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To: The Phoenix who wrote (743)	3/5/1998 12:17:00 PM
From: SteveG	Respond to of 1181

<A> Why They Buy: A Survey of ATM Customers Volume 28, Number 1 February 1998, pp. 51-53 By Kathryn Korostoff (kathryn@sageresearch.com), president of Sage Research (Natick, MA), which provides primary market research to clients in computer, software and networking markets. The following is an abstract of the printed article. Old assumptions die hard, but it may be time to rethink ATM's role in corporate networks. There's a tendency to imagine new technologies being used for all kinds of exotic applications like multimedia and scientific visualization. But a recent survey of ATM LAN customers, sponsored by the ATM Forum, found mainstream businesses with typical data traffic requirements using ATM, running the technology in production environments--and for common, relatively ordinary reasons. Clearly the need for high-capacity networks is what drives ATM deployment: Nearly two-thirds of survey respondents (62 percent) chose ATM "to provide increased bandwidth." In second place, at 33 percent, was "to support high-volume data traffic," while third was shared, at 32 percent, by "future-proofing" and "to support both high-volume data and delay-sensitive applications." The survey, conducted by Sage Research in October 1997, tabulated responses from 114 U.S. networking professionals in organizations that use ATM in a production campus or LAN environment. Pilot projects were disqualified, and wide-area ATM links were not part of the survey. Seventy-one percent of respondents first deployed ATM in their campus backbones. They have continued to deploy ATM in virtually every other portion of the network. Nearly half of the respondents now use ATM for server connections and building risers; even desktop use has grown--from 6 to 18 percent. Do ATM customers know something their non-ATM counterparts don't? Perhaps. Network managers could be taking a serious gamble if they conclude that video and other delay-sensitive traffic isn't going to increase and then plan (or fail to plan) accordingly. Similarly, those who got burned by underestimating the explosion in data networking traffic experienced in the past few years may want to look at ATM to avoid such mistakes in the future.