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To: Glenn McDougall who wrote (8917)	1/9/1999 12:23:00 PM
From: pat mudge	Respond to of 18016

Telcos Drive Networking Vendors; Companies Align Resources to Capture Spending BOCA RATON, FLA. (Jan. 8) BUSINESS WIRE- Jan. 8, 1999--Top Networking companies are setting up new divisions, developing new support structures and realigning their infrastructures to accommodate the needs of telecommunications companies. With spending budgets totaling $650 billion by 2001, Telcos have become a very attractive target for data communication vendors. "Some companies are even helping ISPs transition to CLECs, creating an even greater need for switching products," said Patricia Colbert, president of the Chandler Group. "Clearly the market potential is there, justifying the significant investments being made," she added. In its most recent report, Telco Business Strategies, the Chandler Group has analyzed five of the top networking vendors, including the emerging star Lucent Technologies, for tactical changes that each has made to foster Telco business. The analysis includes market and sales strategies that each company employs to capture prospects in this growth area, which alliances have been established as well as what sales have been won as a result. "We looked at what these companies have done for Telcos and what course they are planning to follow to stay on top," Colbert remarked. The Telco Business Strategies Report: Networking Vendors, is available now from the Chandler Group. It includes an analysis of 3COM, Bay/Nortel Networks, Cisco Systems, Lucent Technologies, and Newbridge Networks. the Chandler Group The company was formed in 1988 as a focal point for channel program strategies. It is the only consulting firm in the technology industry solely committed to the research and analysis of distribution and program strategies. Complementing this report, the company also publishes competitive studies on Software, Networking and Hardware Vendor's distribution channel programs. ------------------------------------------------------------------------ lhs/mi* CONTACT: The Chandler Group, Boca Raton Pat Colbert, 561/392-9220