There are a number of players in the mobile device access space - Cisco is the 800 pound gorilla. However, upstart Aruba Networks, reckons that the gorilla, being a monkey for all seasons, doesn't own the mid-tier and large enterprise market in the area.
At first glance, with 1500 people worldwide and just 15 in Australia, it may seem laughable that a comparative minnow like Aruba could take on the might of Cisco in this part of the world, let alone win. However, Steve Coad, managing director of Aruba ANZ, insists that this is exactly what's happening.
"Cisco plays across a very wide area, whereas we focus only on the mid-tier to large enterprise space for mobile device access and we need to convince people of our differentiator," says Coad.
How big is this space and how much market share do the respective players have?
According to Coad, this is an area where little or no research has been done to date.
However, for a company that has just opened up its first headquarters in Sydney after eight years of painstakingly carving out a local market share, Aruba has amassed an impressive array of clients.
"For the past four years we've been servicing the NSW DET (Department of Education and Training), providing the Wi-Fi infrastructure for 463 high schools, as well as many hundreds of primary schools and TAFE colleges. We're also doing a similar job for schools in New Zealand," says Coad.
In addition, Coad says the company has large clients in the Health, Retail, Banking & Finance and Stadiums sectors, providing both the hardware and software mobile access infrastructure for clients.
"We're the number one in specialist Wi-Fi," Coad insists. And until research comes out that says otherwise, no-one can argue.