Feeds

Copan's bid for greatness

Ward's way for relief from data obesity

HP ProLiant Gen8: Integrated lifecycle automation

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.

Reducing security risks from open source software

Next page: Mark Ward

More from The Register

next story
Sysadmin Day 2014: Quick, there's still time to get the beers in
He walked over the broken glass, killed the thugs... and er... reconnected the cables*
SHOCK and AWS: The fall of Amazon's deflationary cloud
Just as Jeff Bezos did to books and CDs, Amazon's rivals are now doing to it
Amazon Reveals One Weird Trick: A Loss On Almost $20bn In Sales
Investors really hate it: Share price plunge as growth SLOWS in key AWS division
US judge: YES, cops or feds so can slurp an ENTIRE Gmail account
Crooks don't have folders labelled 'drug records', opines NY beak
Auntie remains MYSTIFIED by that weekend BBC iPlayer and website outage
Still doing 'forensics' on the caching layer – Beeb digi wonk
BlackBerry: Toss the server, mate... BES is in the CLOUD now
BlackBerry Enterprise Services takes aim at SMEs - but there's a catch
The triumph of VVOL: Everyone's jumping into bed with VMware
'Bandwagon'? Yes, we're on it and so what, say big dogs
Carbon tax repeal won't see data centre operators cut prices
Rackspace says electricity isn't a major cost, Equinix promises 'no levy'
prev story

Whitepapers

Designing a Defense for Mobile Applications
Learn about the various considerations for defending mobile applications - from the application architecture itself to the myriad testing technologies.
Implementing global e-invoicing with guaranteed legal certainty
Explaining the role local tax compliance plays in successful supply chain management and e-business and how leading global brands are addressing this.
Top 8 considerations to enable and simplify mobility
In this whitepaper learn how to successfully add mobile capabilities simply and cost effectively.
Seven Steps to Software Security
Seven practical steps you can begin to take today to secure your applications and prevent the damages a successful cyber-attack can cause.
Boost IT visibility and business value
How building a great service catalog relieves pressure points and demonstrates the value of IT service management.