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Technology Stocks : Excel Communications

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To: Lee Penick who wrote (2649)	4/30/1998 11:06:00 AM
From: Rob S.	Read Replies (3) of 2806

For what particular function? I don't know the specifics about every piece of software they are using. They have announced agreements for purchase and support of call management and other software and are supposed to be doing trials with Internet Telephony hardware/software but I haven't worried about the details. Excel pointed out that they are in somewhat of a unique situation of being steered much more by the market demand than by a "build it and they will come" strategy. The trouble with the latter approach to telecom infrastructure is that things change so fast that by the time you build out a large network capacity, say for new digital wireless systems, the technology or user demand has shifted. Now the hottest area of growth in demand is in data provisioning for extranet/intranet. Wireless systems are increasingly being designed and rolled out to provide for that need rather than for traditional wireless phone service. That market is primarily commercial but can be expected to migrate toward the individual and small business user. So what if ECI had made a tremendous commitment of capital to build out a wireless network only to know find that it needed to be modified or was excess capacity? Better to build communications pipes in response to existing demand created by the IRs and professional sales force. Once you see the tip of the iceburg squarely in the binoculars you can steer accordingly. Excel is starting to see the benefits from the purchase of Telco and placement of the hub switches (9 so far). That has shown up in large sales growth for the commercial products. Now ECI is poised to do a much more serious effort in international and commercial data provisioning markets. I anticipate announcement over the next several months on international access and marketing agreements and new commercial data products. These areas which now comprise 10% and 15% of overall sales will grow to about 50% of sales in a relatively short period; combined with more modest growth in domestic residential sales, nearly doubling overall sales.

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