INDUSTRY INTERVIEW: Klas Telecom Inc.

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MIT 2010 Volume: 14 Issue: 2 (March)

Glenn A. Hannon
Chief Executive Officer
Klas Telecom Inc.

Glenn A. Hannon joined the Klas Telecom team in January 2006 as the vice president of operations, where he was responsible for implementing the strategic direction of the company during a period of substantial growth. He was promoted to his current position as CEO in October 2009. Prior to joining Klas, he was employed with Safenet/Mykotronyx, where his responsibilities included business development with a focus on increasing market share for the KIV-7 bulk encryption device. Through his efforts, the KIV-7 became the prominent device employed by the U.S. military and other U.S. governmental agencies.

Q: What types of products and services are you offering to military and other government customers?

A: Klas Telecom Inc. offers a suite of products in our Pioneer family that allow remote voice, video and data communications into classified and unclassified networks, up to and including TS/SCI. We strive for light, tight and simplicity of operation, designed specifically for small- to medium-sized teams. Currently we have about a half a dozen different products supporting anywhere from just a single user to teams of 12 to 15 individuals. All of these systems are interoperable and can communicate with a common point of presence, so investment in fixed infrastructure is minimized. Our systems have proven to be the smallest and most capable on the market, having undergone real world operational validation in some of the harshest environments.

Turning away from the hardware side of things, Klas has just spun off Klas Telecom Services [KTS], a Department of Defensecleared company that will focus on providing the staging, training and support we previously contracted to a third party. KTS has received a facility clearance for its SCIF compliant offices and will be managed by our newly appointed CEO, Toby Stidham. We will be in a much better position to address the unique needs of our customers by providing these services in-house moving forward.

Q: What unique benefits does your company provide its customers in comparison with other companies in your field?

A: Before answering that directly I would like to just touch on the field as a whole. The market for small deployable communications systems was dominated by small companies during the last five to 10 years. However, there has been a wave of acquisitions recently that have left very few small companies remaining. So, what unique benefits do we provide? First, Klas maintains a staff of excellent mechanical, electrical and software engineers. We are a full engineering company, and by that I mean we do not simply repackage or integrate off-the-shelf components from other manufacturers. We have a large amount of intellectual property in all of our systems, and in doing so, have the ability to redesign as necessary based on the needs of the individual customer.

Unlike other companies, Klas has developed its own router in both hardware and software platforms, as well as our own SCIPS-based acceleration specifically optimized for SIPRNet and NIPRNet traffic. You will not find this level of organic intellectual property or flexibility in the larger companies. Second, being a small company, we generally have much closer working relationships between our engineers and the actual end-users of our equipment and services. This ensures we have an absolutely accurate understanding of field requirements, as well as unfiltered feedback regarding operation and performance issues.

Q: What are some of the most significant programs Klas Telecom is currently working on with the military?

A: I would say the most significant program we are working on with the military at present is the Global Rapid Response Information Package sponsored by the Army Intelligence and Security Command. Our flagship product, the AN/PSC-15, was developed for this program and selected by INSCOM. We have also sold a large number of systems into the Marine Corps for their counterintelligence and human intelligence teams, Special Operations Command for their special operation forces, and most recently have received orders for delivery to the Australian and British militaries, the U.S. Air Force and units within AFRICOM.

Q: Are you currently developing new products and services relevant to military and government customers that you hope to bring to the market in the future?

A: As a matter of fact, we just recently introduced the Klas Pioneer 2200, and will be launching the Klas Pioneer 2500 and the KLAS Pioneer Solo at Satellite 2010. The KP2200 is similar to the AN/PSC- 15, designed for the small team or executive travelers. The KP 2500, however, is designed for medium-sized teams and is a great complement to the new Micro VSAT terminals being developed by a number of companies. The Pioneer Solo was developed for the single user, but benefits from the TCP acceleration and optimization found in our larger systems. It also allows for inexpensive operation over available 3G and Wi-Fi networks.

Q: Is there anything else you’d like to add?

A: Just that Klas strives to design and develop the finest product or services available. We know the lives of our users are at times dependent on the successful and continued operation of our systems, and second best simply is not acceptable to us. ♦