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To: Pierre who wrote (10866)	3/16/2000 5:34:00 PM
From: MileHigh	Respond to of 29987

Pierre, Thanks for posting your findings, nice info and update. Again, re our discussion of who is responsible for selling and marketing, this is exactly the type of business I am in. For example I am in the Food Business and I sell for the manufacturer, but we "technically" sell the product to a wholesaler who takes receipt of the product and then turns around a re-sells the product to the End User Typical Food Biz channel: Food Manu >>> Sells to Distributor (Sysco, for example)>>> Sysco then resells the product to a restaurant, hospital, etc.. In that example, "technically" the wholesaler (Sysco) is responsible for selling and marketing the manufacturers product to the end-user.... BUT, for large opportunities and strategic opportunities, the Food Manu Regional Sales Exec will sell to and make sales to End User Operators, because "everyone wins" What's my point? ~Substitute G* for the Food manu ~Substitute SP for Distributor/Wholesaler ~Substitute Person or "Government Body/Local or National" for End User Point is, G* should be assigning High Level Sales Exec's to be making presentations to these "Strategic Opportunities" (3rd World Government bodies, agencies, etc) in order to "PULL" the product through the channel Everyone wins~~ G* pulls the Minutes and SP's sells the phones and the Minutes. QUESTION: Do they do this type of thing!?!?! If notTHEY SHOULD BE!! Comments welcome! MileHigh

To: Pierre who wrote (10866)	3/16/2000 5:51:00 PM
From: John Stichnoth	Read Replies (1) \| Respond to of 29987

Re G*--GSTRF--Marketing efforts must be varied We're talking a lot of different markets, and they each require a different approach. Certainly, Airtouch's potential customer base is only a small selection of the types of customers that are targeted. Pierre, There was an announcement out of Mexico several months ago that the Mexican government would subsidize the purchase and installation of phones to rural villages. While we haven't heard anything since, I think that would be one example of how an SP is addressing this general area. Best, John