection (DPI) solutions vendor Procera Networks brought a new CEO on board.

The company announced today that Jim Brear, former VP of worldwide sales for DPI systems specialist Bivio Networks Inc. , has taken the helm as chief executive. (See Procera Names CEO.)

The move comes about three months after former chairman and CEO Doug Glader announced his retirement. The hiring also comes less than a year after Procera brought on former Tejas Networks India Ltd. exec David Stepner as COO. (See Procera CEO Retires and Procera Appoints COO.)

So why all the management change? Brear characterizes his hiring as first step in improving the company's sales and marketing message.

Procera, Brear says, "has good technology and a very good team from a technical perspective," but he notes that the company could use help managing its sales and marketing efforts.

Improving the marketing and positioning of Procera's technology is one item on his agenda as the new CEO. Others on the list include being better "at communicating what the capabilities of the technology are and how it can help large service providers, enterprises, and government agencies in how they manage, control, and secure their networks," Brear says.

The company is also looking to identify and set up strategic partnerships with more global systems integrators, as part of a broader sales strategy to enlist channel partners. (See Procera Announces Partner Program.)

This is a bit of a departure for Procera, which previously relied largely on a direct sales strategy. But it fits a trend in the market segment: DPI vendors increasingly align themselves with systems integrators and large equipment manufacturers as a way to penetrate service provider networks.

"We intend to be a part of that alignment through complementary technologies," Brear says.

DPI vendor CloudShield Technologies Inc. , for instance, has announced partnerships with Alcatel-Lucent (NYSE: ALU) and IBM Corp. (NYSE: IBM) to increase its exposure to the market. (See AlcaLu Identifies Deep Packet Potential, AlcaLu, Cloudshield Partner, and CloudShield, IBM Partner.)

Allot Ltd. (Nasdaq: ALLT) announced its own channel program last November, and had previously announced a partnership with Juniper Networks Inc. (NYSE: JNPR) to integrate its technology with Juniper network management solutions. (See Allot Adds Program and Allot Joins Program.)

— Ryan Lawler, Reporter, Light Reading

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