Although based in Australia, 90 percent of its sales are international with more than 50 percent in the US, then Germany Japan and China.

"Opengear is an engineering (not marketing) company and we have a very technical sales/value proposition, so we target technical audiences (and most LW conference attendees are technoid)," he said.

At this stage the company has only a small channel in the US, with most of its sales being to university campuses "as system administrators at universities want best value/technical solution and they are less risk averse (using a product from new start up equals risk).

The rest of the world (Europe, Asia, South America) is managed from Brisbane.