According to Octocom Systems Inc’s Ian Davison, the key to nosing ahead of the competition in today’s computer and data communications markets lies in support. And to prove it, the Wilmington, Massachussetts-based $20m-a-year private data communications company, which prides itself on its international coverage – with 80% of group revenues coming from outside the US, is about to set up a European Operations Group in Newbury, Berkshire, to provide sales and support for customers in Europe, Scandinavia, Africa and the Middle East. The UK, which accounts for 20% of Octocom’s revenue, will continue to be served by the company’s three-year-old UK subsidiary, Octocom Systems Ltd, also based in Newbury. Octocom’s products – which it assembles and tests – include dial and leased line modems, network management systems and security products, 75% of which are now to be assembled in the UK for the European market. The company’s latest product is the CCITT’s latest modem standard, the V.32bis, which it added to its OSI 8×96 modem range last month. But Octocom’s message is that support – in particular global support – is the company’s main strength. In addition to the UK, Octocom has support centres in Germany, Australia and the US, and is represented by distributors in 56 other countries. One of the company’s support services is the OctoNET Integrated Information System, a global network which provides customers and distributors with access to an electronic mail facility, marketing information, technical bulletins and notification of training courses. Octocom targets its products and services at large companies that need to communicate on an international level, and its UK customers include National Westminster Bank Plc, Shell Oil, BP Oil and Reuters Holdings Plc.
