<<Bob, where would you put Fujitsu in the list.
<<MHO the ADSL vendor that Lucent supports is the winner. Why, #1 in
RBOC switch share (not limited by AT&T), #1 in PBX share for all those buisnesses that havbe to tie their phone systems to the public network. Westell, on the other hand, has a relationship with Nortel (#2 in share>>>
Srvhap,
Relationship selling/support is very important in term of success
dealing with the RBOCS (all other things equal). Nortel, Lucent,
Westell, Siemens, have organizations that have a "business relationship" established.
Fujitsu...is not a big player in RBOC CO switches...nor are they big
in the Corporate PBX world. HOWEVER, GTE did select the Fujitsu PBX
for distribution.On the other side, you saw the SBC have announced
distribution agreements with Lucent. I would not be surprised to see
more Rboc's selling Lucent gear in the near future. (I am only speaking domestically of course.) This is important because THEY will
sell ADSL solutions. So if many Rbocs are selling the Definity PBX from Lucent...the vendor who has the tech. agreement with Lucent
wins based on anticipated market volume and PRESENT SYSTEM UPGRADES...
a huge market ready and waiting. You get the picture.
Outside the US, each vendor has it's strenght's. Alcatel,Siemens,Lucent are the top three (in that order). However,
Fujitsu may have alliances with key vendors in key countries. BTW
As we all know, anything is possible and terribly difficult to predict. Understatement.
Ok, for the talk of a Westell, USRX ,Microsoft PC card... of course
it's possible (and very nice if it's DMT) and would be a very nice
partnership for Westell. I'm sure microsoft and USRX are not thinking
exclusivity... they want to maximize their sales ...and you have to
consider technical advances like the TI chip and other variables.
Should be an interesting next couple of weeks. I know we have all said
before...but it needs repeating...the market is large enough for all
to initially win (westell, amati, ....). I'm just glad to see REAL
competition in the local loop (MCI) and other RBOCS (Pac Bell) talk
of deployment plans.
Regards,
Bob |
