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Joel Brunson on TANDBERG’s Public Sector Business Unit

TANDBERG’s Joel Brunson sat down with ExecutiveBiz to talk about his firm and its place in the public sector: “I will describe it as being the largest single vertical within TANDBERG with the largest growth rate.  We are responsible for better than 50% of the US revenue and when you compare it on a worldwide basis we are between 20 and 30% of the world’s revenue.  That is key for a couple of reasons; number one it signifies that we have good market penetration in this space, but the other thing that is most important for the customers to know is that we are a big piece of TANDBERG with resources dedicated to our success.  When customers have a requirement for a special feature or a special need, it’s a lot easier when somebody has that piece of their business dedicated to public sector to talk to engineers to say ‘look we need this feature, we need this enhancement.’  If you look at any high tech company and I urge you to look at any one that you want, you’ll see that their public sector caps out at around 5% of  worldwide revenue.  Going back to that same example, if you need a future code or a product enhancement  – – you have to present a business case for 95% of the other business before engineering, research & development wants to get onboard with that idea.  Here, we’re quick to react because it is such a big piece of the business.”

Click here to read the whole interview.

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