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To: pat mudge who wrote (3503)	3/4/1998 4:06:00 PM
From: Bradley W. Price	Read Replies (1) \| Respond to of 18016

Pat, thanks for the info on Shiva. To try and put the NT/Shiva deal in perspective, I remembered reading the following and went back and pulled it. It gives one an idea what the relative standing of ASND, CSCO, COMS, and Shiva are, at least on the RAC side of the world. To: Helios (12767 ) From: Style Pts Sunday, Mar 1 1998 8:52PM EST Reply # of 12798 Forwarding this data obtained by Glenn: --------------------------------------------------------------- Remote Access - Market Share and Trends December 1997 Quarter (Source: Dell'Oro) Investment Highlights: Revenues: ú During the December 1997 quarter, Remote Access Server and Concentrator revenues declined by 1% sequentially, but increased by 6%year-over-year to $549 million. ú The Remote Access Concentrator segment (about 83% of the total Remote Access market) increased by 4% sequentially and 17% year-over-year to $455 million. ú The Remote Access Server segment (about 17% of the total Remote Access market) declined by 19% sequentially and 29% year-over-year to $94 million. ú Definition: Remote Access Concentrators and Remote Access Servers enable users to dial-in from remote locations to access LAN and network resources. Remote Access Servers typically have less than 16 ports per box and are used by smaller workgroups, while Remote Access Concentrators typically have more than 40 ports per box and are used by large organizations, ISPs and Service Providers. Market Share: ú 3Com leads the Remote Access market with 31% market share, down six share points from 37% in the previous quarter. Cisco's market share increased sequentially from 18% to 23%. ú In the Remote Access Concentrator segment, 3Com is the market leader with 34% market share, down sequentially from 41%. Cisco's market shared increased sequentially from 15% to 21%. ú We estimate that 3Com's market share decline was due to the company's efforts to reduce channel inventories during the quarter. n Unit Shipments: ú Shipments for Remote Access Concentrators declined by 13% sequentially, but increased by 114% year-over-year to 1.8 million ports during the quarter. Pricing Trends: ú Average Selling Price for the Remote Access Concentrator segment increased by 19% sequentially to $252 per port. remote access chart home1.gte.net