Feeds

Copan's bid for greatness

Ward's way for relief from data obesity

High performance access to file storage

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.

High performance access to file storage

Next page: Mark Ward

More from The Register

next story
Seagate brings out 6TB HDD, did not need NO STEENKIN' SHINGLES
Or helium filling either, according to reports
European Court of Justice rips up Data Retention Directive
Rules 'interfering' measure to be 'invalid'
Dropbox defends fantastically badly timed Condoleezza Rice appointment
'Nothing is going to change with Dr. Rice's appointment,' file sharer promises
Cisco reps flog Whiptail's Invicta arrays against EMC and Pure
Storage reseller report reveals who's selling what
Just what could be inside Dropbox's new 'Home For Life'?
Biz apps, messaging, photos, email, more storage – sorry, did you think there would be cake?
IT bods: How long does it take YOU to train up on new tech?
I'll leave my arrays to do the hard work, if you don't mind
Amazon reveals its Google-killing 'R3' server instances
A mega-memory instance that never forgets
USA opposes 'Schengen cloud' Eurocentric routing plan
All routes should transit America, apparently
prev story

Whitepapers

Mainstay ROI - Does application security pay?
In this whitepaper learn how you and your enterprise might benefit from better software security.
Five 3D headsets to be won!
We were so impressed by the Durovis Dive headset we’ve asked the company to give some away to Reg readers.
3 Big data security analytics techniques
Applying these Big Data security analytics techniques can help you make your business safer by detecting attacks early, before significant damage is done.
The benefits of software based PBX
Why you should break free from your proprietary PBX and how to leverage your existing server hardware.
Mobile application security study
Download this report to see the alarming realities regarding the sheer number of applications vulnerable to attack, as well as the most common and easily addressable vulnerability errors.