ceo update - the company to watch, page-23

Hi MM,

Don't know why, but it always helps me to see things written down, as well as hear it. Sometimes it's too easy to miss exactly what was said, and the import of it all.

So...have taken the time to transcript parts of John Wilson's BRR interview. I find it illuminating.

BRR: How would you describe the past 12 months?

JW: "Let me begin by framing that question properly. There were three key enabling conditions that were crucial to moving TZ forward.

"Firstly, we were focussed on evolving the business from product engineering and development to one that is a truly sales and marketing organisation focussed on delivering high-end value-added solutions to clearly defined market segments. So, as opposed to creating products, the business is now about creating demand for our products.

"Secondly, we wanted to expand our focus as a US-centric business to that of a global business, and we have done that successfully by leveraging our partner's world-wide resources and infrastructure. We now have programs in place in Europe, Latin America and Asia-Pacific, in addition to North America and Canada.

"Thirdly, we wanted to move our product from a hardware focus selling components, to a total systems solution business. That involved building an offering not only around our hardware, but around our propriatory software and services, generting annuity income through software licensing and ongoing service support and maintentance.

"We now have self-capabilities across the US, Canada, Europe, Australia and Asia, and are now focussed on top-line revenue generation and demand creation.

"We have established a number of solid enabling conditions for our IXP business which will help us scale the business from here. We have established a very clear value proposition to the IT and Data Center market. The traction is building.

"Our customers are some of the largest IT, financial services and government agencies that I know will resonate with most people.

"We are now further developing our channels to market, and broadening our OEM and System Integrator customers. It's about growth now, and leveraging the foundations we have put in place.

With regard to PAD/Pitney Bowes, "We are only just now seeing the potential of what it means to mobilise their resources. It's definitely an exciting time for us and it's now about moving this business forward.

"Our partners fully believe in our potential. We have near-term opportunities that we believe will offer significant growth.

"I am seriously looking forward to this next year and what we can achieve."

Me too, John!

I don't know how many times he re-iterated the statement that it's about growth now, and moving the business forward, but it is plenty.

The reality is that we are now a total system solutions business with a global offering in high-end value-added high-growth markets, in the process of generating and growing what should prove to be significant annuity style revenues.

Talk about progress!

Lastly, it's been mentioned several times on the thread about high-profile customers. I believe there is enough in here to suggest that these customers whose identity will "resonate with most people" are in the process of being signed up, if they haven't already been. Cannot wait to find out who they are...