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To: joe who wrote (22718)	10/12/1998 8:57:00 PM
From: chenys	Read Replies (1) \| Respond to of 45548

It is the "Theory of maximal pain", as expounded by Glen some time ago in this thread. But basically, if you agree that most 30 calls are long, and if you also believe that they are held by the big hands, then you can bet that they will make sure that their purchases make profits, and the price would follow.

To: joe who wrote (22718)	10/13/1998 9:54:00 AM
From: Moonray	Read Replies (1) \| Respond to of 45548

Wireless LAN Alliance Study Quantifies Return on Wireless LAN Investment - BW, 09:03 a.m. Oct 13, 1998 Eastern Average Time for Payback of All Costs Associated With Wireless Local Area Networking Solution Shown To Be 8.9 Months REDWOOD CITY, Calif.--(BUSINESS WIRE)--Oct. 13, 1998-- The Wireless LAN Alliance (WLANA), a consortium of leading worldwide suppliers of wireless local area networking products and technologies, announced today the results of a study commissioned to examine the costs and benefits associated with actual wireless LAN installations. Major Study Findings: -- The average time to fully pay back the initial costs of wireless LAN installations was 8.9 months. -- 97% of customers said that wireless LANs met or exceeded their expectation to provide their company a competitive advantage. -- The productivity benefits quantified were found to be 48% of the total return on investment. -- 92% reported "definite economic and business benefits" found after installation. -- 92% reported plans to continue to deploy wireless LANs in the future. "Customers deploying wireless LANs today are adding efficiency, productivity and competitiveness to their businesses," said Mack Sullivan, director of the Wireless LAN Alliance. "The results of this study help to explain why the wireless LAN market is growing at a 40%-60% annual rate and is expected to reach $1 billion by the year 2000." "The results of this study are a powerful endorsement for this rapidly growing, $325 million segment of the wireless data industry," said Jeff Abramowitz, president of the Wireless LAN Alliance. "Swift financial payback and high customer satisfaction explain the continued adoption of wireless LANs in vertical markets. The overall market dynamics combined with the productivity benefits identified in the study strongly suggests success of adoption in the general purpose market." About the Study The return on investment study was conducted by Tech Research, an independent market research firm, and was sponsored by the Wireless LAN Alliance. Comprehensive interviews were conducted with 34 companies that had a combined total of 10,000 wireless LAN devices deployed. Customers were selected from five industry groupings: Healthcare, Education, Manufacturing, Retail and Office-Automation/Financial. Costs included WLAN hardware, management expenses, application development expenses, outsourced fees and any associated downtime expenses. The selection criteria required each company to have a minimum of 50 wireless LAN nodes installed for at least one year. To receive an eight-page Executive Summary of this study, please contact Mack Sullivan, WLANA's director, at mack@wlana.com or Rich Henderson, a representative from WLANA's public relations firm, Porchivina and Associates, at rich@papr.com. About WLANA The Wireless LAN Alliance is a non-profit consortium of wireless LAN vendors that provides a clearinghouse of information about wireless local area network applications, issues and trends. The Alliance maintains an educational web site at www.wlana.com that includes industry white papers, application case studies and links to related topics and member web sites. The following is a list of WLANA members, followed by a link to their web sites: 3Com, 3com.com Aironet, aironet.com Bay Networks Wireless LAN Group (Formerly Netwave Technologies, Inc.), netwave-wireless.com BreezeCOM, breezecom.com Cabletron Systems, cabletron.com Harris Semiconductor, semi.harris.com Intermec Technologies, intermec.com Lucent Technologies, wavelan.com Proxim, Inc., proxim.com Raytheon Wireless Solutions, raylink.com Symbol Technologies, symbol.com For more information on WLANA and its educational efforts, please contact the Wireless LAN Alliance at: 2723 Delaware Avenue, Redwood City, CA 94061, EMAIL: info@wlana.com. Copyright 1998, Business Wire o~~~O