To: Vladimir Zelener who wrote (11856 ) 7/1/1998 5:05:00 PM From: Zephod Respond to
The quote I pulled in the previous message was taken out of context. Trey was probably referring to the following quote which references ADSL deployments in general, the previous referencing Bell Atlantic and Westell sales. Here's the full text.The reality is that mass deployment will happen a lot later than any of us would have liked but once it happens for real it may ramp up a lot faster than many of us expect. "As work continues to expand with our DLC partners, we're working with DSC and Lucent, more & more to build our universally available DSL into their customers deployed systems all across the country. We are also looking at expanding opportunities in the rate adaptive DSL CLEC business marketplace as well. This is a very interesting market, its 77,000 buildings in the US hold 70% of the data market in this country. We are currently engaged in a number of campus type DSL deployments and are working with several ISP's for building type deployments in several large cities ".At our annual sales meeting last month George Barber the top ADSL executive at TI spoke to our leadership. He wanted to make it clear what TI's intent was as to its relationship with Westell, so let me quote him. "It is Ti's intention that the TI/Westell alliance set, lead, and drive industry direction for ADSL technology and deployment. We've worked very hard to make this relationship to most it can possibly be ."First you mentioned Bell Atlantic and US West I hope that it's absolutely true that they both turn out to be very aggressive, one thing you should keep in mind you say we all know who US West is working with, you also recall from the articles ...they need solutions for the DLC, so what kind of DLC do they have, and what DSL solutions are available, it doesn't take a rocket scientist to figure out they have some DSC, some SLC products, so certainly that would be a target market for those type of solutions. So I hope they're real aggressive and I hope we have the opportunity to provide solutions through our partners to them...On Bell Atlantic we're seeing that they have a firm forecast, they've been pretty confidant in it however there is a high probability of a large deviation because when you open this up and make it available, just to see how customers accept it is an unknown for them, so I think there's some increasing confidence that it could be different that they're forecast shows and that could be a positive type of situation. You mentioned the exclusive, you mentioned RADSL, I think Bell Atlantic, along with the rest of our customers, are interested in migrating to industry standard type of solutions as soon as possible. Bell Atlantic has been very practical in saying the number one thing is their customers and to get going... that they would like to migrate to DMT as soon as it's available, and available to them means available in the power, the size, the cost, the performance with the reliability they want. I think it's fair to say that in '99 ...probably in the mid to late '99 you'll see them migrate to a DMT solution. To that extent I don't think it's realistic to assume that we necessarily have an exclusive arrangement. I would be very happy if they bought solutions from DSC from Lucent and from Westell directly. I would have no problem with that non-exclusive arrangement. Certainly there's a possibility of some of the other suppliers getting some of the business to though ." we are in this for the longer term because the longer term is where profits are exponentially larger ."
