Q&A Wednesday :: NetQoS

NetQoS LogoToday’s Q&A Wednesday is with Joel Trammell, the Chairman, co-founder, and CEO of NetQoS.

Give us the elevator pitch for you company?

NetQoS provides network performance management software and services that improve application delivery across the world’s most complex networks. More than 1,000 service providers, government agencies, and large enterprises – including half of the Fortune 100 – use the NetQoS Performance Center to monitor application service levels, troubleshoot problems quickly, and plan for change. Representative NetQoS customers include Chevron, Lockheed Martin, Reuters Group plc, American Express, Siemens, Boeing, Deutsche Telekom, NASA, and Barclays Global Investors.

Who are the founders of the company and how did the company get started?

I co-founded NetQoS in 1999 with Dr. Cathy Fulton, who is our CTO and also happens to be my wife. We recognized early on that the rise in traffic across today’s modern networks – caused by data center consolidation, increasing numbers of remote users, the rise of voice and video and other trends – would cause performance issues such as slow applications and bandwidth congestion.

As a research scientist and consultant for one of the world’s largest oilfield services companies, Cathy had begun to tackle the challenge of ensuring employees around the world – whether in the middle of Siberia or across a campus – have fast and efficient access to the networked applications they need to do their jobs. She began developing the innovative network performance management technology that eventually led to the incorporation of NetQoS.

What strategies and/or tactics has NetQoS adopted to survive today’s difficult market conditions?

We have built a solid foundation at NetQoS for surviving the economic downturn. We survived the dot-com bubble burst right after our founding in 1999 and even grew during a time when so many other start-ups failed. We did this by carefully watching market dynamics and adjusting the business accordingly, as well as remaining positive and focusing on a long-term vision of building a successful business instead of looking for the quick pay-off. We also expanded the product line to address a larger market and implemented a sales model that introduced a disciplined approach to sales to provide greater revenue predictability. As a result, NetQoS became the fastest growing network performance management company.

Today, we have diversified our product line as well as our sales channels and partners across the world. NetQoS sells seven different products that can be purchased separately, but are integrated in the NetQoS Performance Center to provide customers with a comprehensive approach to network and application performance management. More than half of our customers use multiple NetQoS products, which shows how strategic the NetQoS Performance Center is for improving application performance across the network.

How has customer adoption been?

NetQoS has experienced steady customer growth since our founding and achieved the 1,000 customer milestone early this year. We acquired more than 800 of these customers during the last four years alone. Our customers come from a wide variety of industries including financial, government, retail, healthcare, high-tech, service providers, construction, energy, and media. About one-third of our customers are on the Fortune 1000 and/or the Forbes Global 2000 lists. Customer satisfaction and retention remains high with maintenance renewal rates that exceed 90 percent.

NetQoS succeeds by offering a mix of capabilities and services that are important across geographies and industry sectors, because regardless of the economic conditions, organizations still need to optimize application performance across the network and ensure they do not overspend on infrastructure. We provide the only comprehensive network performance management suite that includes data and analysis required to help large organizations improve application performance across their networks. The NetQoS Performance Center enables IT organizations to mitigate the risks from planned changes and unexpected events, deliver consistent application performance, make more informed infrastructure investments, work collaboratively and more effectively, and solve problems faster.

What can we expect to see in the future from your company?

NetQoS is positioned for long-term growth. As I mentioned, we have a rapidly growing list of customers in more than 50 countries and our customer satisfaction and retention rates are very high. I am proud of the experienced management and research team we have built to keep us on the leading edge of the network performance management space.

As more facets of application delivery rely on the network and increase the accountability of network teams to the business, we continually strive to give our customers as much relevant and useful data as possible under the NetQoS Performance Center management console. This requires NetQoS to continue innovating in two core areas: 1) developing the most efficient, non-intrusive and comprehensive methods for collecting the metrics required to baseline application performance, and 2) extending the usefulness of this performance data to a broader set of stakeholders through analytics, workflows, and integration. We will continue to collaborate and innovate with industry leaders such as Cisco, EMC, and Microsoft to streamline the collection, analysis, and reporting of performance metrics in ways that customers can use.

Q&A Wednesday :: NetQoS

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