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Technology Stocks : Newbridge Networks

NN 16.10

-1.9%

3:59 PM EST

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To: Glenn McDougall who wrote (4793)	6/3/1998 1:44:00 AM
From: pat mudge	of 18016

Glenn -- I'm glad you caught some of the points I missed. Continuing on where I left off: Q: Can you tell us your view on enterprise packet revenues? A: WAN packet sales were consistent. Bullish regarding revenue on prior wins. Q: Are there any other surprises? A: Layer-3 switch routing --- area for upside. Q: What's the status of channel and marketing? A: Very active with incumbent and new service providers. They pass [business] to enterprise clients. Going after Fortune 1000 clients. Direct sales --- to large enterprises. Siemens and 3Com help get product to market. Q: What about the enterprise space? Do you need any more partners? Do you have a target for sales count? A: CSI is targetted through carrier channel to enterprises. Layer-3 is a value-add to customers. ILECS and CLECS --- partnering with tier-1 vendors has been successful. Will stay in sync. Channel strategy will stay consistent for the next 6 to 12 months. Given rate of growth, that is most optimal route. [Speaking of taking new partner(s).] We're targetting hot areas. We're becoming more systems oriented --- it's a solutions market --- will be more visible. Q: Could you address PR and perceptions regarding IP strategy. A: We won VoIP networking contract with Qwest, so we have it. BUT we need more aggressive approach to marketing. Q: CSI focus at Supercomm? A: Yes, some there. BUT we're gearing up for Interop in the Fall. Will be in trials and will introduce new partner then. Q: Any slowdown in Frame Relay? A: Strong growth on 36170. Many service providers now [after AT&T crash] know they must break up into domains and nodes. Q: What about RAS position? A: Reports on [need for] quality of software, density of modems, NEBS-compliant, management, virtual ports ---- "Monster over-all business." We are industrial-strength supplier. LAN --- Vivid --- good sequential growth. More clients on large campuses want managed solutions. We are winning. Q: What about Fore/LU? A: FORE is in same market. Proof of pudding is who wins tenders. We have overall majority of WAN market and that won't go away. * * * * The whole management team was relaxed and unhurried, especially TM. There wasn't an ounce of impatience no matter what the question. Clearly, these guys are in the driver's seat and the flags are go. I would expect analyst upgrades over the next month or so. Later -- Pat

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