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Strategies & Market Trends : Technical analysis for shorts & longs

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Jan 29 4:00 PM EST

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To: Johnny Canuck who wrote (32454)	5/24/2001 2:13:46 AM
From: Johnny Canuck	Read Replies (1) of 70236

FIBR CC part 4: Q: Terabeam? Quantify? When have revenues? A: We respect our customer's need for stealth. Our relationship was one of the worst kept secrets in the industry. Q: Chance that it could be in the top 5 A: Cannot answer. Not likely to be in the next quarter. Next quarter when you ask me, the answer is likely to be "no comment". Q: Congrats on the progress. Osmine approval. A: Osmine is a very long process. Our plan is to complete by the end of the year. We can pull forward if needed or push back if not needed. Q: NT aggressive on pricing. You are not winning the recent wins on price. A: Yes. What we have learned is that, to be sucessful, is to present the total cost of ownership, rather than by presenting price to widget. It's the functionality which provides the value. Q: One customer. 9-10 times larger in this quarter? A: We have bookings. Q: for $5 million? A: correct Q: What are carriers going to get out of your product. What are their concerns. Is this product too early? Or in demand. A: Xin: Why customer choose to evaluate us? All of our customers are interested for business reasons. [should have let Jim take this one. Crappy answer] There are so many technologies available, it is not for curiosity. Second question. If you look at our product. One fundamental property is the scalability. ... [another bad answer] Q: future wins. Do you have production capacity issues? A: Jay, this is one thing we were thinking about at the beginning of the year, that in Q3 we might be challenged with capacity. However, we have Mark Thurmon on board and he is taking care of increasing capacity and improving our margins. He is diligently lining up the contraxt manufacturers to [deal with it]. We have product stability to make use of an outsourcer. A: what is it that customers are interested. One of our good points is that we can do with one fiber, and some customers are suspicious, want to see it inaction. Also they are concerned with the dynamics of the network. Our product is designed to deal with that gracefully. We have to demonstrate this to the carriers because they are skeptical because of their prior experience with other equipment. Q: Patrik of Chapman and company. How many are testing each type of product? A: No, I'm reluctant. ... missed rest Q: Color on metro market in the sense of, what are the various types of acces protocols and what impact. A: That's the cash register to our customers. They want to know what service they can provide to their customers. The G'mux is completely transparent. [list of protocols] There is not a limit on what we can accomodate. Q: Do you see serviced like gigabit ethernet and SAN being a major growth area A: SAN more and more applications of our product in that segment and it does represent a major area of growth. G'bit Ethernet is the most prevalent service being aggregated. All of that leads to high growth for our product.

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