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Technology Stocks : Ciena (CIEN)
CIEN 207.43-0.6%Nov 11 4:00 PM EST
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To: James Fulop who wrote (9942)12/8/2000 12:01:00 AM
From: cfoe  Read Replies (1) of 12623
 
To add my 2 cents on the LR article about NT, CIEN and market share. I think NT's strategy for maintaining its market share is to keep improving and pushing its legacy product while simultaneously developing its state-of-the-art products. Its advantage is a long-term relationship with the old telcos. Its disadvantage is having to balance keeping overall sales up and not screwing their customers by pushing more expensive, "out of date" equipment.

Ciena meanwhile has no "legacy" equipment to push, so it can concentrate all of its efforts on selling state-of-the-art stuff. The disadvantage it has is its the (relatively) "new kid" with the new stuff trying to convince old timers to change. Its advantage is that it can look the customer in the eye and say it has the better product. (At least better than Sonet.)
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