Sramana Mitra: You started off by saying that the distinction between Speedera, which I actually followed quite closely at that time, and this one is that instead of accelerating B2C content, you are accelerating intra-enterprise content.
Ajit Gupta: That is correct. You can say that it’s B2B traffic.
Sramana Mitra: Can you pick up a couple of use cases. What kinds of contents need this acceleration?
Ajit Gupta: I’ll give you an example of a company that is close to home – Aruba Networks. Aruba has offices here in the Bay Area as well as in Bangalore, China, and a few other places. Before Aryaka came into existence, communication between Bangalore or China and the headquarter was a fairly tedious task. In order to send a file, get an email, or do a video conference, it involved a gigantic and painful task where they had to install boxes or appliances in each of these locations. They have to then connect these hardware boxes. Then they have to use a private connectivity, which gives you a dedicated circuit between point A and point B. Only then can the communication happen.
The closest analogy that I can give you is when telephone infrastructure was not even in place, you would probably have to put your own wires to make a call from one person to the other. That evolved into local telephone exchanges and then eventually to international exchanges. Even then, it took some time before you can make an international call. Similarly, for companies to translate that into the technology world where computers can talk to each other, you have to have a private connectivity. There are companies who can use the public Internet but public Internet is extremely unreliable and there is no single authority which runs and manages it. So you put your business at tremendous risk if you were to do that.
Successful public companies go with this point-to-point link. That was the world that Aruba was living in. When we came about, we said, “You don’t have to worry about those appliances and managing them, paying for support on a yearly basis, renewing and refreshing them every three to five years, and then dealing with all the other headaches associated with those boxes. You also don’t have to deal with buying this point-to-point connectivity around the world and dealing with the shortcomings of the network. We have a solution. We do away with all of that. We save you a lot of money, which removes the entire management headaches and makes it extremely simple. We’ll give you far more benefits than you ever have been able to achieve before.” That’s the proposition that we came in with Arruba.
They are one of our early customers. They switched to us and one of the comments I got from their IT department is ever since they signed up with Aryaka, the IT folks have had good night’s sleep and they don’t get woken up in the middle of the night.” It is allowing that communication, collaboration, and productivity to happen in a much simpler way.