Conference netcad::hub_mgnt

1006.0. "PRESS QUOTES ON HUB" by DELNI::ROUNDS () Thu May 19 1994 07:33

From:	NETWKS::OCONNELL "Ruth..Corp AR.. 223-6827/226-5848  18-May-1994 1729" 18-MAY-1994 17:48:17.02
To:	@INTEROP.DIS
CC:	OCONNELL
Subj:	ANALYST QUOTES - PLEASE USE AS NEEDED!

Hi,

Thank you all for your great comments and feedback on my Interop '94
trip report. I received several requests for quotes/press reports 
which could be shared with customers, and although we have not
finalized Interop '94 coverage, I wanted to pass along a quotes report 
we have been collecting over time, one which you can feel free to 
share with your customers now!

This report does include any quotes we have as of today from Interop,
and I have attached (at end of report) two articles which have
been published in the press (PC Week and Dataquest TeleViews), both 
very positive!

I will plan to continue finalizing quotes, and work with Jamie Pearson
and Dick Price to finalize press/analyst coverage we received as part 
of our press/analyst Intyerop briefings, and send that report out to
you as soon as possible. 

In the meantime, I hope these quotes will help you. Please feel free
to call with any questions. Regards, Ruth




Analyst Quotes:
--------------

Networking:
-----------
"Digital utilizes a structure methodology to identify and integrate the
best in class in networking technology into a customer's existing network"
	- Marty Palka, Dataquest

" Digital is clearly making a major effort to provide comprehensive network 
services for all enterprise network users regardless of platform. The 
ability to insert a wireless bridge card within a Digital intelligent 
hub is important to LAN managers who want a one vendor solution and an 
end to vendor finger-pointing whenever a problem arises. In its own quiet 
way, Digital is effectively positioning itself as the vendor with the 
largest arsenal of enterprise network integration tools."

	- Stan Schatt PhD
	  Director, LAN Service
	  Computer Intelligence InfoCorp


"...IDC was impressed with the clarity of its frameworks for
mapping software products to distributed computing challenges. They
have simplified the conceptual problem for the user and at the same
time packaged sets of world class products with a range of focused
services over a global distribution network. This positions Digital
well for enterprise scale client/server solutions."

	- Tony Picardi
	  Director, Application Development Tools
	  International Data Corporation

DECHUB 900
-----------
" The DEChub 900 holds the promoise of a seamless migration to ATM -- a true
ATM-read solutions -- without a forklift upgrade attractive to enduser."
		
		- Charlie Robbins, Aberdeen Group


" It's a good modular upgrade path for those people who want to upgrade
  to higher enterprisewide intelligent hubs."
		- Marty Palka, Dataquest 

ATM:
-----
"Aberdeen is intrigued by Digital's attention to the key issues of [ATM] 
network stability and availability".

		- Charlie Robbins, Aberdeen Group 
 
"Digital has made an excellent opening move in the game of "ATM-chess".
 Focus on the premises and the delivery of ATM to their installed
 base through upgrade rather than replacement will make them an instant
 player in the marketplace."

		- Frank Dzubeck, President, Communications Network
	          Architects 

"Digital is well poisition on two fronts.  First it has aclear vision of
 the comprehensive nature of numerous ATM elemsent....[and] has brought forth 
 an aggressive commitment that leverages its legacy GIGAswtich base."

		- Charlie Robbins, Aberdeen Group 

"The company will demonstrate [Interop '94]the GIGAswitch with the 
 Premises ATM Switch to show that DEC has made its mark on the ATM map...
 The Premises Switch is real. I believe that people will take [it]
 seriously when they see the demo."
		- Paul Callahan, Forrester Research


"Digital's  stand on [ATM] congestions, blocking and emulations issues is
 the jewel which helps to separate its palns from a full gamut of 'me too'
 offerings in the ATM area"
		
		- Charlie Robbins, Aberdeen Group 

"DEC's rollout of an ATM card for the GIGAswitch fits most user's plans
 for ATM, which call for backbone deployment first and desktop usage
 later."
		- Paul Callahan, Forrester Research 

FDDI:
----- 
Re: GIGAswitch " There's no other FDDI product that can do that!"
		- Charlie Robbins, Aberdeen Pratt Whitney Article


"There is no other FDDI product that can quadruple network performance like 
 Digital's GIGAswitch".
		- Charlie Robbins, Aberdeen Group

Routers:
--------
" Users with a large number of access layer sites must consider Digital 
  because of its DECBrouter 90's features and pricing"
		- Mike Zboray, Gartner Group 

" DECNIS routers give network control meessages priority over data
  packages.  This is a key feature for router use in the wide area network 
  since it assures fast uptake of network router tables."
		- Mike Zboray, Gartner Group 

Mobile/Wireless:
----------------

"Digital is poised for success. It has every reason to win in the
 market if it delivers on what we heard today."
  		-  James N. Budwey, Editor-in-Chief,
		   Telecommunications Magazine

"Digital knows better than anyone else how to put all the pieces
 together."
		- Peter Raulerson, President and CEO
		  PARATECHNOLGY

"Digital's approach to growing the market includes aggressive pricing,
 a comprehensive strategy, and standards based compatible products."    
		- T. Doane Perry, 
		  Business Research Group

"Analysts said...the products give network managers an enterprise 
 approach to slving problems associated with mobile clients."
		- Shawn Willet, Editor


RE: ROAMABOUT MOBILE IP:
"Most of our fortune 1000 clients are experiencing problems as they
 deal with the simultaneous move to TCP/IP to the desktop and, at
 the same time, introduce huge numbers of mobile devices into their
 user base. These types of nagging questions, until now could not
 be answered. Digital's Roamabout Mobile IP appears to offer an 
 answer to this problem.
		- Jim Harrison, META Group
		  VP Global Networking Service


RE. ROAMABOUT MOBILE IP:
"This is a farily unique product. It lets you walk around inside a
 building without having to reconnect to the server and processes
 you were on."
		- Richard Buchanan
		  Forrester Research


-RE: WaveLAN "...They're easy to set up and reliable, making them good 
 candidates for networking hard-to-reach places."
			John Bryan, PC Computing

       

===========================================================================

The following articles were the first to appear as a result of our Interop
briefings:
   
============================================================================
SUBJECT:  DEC TO BRING ATM TO GIGASWITCH LINE
SOURCE:   ZiffWire via First! by INDIVIDUAL, Inc.
DATE:     May 3, 1994
INDEX:    [7]
----------------------------------------------------------------------------

  PC Week via First! : Digital Equipment Corp. will announce this week ATM
and FDDI products designed to aid users building high-bandwidth networks.

  DEC will unveil at the NetWorld+Interop trade show an asynchronous
transfer mode line card for its GigaSwitch FDDI switch, according to a
source familiar with DEC's plans. The card will enable a migration from
switched FDDI to ATM over T-3 or SONET links. Last fall, DEC outlined its
plans to roll out ATM products, including the GigaSwitch card and the
Premises ATM Switch.

  The company will demonstrate the GigaSwitch with the Premises ATM Switch
to show that DEC has made its mark on the ATM map, said Paul Callahan,
industry analyst with Forrester Research Inc., in Cambridge, Mass.

  "The Premises Switch is real. I believe that people will take [it]
seriously when they see the demo," said Callahan.

  In a related announcement, DEC will roll out a four-port GigaSwitch FDDI
card. Using three cards in the GigaSwitch will expand its capacity from 22
to 34 ports.

  Enhanced GigaSwitch firmware will also give users an integrated Address
Resolution Protocol server and dual homing for fault-tolerant
configurations, said the source.

  Also to be unveiled at the trade show in Las Vegas this week are the
DECbridge 900MX seven-port Ethernet-to-FDDI switch and the DECconcentrator
900MX, an eight-port FDDI wiring hub.

  In addition, DEC will announce the DECrepeater 900FP, a per-port switching
module that connects 12 fiber Ethernet links to a central hub. All the
devices work either on a stand-alone basis or in the DEChub 900 MultiSwitch
backplane, the source said.

  DEC's rollout of an ATM card for the GigaSwitch fits with most user's
plans for ATM, which call for backbone deployment first and desktop usage
later, said Callahan.

  A recent Forrester report found that 64 percent of the respondents said
that they would bring ATM on the backbone first as a replacement for FDDI.
Only 3 percent of the survey's respondents said they would bring ATM to the
desktop first.

  Wendy Pickering, PC Week

[05-03-94 at 17:20 EDT, Copyright 1994, ZiffWire, File: c0503191.9zf]

============================================================================

DATAQUEST TELECOMMUNICATIONS GROUP - TELEVIEWS 11-MAY-1994
************************************************************

NEWS:  Discussions with Digital executives at Networld + 
Interop indicated that the networking business unit at 
Digital reached $500 million in 1993.   Despite being 
dragged down by declining terminal server sales, the 
business unit grew 16 percent overall, and its hub shipments 
grew 40 percent.   

DQ View:  Digital's networking business is strong in revenue 
and profitability growth, but that fact is hidden inside the 
overall Digital financial results.  As part of Digital's 
restructuring plan due to its poor financial results last 
quarter, the company is considering the sale of one or more 
of its business units.  The rumors on the street are that 
AMD might be interested in purchasing Digital's Scotland-
based semiconductor facility.  AMD needs the capacity, and 
the company announced a foundry agreement with Digital 
earlier this year whereby Digital will be manufacturing up 
to 2 million of AMD's 486 products per year starting in the 
fourth quarter of this year.  Could Digital's networking 
business be a potential sales candidate?  We doubt that 
Digital would let this diamond in the rough go-networking is 
too close to one of Digital's core competencies.  Digital's 
networking business unit announced new ATM-switching 
capabilities at the show, and it has quite a few products in 
the development pipeline.    A remote possibility:  
Wellfleet has yet to belly up to the bar to purchase a hub 
company.
    
More info.: Marty Palka (408) 437-8597 
([email protected])