Calnex Solutions

Calnex Solutions

Calnex Solutions specialise in telecoms solutions that emulate the real-world conditions of the telecommunication networks to provide test solutions for mobile networks. The business was set up as a one man operation and today counts Vodafone, Siemens and Nokia as clients.

TalentScotland speaks to Calnex Solution’s founder and CEO Tommy Cook about how the business is expanding overseas.

Talk me through the history of the company?

I had previously worked at Hewlett Packard for 23 years, before they changed their name to Agilent Technologies, before setting up the company in 2006. Since then, we’ve expanded and diversified our product portfolio to include overseas offices, and an extensive sales and marketing teams.

We specialise in test equipment for the telecommunications industry that emulates the conditions the networks and mobile operators face. Our clients include BT, Vodafone, Siemens, Nokia and Juniper. We got our first product to market in 2007. Following a cash injection primarily from the Discovery Investment Fund which was co-invested by Scottish Enterprise, in 2008 we hired eight more members of staff. We now have 12 engineers, 8 management/marketing/sales staff and 2 office staff and have plans to expand into the Far East.

All Calnex Solutions products are engineered and manufactured in Scotland and 90% of our products are sold outside of the UK.

What are the company’s strengths?

We started addressing a very niche area that is growing fast into a major opportunity. There are no other companies in Scotland currently doing what we do. We benefit from a healthy international split of our products.

30 per cent of our products are sold in the US, 30 per cent in Europe and 30 per cent in the South East Asia/Chinese markets. The Chinese market is nowhere near saturation point and we see a lot of potential for growth out there too. Paragon-i, the latest product we’re working on, is targeted at network operators like China Mobile, China Telecom and Vodafone and we see the South East Asia (China, Korea, Vietnam) as a primary market for this product.

Is there a mix of nationalities and cultures within Calnex Solutions?

Our team mainly consists of a network of people who we’ve worked with before - a small labour pool of ex-Agilent Technologies employees. This has allowed us to grow and expand rapidly. At the same time, we’re keen to boost the number of young members of staff in our office and we’re always looking for new enthusiastic team members.

Why is Scotland a good place to be for business?

We’re located just outside of Edinburgh and the city has proved to be key in attracting electronic companies that wouldn’t have otherwise considered the area as an option. We make the most out of being Scottish – the tartan, the shortbread, the whole lot – and for attracting big business it’s proving successful. Being based here allows us to play up the stereotypical image of Scotland and show off Edinburgh and its surrounding area. For the most part, it helps open doors, which is the first step to sealing the deal.