Fluke prepares for regional growth

Fluke Networks is preparing for what it believes will be exponential growth in the Middle East. While the region has remained a largely untapped market for the vendor, it is witnessing increasing interest in its products from local enterprises.

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By  Zoe Moleshead Published  July 28, 2003

Fluke Networks is preparing for what it believes will be exponential growth in the Middle East. While the region has remained a largely untapped market for the vendor, it is witnessing increasing interest in its products from local enterprises. Furthermore, Fluke believes markets such as Iraq will add further weight to regional uptake.

“Demand is going up worldwide, but in the Middle East there is plenty of room for growth and we are growing quite fast. We have specific growth expectations for the Middle East countries, for example, the UAE is 214% and Saudi Arabia is 200%,” says Werner Heeren, regional sales manager, Fluke Networks, Eastern Europe, Middle East & Europe.

“We are growing more in the Middle East because we are seeing new opportunities. For example, Iraq, there are movements there to develop new infrastructure and they will need cable fibre testers for analysis and then later monitoring equipment, so we see a lot of possibilities there,” he continues.

Heeren says its key customers in the region so far have been the oil companies. And while their continued technology investments have helped to drive the vendor’s initial growth in the region and will continue to fuel its regional returns, there is also a developing interest in the monitoring and analysis tools that Fluke offers.

“When we go and see customers in the region, they say they have invested a lot in active equipment, but now they want to be able to control and monitor what they are doing on the network — so we are moving in at the right time,” he says.

In light of this demand, Fluke’s continued expansion of its OptiView family of network analysis tools will prove key. The latest additions to the vendor’s product family include the OptiView Console 6.0 and OptiView WAN Analyser, as well as a number of wireless solutions, such as the OptiView Wireless Network Analyser and WaveRunner.

Fluke’s network analysis tools all adopt a three vector approach, which involves active discovery for inventory, mapping and path analysis, statistical analysis of network usage data and packet capture to provide a greater insight into application problems.

“The console is a new product and we also now have an analyser for the wide area network (WAN) where you connect a probe into the high speed links to analyse them. These two introductions now give the complete view [of the network] to the customer,” says Peter Iten, EMEA marketing manager, network analysis.

Additionally, the OptiView Console is capable of integrating with other management or security solutions. For example, if an enterprise has vendor specific management tools, these can be viewed through the console.

“If there is CiscoWorks or Sniffer in the network our console can recognise them and the customer can click into those interfaces [through the console.] Our console integrates with all the tools that are available in the network arena today and that is important because you shouldn’t force people to replace things, you should be able to integrate with what the customer already has,” explains Iten.

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