Infinera sharpens focus on cable MSO market

Infinera (NASDAQ:INFN) has increased its focus on the cable multiple systems operator (MSO) market. The systems house has created a new position, vice president of sales for the cable market, and hired cable industry veteran Mike Kelly to fill it.

Kelly has 30 years of experience working with cable television and network infrastructure companies. This includes senior sales roles at Antec (now Arris), C-Cor, and Juniper Networks.

Infinera hopes to build on what it sees as increasing interest in its DTN product line from cable MSOs. For example, the company says it has sold equipment each of the top five U.S. cable systems (see, for example, “Cox Communications installs Infinera gear in northern Virginia”).

The move is part of Infinera’s overall strategy to expand its sales force in what it considers key vertical markets. These include incumbent operators and submarine service providers. It also seeks to expand its operations in the Asia-Pacific and EMEA regions.

“The competitive advantages of our PIC-based approach and our DTN platform have enabled Infinera to maintain our market leadership in North America,” commented Infinera Senior Vice President of Worldwide Sales Ron Martin. “Our growth in new segments and countries will let us capitalize on our innovative approach and help additional service providers build Digital Optical Networks that will lower their costs and make them more competitive.”

July 18, 2011

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