Second Post.Siemens
The Siemens booth (SNI) was setup with 4 different computer systems lined up in a row. In the middle of this row and mounted into the wall was a master viewing screen. The PC to the left ran on a 28.8 modem, the next to the right IDSN, then followed by 2 equivalent ADSL equipped machines. The master monitoring screen was divided into 4 quadrants representing each of the PC monitoring screens.
SNI did their demo by loading a very large graphic over the internet first starting with the 28.8 machine. As soon as the bookmark was pressed he took his time to move the right and repeat the process for the IDSN machine, and then the ADSL equipped PC. In the time it takes to quickly blink your eye twice the ADSL graphic was finished. At this time IDSN was about 5/8 finished, and the 28.8 about 3/8 finished. Remember both had head starts too.
Each PC was enclosed in fancy metal cabinetry with a hole about 2 or 3 inches in diameter to allow access of essential cabling in the back. I could see that it was not going to be easy for me to see the type of equipment they were using.
As soon as the demo was over people rushed in for questions. A group of Germans dressed in suites. They talked about costs per line with respect to certain timelines and availability. To be truthful. they spoke too fast for me to understand and I don't want to post numbers and dates that I think I heard without having a complete context of understanding. So sorry about this. Eventually I got my chance with the guy who seemed to be the most knowledgeable.
Eric: Excuse me.I am trying very hard to learn your language and there were a lot of things I could not follow in this conversation that you just finished with. Do you mind if I ask you a few questions?
SNI: No not at all.
(He began with his sales pitch with the monitors when I politely broke in and told him that I have seen his demo and that I only wanted to get his opinion on a few things).
Eric: I just came from the Alcatel ADSL demo and a few things disturbed me from what their representative was saying. When I mentioned that I wanted to go over and see what SNI has "got" and chat for a few minutes he laughed and told me to not even bother. He told me that "right now SNI has not even finalized their plans on what it is they want to do. They would not even show me what kind of equipment they were using!" He then continued to ramble on how ready he claimed their product is. So my question is.how much truth is there to what it is this guy way saying?
(I then noticed him kind of squirm and struggle after taking a half-step back from me. He then recomposed himself and stepped up to me).
SNI: Well Alcatel right now is able to move quicker than the rest of us. They have produced their own chipsets, and have their operations completely self contained and dedicated. I also believe that they are going to be running into problems using non-standard chipsets and such. I believe this is going to hurt them. I will give them one thing though. They are really going for it all. I also want to point out that that SNI does realize that they cannot go about this kind of technology on their own and we are not afraid to admit it. I will only tell you that SNI will be announcing a joint venture with one of the leading ASDL vendors, a small company, and I know for a fact this company is at least as advanced as Alcatel, so if they think they have one over on us then they are sadly mistaken.
Eric: I think I have a good idea as to who this is. I had a note cross upon my desk the other day, telling me that if you were able to show me the equipment you were using, on the back of the modem it will say "Amati".
(The posture of the SNI guy then changed. He was speaking to me from the frontal, taking a « step back and then repositioning himself so that his chest was pivoting with my shoulder. Sort of like ear whisper)
SNI: Yes, well,.that's it. like I said, we will not be far behind at all.Amati is one of the leading ASDL vendors who started the technology and that's who we have behind us. This will be a joint venture where SNI will be offering <some sort of management system> as well as marketing. We will also be contributing our knowledge in the ATM technical area. The only thing which is holding us back now is the wait for the Motorola chips.
{I had chills running up my back at this point}
Eric: Well hey then.can I see what you have in the box???
SNI: No, I cant show you.
Eric: Well they are Amati modems aren't they?
SNI: Yes, they are Amati modems.
Eric: Will let me ask you this.Alcatel also tells me they have a contract with Southwest Bell, Pacific Bell as well as others to install 2 million lines by the year 2002. They told me the modems will not be for purchase, only for rent which will cost about $30/month, no service provider needed. What is SNI going to do to combat this kind of marketing?
SNI:Alcatel should be more careful with what they say. I will tell you that it is these kinds of things which got them thrown out of the Swiss-telecom narrow band trials. They are now in the process of throwing out all the Alcatel switches not only there, but in other parts of Europe. I will tell you by the end of 1997 SNI will be at full power and delivering.
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This is about all I have with Siemens. In short this conversation went on for about 30 minutes and the guy never stopped talking. Much of it was the nuts and bolts EE talk where I tend to get lost quickly. I didn't care. I let him talk in hopes of hearing something more that I knew something about. Eventually we shook hands and parted.
There were a lot of other things I could have asked but at this point I was so tired and
just wanted a chair to sit in. And I still had Nortel and USRX I wanted to visit.
I purposly did not go to Orkit or Pairgain because Michael Ohlendorf e-mailed me to say he was going to visit those booths. More later.but not quite this exciting. -Eric
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Disclaimer: All opinions, rumors, speculations as well as other content from this post
are of my own personal viewpoint. Do not use any portion(s) of this post to make
investment decisions due any possible inaccuracies and/or errors made my myself or
representatives or the forementioned companies. |
