Wind River Beats Estimates

New product releases slated for the coming six weeks include Advanced Networking Technologies, a middleware development tool for VxWorks 6 and Linux platforms that will include wireless networking capability; a Linux-based development platform targeted at the mobile phone market; and the next release of its Lab Diagnostics, Klein said.

"We're very focused on generating royalties for Linux," he said.

The company added 15 diagnostics customers in the quarter, bringing the total to over 50, said Klein.

"We're getting the sales earlier in the decision-making process," Klein said. The company's sales staff, which is growing across product lines, is getting in the door before competitors "are aware that a design cycle is starting."

The size of deals is growing as selling becomes "more strategic and is done at a higher level," Klein said. The salesforce reaches more high-level executives than in the past, rather than design engineers who have a harder time making the case to management for outsourcing design and optimization based on open-source Linux, Klein said in an interview.

Since acquiring Interpeak in March 2006, Wind River has just completed integrating Interpeak's networking, security, mobility and wireless software into its operating system platform, marketing director John Bruggeman said. And that makes it easier for salespeople to make the case that outsourcing means faster time to market, Klein added.