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Technology Stocks : Ascend Communications (ASND)
ASND 200.49-0.9%10:20 AM EST
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To: The Phoenix who wrote (41225)3/26/1998 4:45:00 PM
From: Stimpson J. Cat  Read Replies (1) of 61433
 
Pat, you're suffering from technobabble. This is actually one of Asnd's achillies
heels. They focus too much on technology and not enough on marketing. (See
previous posts.) Carriers, don't buy technology, they buy solutions....Asnd needs to
wrap these fine developments around a strong story which help carriers sell
services (not bandwidth) to their constiuents. If they do this we'll have a great
run-up.

You're partly right. The whole package is very important. But carriers do buy technology. Carriers primary capital expediture is technology and they devote a lot of effort towards it. This is why ASND wins most of the carrier deals for data.

You may be thinking of enterprise. A given enterprise network like a bank or insurance company spends less than 5% on technology and thus it doesn't matter as much to them. CSCO wins most of these deals.

What you have to realize is that the market paradigms have changed drastically with competition. Relationships still count, but not as much as having the best product. By offering multi-service products that are flexible, carriers can provide differentiated service offerings to their customers. That's the key today.

So forget the bet on OC-whatever. Let's bet on who wins the most carrier deals in 1998! But remember that a deal is more than just a press release.
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