Martin,That is correct, it cuts the number down from I believe 6 to 3 circuits, and eliminates the need to hang a rack of modems off the Channelbank, as such is the case with USRX's "Total Control" product.
Total Control costs in the neighborhood of $50k, fully configured, yet the D-Mark from FTEL is around $15k. Now, to be fair, it's like comparing oranges to tangerines. Close, but not exactly the same.
My understanding is that the D-Mark is at present, almost dedidicated to ISP's. While Total Control is more of a well rounded product that handshakes with a lot of network platforms, Novell, Lantastic, etc, and I think it has compatibility with a more robust number of OS platforms, such as UNIX, NT, Apple/Mac, etc.. That's not to say that the D-mark is not compatible to the popular OS's, just that Total Control would have a broader spectrum of compatibility. But that is where most of the limitations end.
I am a marketing guy, so if I were to speculate as to why USRX is looking at the D-Mark, my guess would be, to fill a price gap.
As ISP's are hard pressed to keep up with escalating costs and erroding profit margins, the demand for upgraded equipment continues. To look at Total Control at $50k, or the D-mark at $15k, wouldn't take much convincing as to what decision would most readily transform the ink from red to black on the bottom line. Since most ISP's are either running on NT or some variation of UNIX, the D-Mark would fit their needs well.
Total Control would be more geared for large corporate intranets, of which, intranets are supposed to outstripe the dollar market attributed to internet equipment expenditures by the year 2000. Since corporations run on several networks, and OS platforms, Total Control would be best suited for this type of market.
In summary, from a marketing standpoint, the D-Mark from FTEL would serve USRX well. They could license distribution rights, and with their large staff of programmers, further develop drivers to address
the incompatibility issues with both network and OS's. That way they could now have a program addressing not only large corporate needs but also for the small and medium size corporations, besides the ISP's.
There are many applications and variations that could be added to, or deleted from the D-mark, that would also be of interest to a company like USRX. There is also the Cyclone card from FTEL, and several other
integrated coprocessor telecommunications cards that would bouy USRX arsenal of corporate offerings to serve specialized communication needs.
I would view USRX's interest in even reviewing Franklins product as a
very optimistic opportunity for both companies. The opportunity for FTEL is obvious, but for USRX it is more subtle.
The reason why I say that, is USRX is being attacked from all the new promising technologies that are coming on line, such as ADSL. To continue to grow, they are going to have to seek out new technologies and have broader offerings. I personally feel that cable modems, are to far out of the loop, to be a threat anytime to soon. Corporations always take the path of least resistance, and tend to stick with encumbent suppliers and technologies. If USRX was to widen their product offerings and be able to show marked improvements in performance, then that is the path corporate America wouldmost likely take. But for how long, remember I stated anytime soon. If I were USRX, I would be looking at three years, tops, and I'd be focused on satellite, or wireless modem technology.
When you look at the infrastructure problems facing the Internet, faster 2nd tier equipment, ie, routers, channelbanks, modems, etc, are only a stopgap solution. It is going to take the upgrading of the entire telephone system infrastucture to handle the demand of Internet
in the coming years. But, I think you will see paralell dedicated Internets (Business Internet, Education Intenet, Entertainment Internet) as one viable solution, but the real answer may come from satellites. With Motorola'a Irridium satellite network about on line, and Hughes satellite, we have the technology to address these problems with long term solutions, now.
That is one side of the equation, the other side that would serve USRX well, is the fact that Corporations only have so much space and budget to continually be laying wire for networks, and communications. It would be a lot more cost effective to use receivers and transmitters, and as offices move, or computers on a network are relocated, all the computer has to do is log in with the same DNS IP#, and bang, your there. I guess what I'm talking about is an integrated wireless/modem/network card. One PCI slot, with dedicated coprocessors on board, call it Nirvana!
RB
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