QA Cafe Looks Ahead

I had the pleasure of having lunch yesterday with Joe McEachern, founder and CEO of QA Cafe. Joe's company has two main product lines. The first, CDRouter, is a test solution for Customer Premises Equipment such as DSL modems and wireless routers. Over the past decade, a truly impressive list of customers have adopted CDRouter to ensure that their products comply with RFCs and industry standards and are easy and straightforward for consumers to use.

The second product, CloudShark, which the company introduced at the SharkFest Conference at Stanford in June, is a virtual appliance for securely storing, cataloging, and sharing packet-capture files. Instead of leaving capture files scattered over the network, enterprise IT teams and service providers can upload them into a secure repository and share them with authorized users over the Web. Which means, yes, you can now analyze capture files on your iPad.

What's new in Joe's world? In the past 6 months, droves of CPE vendors have adopted CD Router's IPv6 solution. QA Cafe introduced its IPv6 tests a couple of years ago, but it's been only recently that organizations responsible for consumer products have shown a lot of interest. Joe's conclusion: the SOHO networking industry believes it's finally time to bring IPv6 to consumers.

The other big news at QA Cafe is the ongoing development of CloudShark. Joe's team is working with prospects and customers to turn this into a truly enterprise-class IT management tool. Watch for more announcements about CloudShark in the months ahead.

Companies That Drift Off Course Often Begin by Facing the Wrong Direction

I have a friend who's a senior network engineer. He spent many years as the top network troubleshooter for a major U.S. bank.

Yesterday he and I were discussing the NetFlow analysis features of a particular network management product. (NetFlow is a protocol for measuring network activity—top applications in use, amount of traffic flowing through a router, etc.) He was disappointed that this particular product's NetFlow capabilities were so minimal. Other NetFlow analysis products could access the same raw data and present more more useful analysis to network engineers.

The problem, he said, is that the engineering manager who built the product didn't believe that you had to know a lot about the market or technology you were working with; instead, you simply had to be smart.

My friend and I agreed: It's always a mistake to base your products and services merely on what you know, instead of what customers need. The customer should always be your primary focus. And if you need to understand customer needs in a mature market like the network management market, you'd better learn a lot about network management fast, if you're going to start building products.

So don't ask, "What can I build with what I know?"

Instead ask, "What does the customer need, and how can I build it?" If you need to learn something new along the way or hire industry experts in order to build that new thing, so be it.

Otherwise, you'll end up making a half-hearted attempt, come up with a half-baked product, and reap so-so results.

Lesson: To avoid drifting off course, pay attention to the direction you're facing when you start. Don't face inward, toward your own team. Face outward toward the customer. And stay focused there. Your steadfastness will pay off.