The FTTH Conference in Valencia was the start for IS Tools' expansion abroad. We had a chat to Johan Wengelin, marketing director at IS Tools, to get a few words after the conference and to find out why IS Tools will be successful in Europe. How was the FTTH conference in Valencia? It was very educational in many ways. We attended several seminars and gained a lot of insights into how far FTTH has reached within Europe. We yet again got confirmation on that Sweden is at the forefront and that companies in Europe need the help of IT solutions for rollout and documentation. What also was interesting is that our idea to ditch the business suits and instead wear yellow football shirts was well received. That helped our booth get plenty of visitors. Any interesting new contacts you can tell about? We met people from all of Europe: France, the UK, Spain, Germany, Italy and many more. All of them are on the verge of getting started with new, big projects. We'll surely bring a few good leads back home. How was the interest in IS Tools? What questions did people have? There was quite some interest and that's of course great. It became evident that everyone has a need for IT solutions that can manage deployment, since there are many households to connect, subcontractors to control, and resources to keep track of. Most companies realize that Excel and Dropbox won't be sufficient for that. The majority of questions we had were regarding project support and documentation, something we're really good at. What are the differences between Sweden and Europe? There are two apparent aspects. One is that we have different climates which influence the purely physical part of the roll-out. The other one is that each country has its own laws, requirements for permits, et cetera, and that's something that all companies must adhere to. That's all good for us since our solution can easily be adapted to these kind of requirements. How does one establish good communications with subcontractors? An important part of our IT solution is that you can decide who sees what and what each person can do. In our system, every subcontractor has access to only the information they're entitled to, without ever knowing about the rest. What's your greatest strength? There are three things I like to mention. We've already covered the first one: handling of subcontractors. In our tool you can even take it as far as benchmarking subcontractors and comparing them to each other. Who did what and how effectively? You get a tool where managing subcontractors is simple and easy to control. The second one is automation: when FTTH is deployed it's normally a process that involves at least three to five people working in a chain. That can be automated. When the first person is done, a work order for person number two is automatically issued. There's no time wasted and accuracy is improved. You can also automatically generate all sorts of reports, such as progress reports. In real-time. The third is documentation: everything that's done in the system is stored against an object, for instance an end customer. When needed you can immediately retrieve all the necessary information such as personal details, works performed, photos, GPS data, documentation or support cases. How are you going to take it to Europe? We've already taken our Telecom service abroad. Now we want to do the same with Fiber. We have a 50 percent share of the Swedish market today and are very familiar with all the processes and pitfalls. Valencia was the start for our expansion. Initially we'll follow up on the meetings and contacts we had during the event, while continuing to liaise with our customers who are also planning to expand.