Pipeline Q&A: Syndesis (cont'd)

Pipeline: Where do you see Syndesis in the pantheon of OSS providers as the market matures and consolidates?

Lochow: If you're a CEO of a service provider the number one thing you wake up and worry about is that you are losing money for every broadband customer you get. At Syndesis, we want to concentrate on building products to solve that problem.

You have to think of us as a Telcordia or an Amdocs rather than someone who grew out of the CLEC environment and had nowhere to go. I think if we had been in the CLEC market and it hadn't gone away, we would have failed because the product would have overwhelmed them.

We are dedicated to the telecom industry and we can see the 10 or 15 years worth of work. A large portion of the work we're doing and seeing come up is on the legacy optical side. We see a long term opportunity to help telcos phase out old legacy systems and networks.

What we have going for us is a product line that Tier 1 carriers have bet their own product lines on. We have an engine that has stood the test of the Tier 1 market from a durability and quality standpoint. We have our reference customers and a road map now that has become routine, and we are getting ahead of the curve on IP products, fiber to the curb, GigE, VLAN and others. This gives us the opportunity to enable the Tier 1s to roll product out that would otherwise take much longer.

We have built logical follow-ons to our core product. We believe in the fulfillment space, so we've had to build physical and logical inventory and design and assign and had to encroach on the typical areas of the inventory companies. Ultimately, we like to be the Siebel of the OSS market – a nearly ubiquitous OSS solution for the telcos. Telcordia was more like an IT dept. They squandered their opportunity (to be the ubiquitous solution) and I want to fill that void.

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