Endace Share Discussion Threads

[knackers] 05/9/2012 11:17

Gather there was nothing earth-shattering to report from today's AGM, Ed. Very much a BAU workmanlike session. No clarification forthcoming. Little to add....

[edwardt] 05/9/2012 09:02

knackers - if you are going to agm, i think you are the man to ask about the goings on on the share register.. i await your comments post the agm...

[knackers] 05/9/2012 08:28

Not much being given away there! Will await report from the AGM
Interesting article in this morning's FT on GCHQ boss briefing FTSE leaders on the cyber threat. Hmmm more than a wee bit ironic given that contract deferral by them last year! Could be a rather awkward question for him to field during the Q n A ...!

[knackers] 04/9/2012 09:22

Govt DPI Market fx to grow at 32.6% CAGR 2011-15: Endace cited as one of the vendors "dominating this market".

[magpie99] 03/9/2012 19:11

Thanks Knackers - I now understand much more clearly and Ill hang on to my shares.

[knackers] 03/9/2012 19:04

A big issue in past sales performance and alliance tie-ups has been the 'RELEVANCE' of their technology. A lot has changed in the last 3 years which is moving Endace into the mainstream market and away from niche Low latency (FS) and lawful intercept (Govt) markets. But it's taken time...hasn't happened overnight.

So where are we now? Well businesses are now accelerating their migration programmes - moving applications, data, systems etc - to 'the cloud'. The big driver of course being efficiency improvements and this migration is now accelerating. On top of this trend towards virtualisation, add burgeoning video/VoIP etc and bandwidth demands and smartphone proliferation and we have network speeds going through the roof. Standard data centre line rates are running at throughput/line rates of 10gb/s, medium/larger centres are now looking at 40gb/s and core infrastructures even 100gb/s

The problem with network admin and security management is that above about 1gb/s (one) throughput, traditional monitoring/mgt technologies i.e. standard NIC cards and software simply aren't up to the job - they can't keep up with speeds and can't 'see' let alone capture what's transiting the network. Stuff, good and bad, is 'missed' by these old tools.

In today's data centre, regulatory demands and increasingly new best practices mean that you need to capture and record what's going on so you can replay and troubleshoot problems when they occur (root cause analysis).

Endace's technology is moving out of NICHE territory...it's increasingly becoming MAINSTREAM, as it it does so, has increasingly broad market RELEVANCE.

No 'major' would be interested in partnering with a techco who's technology did not have mainstream (fwd) relevance, for obvious enough reasons.

[Niche tech = lumpy revenues = endace's sales history]

[magpie99] 03/9/2012 16:25

Thank - you very much for your replies. I am a small holder here with around 2,000 shares.

A big channel partner who could sell the product directly or as an add on in their product doesnt always do the trick. I have heard that in the software world frequently software will just sell itself,with the product snowballing in sales if it is viewed as indispensible with very little sales effort. That is why the hiccups in the Endace sales history and their need to form a strong sales partnership is causing me a little concern.

I wonder why Endace have been slow to link up; it seems thay have linked up with some smaller partners, so now the feeling amongst investors is that a link up with a big name will occur.

[knackers] 03/9/2012 15:44

Hi Magpie,

Staff hires and new office openings ;o) But no you're right, there are a number of sensitivities associated with announcing deals for their technology; of the competitive sort as well as not wanting cyber criminals know your cybersec/IDS fit-out etc. Clearly all Govt/Defence SOC or CERT contracts are highly classified for obvious reasons.

I certainly wouldn't say there is a sales problem from the customers' perspective. The need for this technology is there and is undoubtedly growing (relevance). The challenge is more one of getting heard in the market - in short a marketing and sales challenge. My take on the most sensible way of opening up the US enterprise/data centre mkt is to find the right go-to-market or channel partner(s). No great secret that this is the plan, but what we don't know is who with, how many and on what terms...etc

Personal referral and advocacy of the tech generally (between NetOps and NetSec engineers) is clearly v important indeed - that's really been the go-to-market story to date (pretty modest/under-stated), but to get into the mainstream enterprise market they recognised the need to get more assertive and increase their promotional 'volume' hence the recent hires in marketing and product management in the US.

Considerable inside sales (direct selling) is undertaken too - which is an important part of the profile and awareness raising. That's also been an area of recruitment (in all regions since 2009).

Perhaps more intriguing are the recent channel management hires that have been made (in all major regions) you don't do that ahead of sales engineer and solution architect hires unless there was very good reason.

[edwardt] 03/9/2012 10:37

knackers is your man to answer this. however you are correct in there is a high degree of sensitivity when selling to banks and governments in terms of disclosure. of course the problem reflected in the share price is that there has not been the growth to the extent that the market has been expecting. I hope that this is due to a greater onus on annuity income from longer term contracts. Also govt spending has been a problem due to austerity. that said, with cyber attacks in the news on a daily basis, i would not want to be the whitehall official trying to explain why they did not have the best kit on the market post ante.

[magpie99] 03/9/2012 08:57

This company does not seem to announce orders - only staff hire. Perhaps many of the orders are protected by confidentiality needs? Is there a particular sales problem persuading banks to accept this tool on their system? Does the product sell itself or do sales cold call organisations? Some sales must surely be generated through personal contacts, the sales leader's particular knowledge of the client industry and contacts?

Hoping for sales news soon.

[knackers] 30/8/2012 08:33

Never say never, but would be v surprised if that were to happen, A. Much of this Co stock remains closely held any open offer would have to be at a healthy premium to current price (I'd think £7+) to succeed.

Reason for the delay in disclosure by this 'mystery-shopper' could simply be that Panmure is still trying to fill their (large!) order instruction, but that said there surely must be disclosure rules preventing the broker from shielding the buyer's ID indefinitely or until such time as convenient/expedient for them. Like to see this matter raised and ideally cleared up at the AGM.

Possible y'days activity was the final sale tranche going through.

[aspex] 30/8/2012 01:31

Just catching up from Vanuatu but the developments seem to suggest a move before the AGM.
Internet is cr*p here but home by weekend.

[knackers] 29/8/2012 15:34

I thought Weber Shandwick and Schwartz Comms were doing our PR ;o)

[edwardt] 29/8/2012 15:06

cisco boss was over in the uk seeing david cameron three weeks or so ago... just saying (clutching at straws!)

[knackers] 29/8/2012 14:41

Very much hope I'm able to get there, will be on my way back from Scotland early next week. We'll see.

Re the new APAC channel director he used to head-up the IBM-Juniper alliance in APAC.

Just thinking...any strategic partner - Cisco, IBM, HP, Juniper, Avaya etc would no doubt be buying into this 'on-the-tin' vision:

There's a land grab underway for mind-share in the NetOps / SecOps mkt and if they want this sort of new thinking to indeed become, "...mainstream" they'll need big help to get there (given the voices they need to shout over in the US esp). But, if a major was to support/buy-into the above, that would be very significant, to say the least. If you buy the vision...why would you not want to buy the company!

[edwardt] 29/8/2012 13:44

also on the agm issue, i think it wholly appropriate that they provide clarity one way or another. are you going by the way?

[edwardt] 29/8/2012 13:33

agreed - what do i know but as far as i am concerned , if it is one holder buying , think they are in breach of listing rules, unless they have a waiver??

do you know much about the latest recruit in asia pac - ex cisco and juniper...

[knackers] 29/8/2012 13:16

More heavy trading, Ed. As if it need be said, someone is still adding and that holding must now be substantial, 14-16%..? p'haps more if they were acquiring from April/May.

Re Market transparency, I'd have thought difficult to hold an AGM without some light being shone on this activity. Thoughts?

[knackers] 24/8/2012 16:01

Headcount changes between March and today:

- US h/c up from 49 to 55
- AUS h/c up from 5 to 6
- UK h/c up from 17 to 18
- NZ h/c down from 111 to 105

Back to the norm 12 vacancies published at endace.com.

[knackers] 23/8/2012 12:04

Sounds very Hart to Hart ;o)

Good stuff and a natural evolution of what has been Endace's core proposition for sometime, the ability to capture - incredibly accurately - exactly what's happened and then replay it, stop it, start it, interrogate it, pivot it, drill-down through it etc....for forensic, performance improvement, Netsec, Netops purposes.

Ed you might recall Endace's "Packet Capture Replay Challenge" way back in Feb 2010. That was their first shot-across-the-bows of 'unchallenged' IPS/IDS vendors that weren't able to see everything at fast line rates. i.e. errm here's what you're missing...

Then there was the application of recording in algo/HFT trading environs. Basically running captured data, old market data feed and trade info retrospectively through a modified algos to see if that rationalised/improved code was shaving microsecs off execution times.

There are many, many applications for this technology. Why would any org/Inst managing fast, mission critical systems/infrastructures not want it - or rather need it.

If the ICT infrastructure is as complex and critical as aerospace equipment (see link) why wouldn't you want black boxes, from the all-blacks of NetOps, in every rack of your data centre. Of course quite a few banks already do ;o)

[edwardt] 23/8/2012 09:05

nice sales pitch sent out to their followers last night...


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[knackers] 23/8/2012 08:38

Worth following Endace on LinkedIn to get the latest inside line on headcount, recruitment, competitors, who knows who, who's come from where etc


There's been a shift in marketing narrative to 'Intelligent Network Recorders'. Clear focus on forensics and real-time monitoring to provide HD network visibility. Above 10gb/s am not certain anyone else has such a complete/accurate offering.
The majority of Fortune 1000 data centres will now be at or moving towards 10gb/s+. Carriers, Telcos, ISPs and some FS Insts core infrastructures are now moving to 40gb/s or faster (100gb/s) because of bandwidth demands, or for performance reasons. It's happening alright.

[ukinvestor220] 22/8/2012 15:57

Endace (LSE: EDA.L), the world leader in network visibility, response & root-cause infrastructure, today announces the expansion of its Australian market presence, signing a partnership with O2 Networks - Australia's fastest growing provider of data networking and network security solutions and services.

Senior Management Appointment
Endace is pleased to announce the appointment of Sri Sundaralingam as vice president of product management.

[knackers] 22/8/2012 15:25

A yet to be announced reseller:

Endace in fine company on this reseller's list.

[edwardt] 22/8/2012 15:12

knackers - excuse my poor spelling of pigeon!