Feeds

Copan's bid for greatness

Ward's way for relief from data obesity

Internet Security Threat Report 2014

Analysis Copan has an infrastructure suited to thousands of customers when it has just over sixty. What is going on? Building for the long haul and a future as a billion dollar revenue company seems to be the end result of the script being used to drive the company.

The company, led by CEO Mark Ward, has had a driven year. It's recruited heavily in the customer facing-area and now boasts a total of 15 offices world wide. It has its customers spread across five continents and 60 countries, which, you could say, averages out at one customer per country. You don't need 15 offices around the globe to service one customer per country!

Of course that is an artificial way of looking at things just to bring out the present discrepancy between infrastructure capabilities and customer numbers.

The sixty customers was the number at the end of the last financial year. It represented a tripling of sales revenue in the year. There are more now and Copan has some 250 installations, many customers having multiple systems. It expects another revenue tripling in its current financial year.

Copan had 60 staff a year ago: now it has 185. The company is spending $3m on a software engineering facility in Southborough, Mass and a solutions centre joining its existing head quarters in Longmont, Co. Many companies would cram a few extra engineers into HQ and save the cash and management overhead of two centres.

Are SW engineers in such short supply in Longmont? Yes they are, Ward saying there are two US centres of file-based storage programming expertise; California and the Boston area where, for example, EMC's Hopkinton facility is located. Quite handy for recruitment purposes. Software development at Longmont is focused on the MAID platform and management while Southborough will focus on file system work. A deduplicating archive product for files is coming with Copan's own deduplication technology, not the FalconStor technology used in Copan's VTL (virtual Tape Library) version of its array.

You get the feeling that Ward is building out an infrastructure with a ten-year plan in mind. His financial backers must be happy with the way things are going. Granted the revenue tripling which would bring a smile to investors' faces. But they must be smiling indeed to okay such a driven infrastructure development pace.

One reason might be the average customer buy. Chief Sales Officer Gary Veale said it was around $180,000 two years ago and is now more than $500,000. (Let's assume average deal size is $300,000 and then the 60 customers have bought in $18m in revenue. Guesstimate half of that in the last year, $9 million, and triple that in the current financial year, $18 million, and the financial rospects must look very interesting indeed.)

One recent sale returned $3m. There are seven customers in the current sales pipeline with bids of a million dollars or more. A high proportion of customers turn into repeat buyers. Ward said 40-50 per cent of revenues come from the existing customer base, with the second purchase arriving four to six months after the first.

Although there has been a fair amount of business news from Copan there hasn't been much solid product news in the last year. This is probably going to change as Ward looks to his development resources with their increased resources and headcount to deliver the development goods.

Top 5 reasons to deploy VMware with Tegile

Next page: Mark Ward

More from The Register

next story
Docker's app containers are coming to Windows Server, says Microsoft
MS chases app deployment speeds already enjoyed by Linux devs
Intel, Cisco and co reveal PLANS to keep tabs on WORLD'S MACHINES
Connecting everything to everything... Er, good idea?
SDI wars: WTF is software defined infrastructure?
This time we play for ALL the marbles
'Urika': Cray unveils new 1,500-core big data crunching monster
6TB of DRAM, 38TB of SSD flash and 120TB of disk storage
Facebook slurps 'paste sites' for STOLEN passwords, sprinkles on hash and salt
Zuck's ad empire DOESN'T see details in plain text. Phew!
'Hmm, why CAN'T I run a water pipe through that rack of media servers?'
Leaving Las Vegas for Armenia kludging and Dubai dune bashing
Windows 10: Forget Cloudobile, put Security and Privacy First
But - dammit - It would be insane to say 'don't collect, because NSA'
Oracle hires former SAP exec for cloudy push
'We know Larry said cloud was gibberish, and insane, and idiotic, but...'
prev story

Whitepapers

Forging a new future with identity relationship management
Learn about ForgeRock's next generation IRM platform and how it is designed to empower CEOS's and enterprises to engage with consumers.
Win a year’s supply of chocolate
There is no techie angle to this competition so we're not going to pretend there is, but everyone loves chocolate so who cares.
Why cloud backup?
Combining the latest advancements in disk-based backup with secure, integrated, cloud technologies offer organizations fast and assured recovery of their critical enterprise data.
High Performance for All
While HPC is not new, it has traditionally been seen as a specialist area – is it now geared up to meet more mainstream requirements?
Saudi Petroleum chooses Tegile storage solution
A storage solution that addresses company growth and performance for business-critical applications of caseware archive and search along with other key operational systems.