VIA SATELLITE: How do you grow iDirect’s business in the changing satellite marketplace?
COTTON: Since we’re always focused relentlessly on enabling customers to do their business, it gives us a huge advantage. We’re there to provide the technology that allows them to advance their applications. In many cases, our ability to partner with them and develop solutions means we don’t have to let go of any other part of our business. There is no conflict with our customers, so we don’t have to change our business model. As markets change, the hardest businesses to be in are the ones that are held back by their own success. One of the pivotal things that iDirect did from the beginning was to talk to partners and customers about how to use the technology to solve their business problems. From our earliest days of servicing the oil and gas industry we’ve always been doing that.
The other element is the great value we’ve ascribed to the software. Our partners need to use our technology in different ways. Hardware is important, but our software gives us the flexibility to deliver new advantages as the market evolves.
VIA SATELLITE: Do you see a day where you may move iDirect into the services marketplace?
COTTON: We’re not looking at all to become a service provider. Instead, we’re collaborating closely with our partners to advance their services. An example is our relationship with Intelsat in the maritime business. We work jointly with them to figure out how we can apply our intellectual capital to their business objectives as opposed to thinking we need to be the service provider.
VIA SATELLITE: How do your plans for iDirect differ from the former CEO, John Kealey?
COTTON: I really believe in John’s vision. When you look at what John started, what I brought was my own vision of being able to execute on that. Partnering is a huge part of my background as are mergers and acquisitions. I see an opportunity for us to take advantage of a consolidating market. In some ways, I think I’m refining John’s vision. I’m not looking for a strategic direction change, but I have confidence in my abilities to execute the strategy and bring the company to the next level. When companies start to get big they can go one of two ways. You get less nimble and lose your innovation, and I think what appealed to iDirect was that I had a track record of not letting that happen.
VIA SATELLITE: What are you plans for expanding iDirect’s business around the globe?
COTTON: I see a tremendous amount of opportunity internationally. You can’t get away from the fact that we have a global economy. Expanding abroad is an offensive move. There is tremendous growth in the Middle East and Africa. As the markets emerge, if you want to continue to be a leader, you have to be there in the beginning to establish your company. In Asia, we are working more closely with our parent company, which does a lot of integration work. Together, we can logically do more and expand our satellite communications business.
If you look at our commercial business, it’s about one-third to 40 percent in the United States, and the rest is international. We don’t see that changing very much. We’ve got a strong established base outside of the United States, and that would be one we would continue to grow.
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