Networking/Hardware

Allot Communications (Ortiva)

Ortiva Wireless offers Quality of Service solutions to mobile carriers for the efficient delivery of video content. Japan Entry performed market research to determine the optimal timing for the company to enter the Japanese market.

Attachmate

Attachmate is the leading supplier of host access management software. Developed restructuring for more efficient distribution and localization strategy. Masterminded re-organization of Japanese subsidiary office, reduced staff from 25 to 6. Terminated existing Japan Country Manager and recruited replacement. Identified and negotiated master distribution relationship, selecting one of two finalists, with contrasting capabilities and marketing plans.

Attachmate (NetIQ)

NetIQ is a developer of server monitoring solutions. Japan Entry recruited former Vice President of Enterprise Sales Division of Computer Associates in Japan, who was responsible for leading a 20-person Informix team to $30M in incremental revenue contributions.

Barracuda

Barracuda is a leading provider of security appliances. Barracuda engaged Japan Entry as its Japan recruiter to hire the former head of Symantec’s and Acronis’ channel sales organizations.

Brocade (Foundry Networks)

Brocade (Foundry Networks) is a provider of network switching, routing, security, and application traffic management solutions. Hired #3 executive from Cisco Japan to serve as Country Manager.

“I’m absolutely delighted with the outcome. And frankly this should be just the beginning of building a world class team; I hope you will be an active partner with us going forward. The guy you found for us is THE MAN!” - Woody Akin, SVP Sales

CA (Concord)

CA Performance Management is an application performance monitoring tool. Japan Entry helped the Japan Country Manager and his team identify promising resellers and systems integrators.

CA (Preferred Systems)

Formerly known as Preferred Systems (acquired by Cheyenne and subsequently Computer Associates in 1996), Preferred develops LAN access credentials migration tools. Signed Softbank as the exclusive distributor, and negotiated OEM deals with Fujitsu, NEC, and Hitachi.

Cisco (Cognio)

Cisco (Cognio) is an RF interference detection tool. Japan Entry identified three partners; one technically astute reseller with deep connections in the radio frequency semiconductor arena, a strong testing equipment reseller and a trading company which deals with instruments and test equipment.

“The quality of the contacts and the meetings where excellent.” - Jim Florwick “The partners are keeping us so busy, when am I going to get lunch or go out for karaoke? Just kidding – the trip is been great. Thank you for lining everything up. The meetings are all going extremely well.” - Brad Rosen, Vice President Business Development

Citrix

Citrix Systems provides “thin” client/server-based computing solutions.

Identified and obtained business plans from nine partners, including Fujitsu, NEC, two Hitachi subsidiaries, and several other VARs.

Set up two marketing seminars attended by over 100 participants each. Identified significant OEM licensing opportunities. Cemented co-marketing relationship at Board and Presidential level with Microsoft Japan, despite potential political conflict.

Recruited Japan Country Manager to head newly-established office in Japan.

“We needed an organization that had the right contacts, a substantive understanding of our business and technology, as well as the plain, old-fashioned feet-on-the street marketing stamina necessary to be successful in Japan. Japan Entry more than filled the bill. Japan Entry provided one-stop shopping for all our needs in Japan. They set-up distribution partners and identified OEM opportunities. Then, when the time came, they were there again to help us recruit our in-country manager. Due in no small measure to Japan Entry’s efforts, Japan has become one of our leading international markets.” - Jose Carreiro, former Managing Director, International Letter of recommendation from Citrix

Codenomicon

Codenomicon provides robustness testing tools. Japan Entry identified a distributor specializing in “measurement technology” such as VoIP/PSTN/Video quality test equipment, version control software and other tools. Japan Entry also introduced several large customer prospects.

Dialogic (NMS Communications)

NMS Communications develops analog-to-digital telephony boards. Japan Entry prepared a business plan for a new Japanese subsidiary, including market assessment, transition from an exclusive to multiple non-exclusive distribution strategy, and subsidiary set-up cost/benefit analysis. We recruited the Japan Country Manager to head Natural Microsystems’ office in Japan from a direct competitor, and helped avoid non-compete and cultural issues. Subsequent to this individual retiring after five years, Japan Entry recruited a former VP Sales from Avaya as a replacement.

“Japan Entry was able to leverage both Japan Entry’s wide array of contacts in the Japanese IT industry, as well as his own considerable expertise, to provide us with a thorough understanding of the opportunity for Natural Microsystems in Japan. They continued to help us capitalize on that opportunity by revamping our strategic direction and recruiting the right individual to aggressively build our business there. Japan Entry possesses a great combination of sophisticated technical comprehension and business acumen. As far as I am concerned, Japan Entry more than lives up to its name.” - Charlie Foskett, Founder & VP International

EMC (Network Intelligence)

EMC (Network Intelligence) is a security event management technology provider. Japan Entry signed an exclusive distribution agreement with an SI strong in security and ERP. The agreement included a $300K prepayment.

“Jack is one of those rare professionals who exhibits all the qualities you are looking for in a business consultant and recruiter. He is creative, hard-driving and results oriented. You will enjoy working with Jack and his team!” – Marty Pejko, VP & Corporate Counsel

Emerson (Avocent)

Avocent provides remote management technology. Hired a GM with extensive engineering, professional services, and sales experience.

Ericsson (Redback Networks)

Redback Networks is a DSL subscriber management equipment vendor. Opened doors to leading OEMs and distributors.

Extreme Networks

Extreme Networks is a vendor of high performance Layer2/3 switching equipment. Japan Entry Advisor William Lohse served as Acting Country Manager in order to groom the Sales VP to take over the reins during a six-month period. Japan Entry also introduced additional channel partner candidates.

EZcall (Solegy/Telic.net)

EZcall develops carrier-grade billing software for VoIP communications. Japan Entry closed a distribution deal with a Softbank sister company to Japan’s largest VoIP service provider, YahooBB.

Fluke Networks (Avesta)

Avesta Technologies provides performance management solutions for enterprise-level networks, systems, and applications. Identified and negotiated a localization and reseller partnership with Marubeni Solutions, a 600-person systems integration and distribution subsidiary of Japan’s #3 trading company.

Help Systems (InterMapper)

Help Systems (InterMapper) develops network monitoring software with visualization capabilities. Identified and signed exclusive reseller. 

Hewlett-Packard

Hewlett Packard is one of the world’s largest computer companies. Identified M&A and reseller targets to support and deliver HP’s always-connected mobile computing solutions.

Hewlett-Packard (Novadigm)

Novadigm provides software distribution and management solutions for client/server and Internet computing environments. Identified and negotiated partnership with IIM/Broad Engineering, an entrepreneurial software reseller with strong ties to a network of “user-resellers.” Negotiated a large upfront prepayment from CSK, Japan’s largest systems integrator.

“Japan Entry was instrumental in identifying a strategic partner with an entrepreneurial orientation and broad distribution channels. Japan Entry not only helped bring this relationship to successful conclusion, but was able to generate a significant upfront payment from Japan’s largest systems integrator. This not only made the project self-funding, but allowed Novadigm to establish Japan as one of our primary markets worldwide.” - Stuart Jacobson, Executive Vice President

IBM Asia-Pacific

International Business Machines (IBM) is the world’s top provider of computer hardware. Performed extensive review of channel structure in Japan for a mid-tier hardware product line. Assessed present marketing effectiveness and future potential. Assisted IBM to gain substantial insights into the marketplace, refine the channel objectives, and outlined channel realignment strategies. Identified a $100M incremental partner opportunity which gained CEO attention for the project.

“IBM engaged Japan Entry as a strategic business consultancy to review and make recommendations concerning its channel strategy in Japan. We are very pleased with the quality of Japan Entry’s performance, and found their contacts across the Japanese IT industry to be useful in this project. They helped us gain independent insights into the marketplace and tune our strategic vision. They approached our project with skill, tenacity and the strictest confidentiality. We would recommend Japan Entry to other IT vendors as the facilitator of business or channels development opportunities in Japan.” - Albert Bunshaft, Vice President Web Server Sales Letter of recommendation from IBM

Intel (Shiva)

Shiva Corporation is a leading global provider of remote access solutions. Prepared business plan and recommendation concerning distribution channel enhancement, including strategic opportunities, business plan, and P&L simulation of a subsidiary in Japan. Identified additional Japanese distribution partnerships. Recruited Japan Country Manager to head newly-established Shiva Japan.

Ipswitch

Ipswitch develops network monitoring, groupware, and file transfer software. Identified and negotiated distribution agreement with Kubota, a leading distributor of Windows products.

Juniper Networks (Blackwave)

Blackwave develops video server solutions for IP video service providers. Blackwave engaged Japan Entry as its Japan recruiter to hire three personnel, including two SE’s as well as the former Country Manager of nCube and Envivio, both leading providers of IP-based video systems and solutions for telcos, enterprises, and broadcasters, where he established local operations and built the professional teams responsible for driving business from zero to tens of millions of dollars in revenue.

MagiQ

MagiQ Technologies develops Quantum Key Distribution (QKD) encryption appliances for short-haul fiber optical networks. Japan Entry signed a distribution agreement with Ciena’s #1 distributor worldwide and cross-pollinated OEM and government customer prospects.

Netscout (Psytechnics)

Netscout designs embedded software that measures voice quality in telecommunication systems. Japan Entry raised $1.3M from NTT and VC’s, and cemented partnerships with a major OEM and distributor.

Oracle (Acme Packet)

Oracle (Acme Packet) provides session border control solutions. Hired aggressive sales executive with direct and indirect experience. As country manager of Micromuse he spearheaded annual growth of over 50% with limited resources.

Parallels

Parallels develops virtualization solutions for service providers. Parallels engaged Japan Entry as its Japan recruiter to hire a high energy Country Manager with extensive sales contacts at telcos and large data centers, to whom he had previously sold millions of dollars of Opsware, ArcSight, PictureTel, and other solutions.

PhotonEx

PhotonEx is the world’s first provider of 40 Gbps (OC-768/STM256) network-wide photonic systems for the long-haul DWDM public services network. Provided an assessment of the Japanese telecommunications market, including the identification of a strategic partner, investor, and key customer prospects in Japan. Assisted in investigating demand among Japan’s leading carriers, including NTT, KDDI, and Japan Telecom.

Polycom (PictureTel)

PictureTel provides enterprise videoconferencing solutions. Assisted in a strategic re-alignment in Japan, including review of and introduction to potential VAR and OEM partners. Uncovered plans by the then exclusive distributor to develop a competing system. Recruited Japan Country Manager and Vice President Sales & Marketing to head newly-established PictureTel office in Japan.

“Japan Entry recommended and helped to implement a major re-alignment of PictureTel’s Japanese distribution strategy. This included a thorough review of our options and potential strategic partners, and the task of setting up a wholly-owned subsidiary.” - Dr. Norman Gaut, President/CEO/Chairman

Red Hat

Red Hat Software is the vendor of a commercial Linux package and support. Japan Entry quickly identified four JV partner candidates and after review of their business plans, shifted the focus to signing up two OEM resellers, a distributor, training/support resources, and hiring a Country Manager. Red Hat Japan reached $10M in revenues in just two years, and became the first division to become profitable.

“Jack Plimpton’s excellent reputation in Japan and high level of service helped us in the initially daunting but soon very successful re-start for our company in Japan.” - Matthew Szulik, President

Ruckus Wireless

Ruckus Wireless offers wireless LAN gateways and access points that increase bandwidth and improve the quality of streaming media. Japan Entry signed several evaluation agreements during a three-month business development project.

SafeNet

SafeNet is a leading provider of encryption chips, boards, and total solutions. Japan Entry reviewed the company’s organizational and product issues in the Japanese market, and recommended various structural changes.

“Your work has been very impressive in analyzing the current situation and key opportunities.” - Humphrey Chan, VP APAC

SafeNet (Ingrian)

Ingrian manufactures a database encryption appliance. Japan Entry signed an exclusive distributor including a $300K prepayment.

Solarwinds

Solarwinds developers network, storage, and application monitoring and management software. Identified and signed three non-exclusive resellers.
“We are really happy with the outcome of our engagement with JE and the quality of the partners we have been able to sign.” - Doug Hibberd, SVP Engineering, GM Asia-Pacific

Stoke

Stoke develops deep packet inspection based security solutions for carriers, and closed a seven-figure deal with NTT DoCoMo and garnered a strategic investment from its Japanese reseller, NetOne Systems, which is Cisco’s largest reseller in Japan. Stoke engaged Japan Entry as its Japan recruiter to hire an SE as well as a Sales Director with extensive carrier experience from Ascend, Kagoor (Juniper) and Arbor Networks.

“Just wanted to drop you a quick line to let you know that Masaru has been in the states for a few weeks now and we think that he is a GREAT guy.”

- Paul Cianci, Vice President of Operations

Symantec (Altiris)

Altiris is software deployment and asset management solutions provider. Identified and negotiated two non-exclusive distribution partnerships. Recruited Japan Country Manager.

Symmetricom (TrueTime)

TrueTime designs and manufactures precision products for synchronizing complex systems. Japan Entry evaluated the performance of TrueTime’s existing distributor and investor, and identified a distribution partnership with a $1.5B distributor.

TeleDevelopment Services

TeleDevelopment Services is a call center consulting company. Japan Entry negotiated a joint venture with the #4 call center in Japan to provide systems consulting services.

Thingworx/PTC

ThingWorx, a wholly-owned subsidiary of PTC, develops a leading M2M application development platform that eliminates many steps in coding, prototyping, and refining complex applications. Japan Entry signed a large Japanese systems integrator, NSW, as a hosting partner and reseller. NSW is a $260M systems integrator with a unique combination of IT development and embedded systems development capabilities, giving it the capability to both create M2M software applications, and also the custom sensor boards and communications modules necessary to provide a total M2M solution to customers. On February 13, 2014, over 300 attendees attended NSW’s product launch event, called “M2M Day.” Shortly thereafter, ThingWorx announced its first customers in Japan, and carrier deals with NTT DoCoMo and KDDI. Photo of the CEOs of PTC and NSW shaking hands.

Transera

Transera is a cloud-based contact center solution that combines automated call distributor (ACD), interactive voice response (IVR), and customer relationship management (CRM) functionality to optimize routing and interactions with customers. Japan Entry provided "door-opening" account development services to Transera’s Japanese distributor, SCSK.