IP PBX Market Opportunities, Strategies, and Forecasts, 2005 to 2010 IP PBX. Picture by Susie Eustis MOUNTAINS OF OPPORTUNITY

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1 IP PBX Market Opportunities, Strategies, and Forecasts, 2005 to 2010 IP PBX Picture by Susie Eustis MOUNTAINS OF OPPORTUNITY WinterGreen Research, Inc. Lexington, Massachusetts

2 CHECK OUT THESE KEY TOPICS IP PBX MARKET SHARES THE MARKET FOR IP PBX SERVERS Computer Industry Servers New Generation of IP PBXs Driving Forces For Change In IP The PBX Industry IP PBX Definition CATEGORIES OF IP PBX SYSTEMS IP PBX MARKET DIRECTIONS VOICE OVER IP (VOIP) INTERNET OPPORTUNITIES PERSONAL MOBILITY IP PBX OPEN SYSTEMS PROTOCOLS IP TRAFFIC VOLUMES SOFT SWITCH DEFINITION PBX TECHNOLOGIES: IP TELEPHONY OPPORTUNITY ABOUNDS OPPORTUNITY ABOUNDS WinterGreen Research, Inc. Lexington, Massachusetts

3 IP PBX Market Opportunities, Strategies, and Forecasts, 2005 to 2010 IP PBX systems support efficient voice communication. Voice over IP is most certainly implemented as a system that attaches to a router and supports the transfer of voice signals as data in an IP network. Quality of service (QoS) is needed to give voice signals priority over large data packets. Voice IP and data capability are being added to traditional PBX voice systems to make them modern. Voice TDM line cards can be swapped with IP enabled ports in new systems. Open systems enable handling both voice and data via Internet protocol. Open systems mean that PBX functionality supports the ability to have value added services. Services include supply chain automation, streaming media, content delivery, and remote business education. Internet connectivity is becoming significant for every aspect of enterprise communication signal delivery. PBX systems are being modified to support Internet data exchange, , and video imaging communications. IP PBX systems are of two varieties. The can support the origination of calls (1) from a TDM system or (2) from a router. Ultimately they effect the transport of voice over the Internet (VoIP) using an IP protocol. Cisco is a leading IP voice vendor. It continued to realize revenue market share gains calendar Q Cisco Systems. is increasing enterprise voice revenue market share. Internet Protocol (IP) enterprise voice over IP (VoIP) Global IP PBX markets are expected to reach $26.9 billion dollars in the year The market grows at a steady positive rate over the years. The growth is brought by replacement of digital proprietary voice systems with systems that do handle the Internet with combined voice, data, and video. Music, Internet TV, and VoIP are market drivers. Companies will increase the use of data over networks.

4 Companies Profiled Market Leaders Cisco Systems Siemens Alcatel Avaya Market Participants 3Com Agilent Technologies Altigen BOScom/B.O.S. D-Link Systems, Inc. Empirix Ericsson Fujitsu Inter-Tel Mera Systems Mitel NEC NextWest Nortel OKI Panasonic Philips Planet Pulse Quintum Technologies Samsung Shortel (Shoreline Teleworks) Solid Information Technology VocalTec V3 Global WellTech

5 IP PBX Strategies and Forecasts, REPORT METHODOLOGY THIS IS THE TWO-HUNDRED AND THIRTY-SECOND REPORT IN A SERIES OF MARKET RESEARCH REPORTS THAT PROVIDE FORECASTS IN COMMUNICATIONS, TELECOMMUNICATIONS, THE INTERNET, COMPUTER, SOFTWARE, TELEPHONE EQUIPMENT, HEALTH EQUIPMENT, AND ENERGY. THE PROJECT LEADERS TAKE DIRECT RESPONSIBILITY FOR WRITING AND PREPARING EACH REPORT. THEY HAVE SIGNIFICANT EXPERIENCE PREPARING INDUSTRY STUDIES. FORECASTS ARE BASED ON PRIMARY RESEARCH AND PROPRIETARY DATA BASES. FORECASTS REFLECT ANALYSIS OF THE MARKET TRENDS IN THE SEGMENT AND RELATED SEGMENTS. UNIT AND DOLLAR SHIPMENTS ARE ANALYZED THROUGH CONSIDERATION OF DOLLAR VOLUME OF EACH MARKET PARTICIPATION IN THE SEGMENT. INSTALLED BASE ANALYSIS AND UNIT ANALYSIS IS BASED ON INTERVIEWS AND AN INFORMATION SEARCH. MARKET SHARE ANALYSIS INCLUDES CONVERSATIONS WITH KEY CUSTOMERS OF PRODUCTS, INDUSTRY SEGMENT LEADERS, MARKETING DIRECTORS, DISTRIBUTORS, LEADING MARKET PARTICIPANTS, OPINION LEADERS, AND COMPANIES SEEKING TO DEVELOP MEASURABLE MARKET SHARE. OVER 200 IN DEPTH INTERVIEWS ARE CONDUCTED FOR EACH REPORT WITH A BROAD RANGE OF KEY PARTICIPANTS AND INDUSTRY LEADERS IN THE MARKET SEGMENT. WE ESTABLISH ACCURATE MARKET FORECASTS BASED ON ECONOMIC AND MARKET CONDITIONS AS A BASE. USE INPUT/OUTPUT RATIOS, FLOW CHARTS, AND OTHER ECONOMIC METHODS TO QUANTIFY DATA. USE IN-HOUSE ANALYSTS WHO MEET STRINGENT QUALITY STANDARDS. INTERVIEWING KEY INDUSTRY PARTICIPANTS, EXPERTS AND END-USERS. OUR RESEARCH INCLUDES ACCESS TO LARGE PROPRIETARY DATABASES. LITERATURE SEARCH INCLUDES ANALYSIS OF TRADE PUBLICATIONS, GOVERNMENT REPORTS, AND CORPORATE LITERATURE. YOU MUST HAVE THIS STUDY

6 IP PBX Market Opportunities, Strategies, and Forecasts, 2005 to 2010 Table of Contents IP PBX EXECUTIVE SUMMARY IP PBX EXECUTIVE SUMMARY New Generation Of IP PBXs IP PBX Market Shares Cisco Siemens Nortel Avaya Alcatel Computer Industry Servers The Market For IP PBX Servers Driving Forces For Change In IP The PBX Industry ES-1 ES-1 ES-2 ES-3 ES-5 ES-5 ES-6 ES-6 ES-6 ES-7 ES-8 IP PBX MARKET DYNAMICS 1. IP PBX MARKET DYNAMICS Categories Of IP-PBX systems IP PBX Market Changes Product Categories IP PBX Application Services IP PBX Definition Forces For Change In The IP PBX Market Internet Impact IP PBX Market Directions Market Driving Forces Principal Competitive Factors Voice Over IP (VoIP) Interoperability New VoIP Product Categories Emerging IP PBX Definition Forces Of Change In The PBX Market Internet Opportunities Data And Media Communications IP PBX System Open Systems Call Centers Videoconferencing Personal Mobility 1-36 IP PBX MARKET SHARES AND MARKET FORECASTS 2. IP PBX MARKET SHARES AND MARKET FORECASTS Efficient Voice Communication With IP PBX Systems Converged Voice / Data PBX Applications 2-2

7 2.3 IP PBX Market Shares Cisco Siemens Cisco Internet Protocol Telephones Alcatel NEC Avaya IP PBX Market Shares Ports IP PBX Market Shares IP to TDM IP PBX Market Shares TDM to IP IP PBX Market Forecasts IP to TDM IP PBX Market Forecasts TDM to IP IP PBX Market Forecasts IP PBX Pricing Com IP PBX Pricing IP PBX Regional Analysis Voice Processing Applications 2-39 IP PBX PRODUCT DESCRIPTION 3. IP PBX PRODUCT DESCRIPTION IP PBXs Cisco Cisco Dynamic Shift to IP Telephony in Enterprise Market Cisco CallManager IP PBX Cisco Software-Based Call Processing Application Cisco Unity PBX IP Media Gateway Cisco Unity PIMG Digital Connectivity Cisco Voice and IBM and Cisco Enterprise IP Telephony IBM xseries and Cisco CallManager Cisco IP Conference Station Siemens Siemens Hicom HiPath is the Enterprise Convergence Architecture Siemens IP solution Alcatel Alcatel OmniPCX Avaya IP Telephony Solutions Avaya MultiVantage Communications Applications Avaya IP Office Avaya Enterprise Class IP Solutions (ECLIPS) portfolio, the DEFINITY Servers Avaya Definity Avaya Small and Medium Business Solutions Segments Avaya Communications Applications Avaya Contact Centers Avaya Unified Communication Communications IP PBX Appliances Avaya Services Segment Lucent Accelerate VoIP Solutions Nortel Succession NEC NEAX 2000 IPS 3-49

8 3.8.1 NEC NEAX 2400 Internet Protocol exchange (IPX) NEC Large-Scale IP-PBX Altigen IP-PBX Business Phone Systems AltiGen AltiServ Contact Center AltiServ IP PBX Phone Systems Solutions AltiServ SmallOffice IP PBX Phone Systems Solutions AltiServ 1 IP AltiServ Office II AltiServ Office III Com Com SIP-Based IP Telephony Multimedia Com IP Telephony Com: H323 Compatible Equipment Com Convergence Applications Suite Com VCX 5.0 IP Telephony Module Com NBX V3000 System COM NBX Communications System Com NBX VPIM Multisite Messaging Exchange WellTech Welltech Telephony SIP Proxy Welltech Telephony SIP Proxy Advantages Welltech Auto NAT Traversal Welltech Real-Time Call Routing Capabilities Welltech Analogue VoIP Gateways WellGate Shoretel (Shoreline Teleworks) Shoretel Single Management Interface ShoreTel Features ShoreTel Data-Network Independent ShoreTel Expansion Capability ShoreGear Voice Switches ShoreWare Voice Applications ShoreWare Director ShoreTel Call Manager ShoreTel Converged Conferencing ShoreTel Contact Center ShoreTel phone System Scales ShoreTel Phone System Key Benefits ShoreTel Unified Messaging ShoreWare Automated Attendant Calista Samsung Electronics' VoIP solution Samsung Media Gateway Samsung Media Gateway Benefits Samsung SMG series of Media Gateways Features Mera Applications For IP telephony Mera MVTS Session Controller Security Quintium VoIP Quintium Tenor AS Series Quintum Tenor AX Switch Quintum Tenor Switching Architecture Quintum IP PBX Branch Office 3-107

9 Quintum Tenor Extends The Nortel Networks Succession Quintum VoIP Management Solution Maintain Service Quality WellTech Welltech Telephony SIP Proxy Welltech Telephony SIP Proxy Advantages Welltech Analogue VoIP Gateways D-Link VoIP D-Link Network Management D-Link Advanced Enterprise Features Planet Planet VIP-450 is SIP Key Features Planet VoIP, FoIP and Network Conversion Planet VoIP IPX Planet VoIP Gateway V3 Global VoIP Product NextWest Intertel Intertel Axxess Intertel Technology Supports Convergence Inter-Tel Second Quarter 2004 Revenue Fujitsu Mitel Mitel Wireless Voice and Data BosCom BosCom Point-To-Point VoIP Migration Solutions BOSaNOVA Claro Polycom Conference Phone VoIP IP PBX CONVERGED VOICE AND DATA TECHNOLOGY 4. IP PBX CONVERGED VOICE AND DATA TECHNOLOGY PBX Technologies: IP Telephony Voice-Over-IP Platforms IP PBX Open Systems IP PBX Mobility Technology Interoperability Protocols SIP Interoperating Partnerships IP Traffic Volumes Soft Switch Definition Soft Switch Opportunity Soft Switch Positioning Fault-Tolerant Server As Core Platform For Soft Switch Technology Voice Over IP Switching Shift To Packets 4-13 IP PBX COMPANY DESCRIPTIONS 5. IP PBX COMPANY DESCRIPTIONS Com Com Enterprise Networking Com Networking Categories Of Data Networking 5-4

10 Com Network Security Com Strategic Partnerships Com Solutions and Technology Partners Com Distribution Channel Com Alliance With Siemens Business Services Huawei-3Com Joint Venture Com Revenue Com IP Telephony Agilent Technologies Alcatel Alcatel Positioning Alcatel Market Issues Alcatel Multiservice Aggregation Alcatel Broadband Access Alcatel Data Networks Alcatel-To-End Communications Solutions Alcatel VND Division Alcatel Net Sales Alcatel Third Quarter 2004 Revenue Alcatel Fixed Communications Alcatel Mobile Communications Alcatel Private Communications Alcatel Third Quarter 2004 Regional Revenue Third Quarter 2003 Regional Revenue Alcatel Participation In Communications Network Equipment Markets Alcatel Metro DWDM Alcatel and Optics Altigen AltiGen IP PBX Solutions AltiServ Flexible And Modular Feature Licensing AltiGen Systems Low Cost Of Ownership Avaya BOScom / B.O.S B.O.S. / Surf Communication Solutions Affiliate Cisco Systems Cisco IP Communications Cisco / Linksys D-Link Systems, Inc D-Link Systems: Revenue September D-Link Consumer Connectivity D-Link Global Presence Empirix Ericsson Fujitsu Fujitsu Network Communications Fujitsu Considers WiMAX vs. 3G vs. Wi-Fi Fujitsu FLASHWAVE 7500 Small System Fujitsu FASST Transition Solutions Inter-Tel Inter-Tel Second Quarter 2004 Revenue Mera Systems Mitel 5-67

11 5.15 NEC NEC IT And Networking Technologies NEC Internet Broadband Network Positioning NextWest Nortel Nortel VoIP Network Elements Nortel VoIP Enabling Technologies Nortel ATM (Asynchronous Transfer Mode) Nortel Networking And Communication Services And Infrastructure Nortel Network Elements Nortel Enabling Technologies Nortel ATM (Asynchronous Transfer Mode) OKI Oki Internet Voice Gateway Panasonic Philips Planet Planet Business Strategy Planet Product Development Strategy Pulse Quintum Technologies Quintum / Bright Star Tenor Platform VoIP Solution Quintum Voice-Over-IP Technologies Samsung Shortel (Shoreline Teleworks) Siemens Siemens Business Services Siemens Research and Development Siemens Information and Communication Networks Solid Information Technology Solid Is Used To Power Next -Generation Carrier-Class VoIP Solutions VocalTec VocalTec Communications Revenue VocalTec Communications Customers V3 Global VGBL.PK VoIP Product WellTech 5-106

12 List of Tables and Figures IP PBX EXECUTIVE SUMMARY Figure ES-1 Worldwide IP PBX Market Shares, First Three Quarters 2004 Figure ES-2 Worldwide IP PBX Market Forecasts, Dollars, Table ES-3 Driving Forces For Change In The PBX Industry ES-3 ES-7 ES-8 IP PBX MARKET DYNAMICS Table Converged Voice / Data PBX Application Services Table IP PBX Market Growth Factors Table IP PBX Market Change Factors Table Growth Factors In The IP PBX Industry Table IP PBX Sales Strategy Table Small And Medium IP PBX Business Sectors Table IP PBX Market Driving Forces Table Key IP PBX Network Functions Table IP PBX Market Demand Table Shifts In The PBX Industry Table Network Configurations That Intersect PBX Systems IP PBX MARKET SHARES AND MARKET FORECASTS Table Converged Voice / Data PBX Applications Table IP PBX Market Growth Accelerators Table IP PBX Market Change Factors Table Growth Factors In The IP PBX Industry Figure Worldwide IP PBX Market Shares, 2003 Figure Worldwide IP PBX Market Shares, First Three Quarters 2004

13 Table Worldwide Enterprise Voice Over Internet Protocol IP PBX Equipment Market Shares, Dollars, 2003 and First Three Quarters 2004 Table Avaya VoIP Compatible Equipment Figure Worldwide Service Provider Voice Over Internet Protocol (VoIP) TDM to IP Gateway Equipment Market Shares, Ports, 2003 Figure Worldwide Enterprise Voice Over Internet Protocol IP PBX Equipment Market Shares, Ports, First Three Quarters 2004 Table Worldwide Enterprise Voice Over Internet Protocol IP PBX Equipment Market Shares, Ports Units, 2003 and First Three Quarters 2004 Figure Worldwide IP to TDM IP PBX VoIP Enterprise Equipment Market Shares, 2003 Figure Worldwide IP to TDM IP PBX VoIP Enterprise Equipment Market Shares, First Three Quarters 2004 Table Worldwide Enterprise Voice Over Internet Protocol IP to TDM Gateway Equipment Market Shares, Dollars, 2003 and First Three Quarters 2004 Figure Worldwide TDM to IP IP BBX VoIP Enterprise Equipment Market Shares, 2003 Figure Worldwide TDM to IP IP BBX VoIP Enterprise Equipment Market Shares, First Three Quarters 2004 Table Worldwide Enterprise Voice Over Internet Protocol TDM to IP Gateway Equipment Market Shares, Dollars, 2003 and First Three Quarters 2004 Figure Worldwide IP PBX Market Forecasts, Dollars, Figure Worldwide IP PBX Market Forecasts, Ports, Table Worldwide Enterprise IP PBX Market Forecasts, Shipments, Dollars, Figure Worldwide IP to TDM IP PBX Market Forecasts, Dollars, Figure Worldwide IP to TDM IP PBX Market Forecasts, Ports, Table Worldwide Enterprise IP PBX IP to TDM Market Forecasts, Shipments, Dollars, Figure Worldwide TDM to IP IP PBX Market Forecasts, Dollars, Figure Worldwide TDM to IP IP PBX Market Forecasts, Ports, Table Worldwide Enterprise IP PBX Market Forecasts, Shipments, Dollars, Table Worldwide Service Provider Voice Over Internet Protocol (VoIP) TDM to IP Market Forecasts, Shipments, Dollars, Table Worldwide Voice Over IP (VoIP) IP PBX Regional Market Analysis Worldwide, Percent, First Three Quarters 2004

14 Table Enterprise Voice Over IP (VoIP) IP PBX Regional Market Analysis Worldwide, Dollars, First Three Quarters 2004 Table Worldwide Enterprise IP PBX Equipment Regional User Market Analysis, Worldwide, Users, 2003 Table Worldwide Service Provider Voice Over Internet Protocol Equipment Regional User Market Analysis, Worldwide, Users, First Three Quarters 2004 Table Enterprise IP PBX Market Shares, Worldwide, First Three Quarters 2004 Figure Worldwide TDM to IP IP PBX VoIP Enterprise Equipment Market Shares, U.S., First Three Quarters 2004 IP PBX PRODUCT DESCRIPTION Table Selected Vendors Of IP PBXs Table IP PBX Factors Impacting LAN Markets Table Cisco Unity PBX IP Media Gateway Key Benefits Table IBM and Cisco Enterprise IP Telephony Table IBM and Cisco Leverage WebSphere Software Infrastructure for IP Telephony Table IBM and Cisco Enterprise IP Telephony Key Benefits Figure Cisco Call Manager Table Cisco IP Conference Station Features Table Avaya DEFINITY Server Positioning Table Avaya IP PBX Systems Capabilities Table Avaya IP Telephony Offerings Table Avaya Unified Communication Benefits Table Avaya Standard and Customized Services Table Lucent Accelerate VoIP Solution Positioning Table Lucent Components of Accelerate Enterprise Solutions VoIP Software Application Table Nortel Succession 3.0 Features and Benefits Table AltiGen AltiServ Contact Center Functions Table AltiServ SmallOffice Base Package Features

15 Table AltiServ1 IP business phone system Base Package features Table AltiServ Office II Base Package Table AltiServ Office III Base Package Features Table Com SIP Products Table Com Convergence Applications Suite Modules Table Com NBX Call-processing features Table WellGate VoIP Functions Table WellTech IVR Functions Table Welltech Telephony SIP Proxy Advantages Table Welltech Analogue VoIP Features Table 3-28 (Continued) 3-81 Welltech Analogue VoIP Features Table Welltech Analogue VoIP Benefits Table Welltech Analogue VoIP Functions Table WellGate 1501 Benefits Table Samsung Media Gateway Features Table Samsung Media Gateway Benefits Table Mera MVTS Session Controller Functions Table Quintium VoIP Tenor AS Features Table WellGate VoIP Functions Table WellTech IVR functions Table Welltech Telephony SIP Proxy Advantages Table Welltech Analogue VoIP Gateway Benefits Table D-Link Product Features Table D-Link Advanced Enterprise Features Table D-Link Product Features Table D-Link DVG-1120 Product Management Features

16 Table Planet VoIP IPX-1000Key Features Table V3-Global Primary Business Areas Table Intertel IP Telephony Positioning Table Benefits of Mitel All-in-One Solutions Table Mitel Converged Network Solution IP PBX CONVERGED VOICE AND DATA TECHNOLOGY Table Product Positioning For Converged Voice and Data IP PBX Systems Table Vendors That Support SIP Table Soft Switch Market Advantages Table IP-Based Interprocess Communication Modules Table Attributes of Soft Switches IP PBX COMPANY DESCRIPTIONS Table Com Market Positioning Table Com Capabilities In Categories Of Data Networking Table Alcatel Market Issues Table Alcatel Positioning To Address Carrier Issues Table Alcatel Strategic Network Focus Table Alcatel Data Networks Positioning Table Alcatel Metro DWDM Positioning Table Alcatel Terrestrial Optical Networking Strategy Table AltiGen IP PBX And Call Center Solutions Table Avaya Product Offerings Table Avaya Product Portfolio Table Better On-Line Solutions Functions Table Cisco / Linksys Business Use Of Products To Enhance Productivity

17 Table Mera Systems MVTS Session Controller Target Markets Table Mera Systems MVTS Session Controller Advantages Table Nortel Voice Over IP Benefits Table Nortel Voice Over IP VoIP Technologies Table Nortel Voice Over IP Benefits Table Oki Internet Voice Gateway Functions Table Planet Business Strategy Table Planet Product Development Strategy Table Quintum Voice-Over-IP Technologies Table Quintum Voice Over IP VoIP Solutions Characteristics Table Vocaltec Revenue-Generating Services Solutions

18 ABOUT THE COMPANY WINTERGREEN RESEARCH, HAS A UNIQUE RESEARCH STRATEGY THAT RELATES TO IDENTIFYING MARKET TRENDS THROUGH READING AND INTERVIEWING OPINION LEADERS. BY READING THE ELECTRONIC EQUIVALENT OF 40 FEET OF PAPER, WINTERGREEN RESEARCH SENIOR ANALYSTS CAN LEARN A LOT MORE ABOUT MARKETS, A LOT FASTER THAN CAN BE LEARNED THROUGH EXPENSIVE SURVEYS AND FOCUS GROUPS. THINKING ABOUT MARKET TRENDS IS A HIGH PRIORITY AT WINTERGREEN RESEARCH. AS WITH ALL RESEARCH, THE VALUE PROPOSITION FOR COMPETITIVE ANALYSIS COMES FROM INTELLECTUAL INPUT. IT IS A LUXURY REALLY, AVAILABLE TO ONLY A VERY FEW PEOPLE, TO BE ABLE TO GATHER INFORMATION, LOTS OF INFORMATION FROM READING MASSIVE AMOUNTS OF CONTENT, AND THEN TRYING TO MAKE SENSE OF THAT CONTENT. THE ABILITY TO THINK ABOUT MARKET TRENDS IS ENHANCED BY DOING IT OVER AND OVER FOR MANY DIFFERENT MARKETS. THAT IS WHAT WINTERGREEN RESEARCH IS ALL ABOUT: READING AND THINKING IS AN ESSENTIAL ASP ECT OF COMPETITIVE ANALYSIS. TALKING TO OPINION LEADERS IS THE THIRD ESSENTIAL ASPECT OF PRODUCING GOOD, RELIABLE DATA. WINTERGREEN RESEARCH, FOUNDED IN 1985, PROVIDES STRATEGIC MARKET ASSESSMENTS IN TELECOMMUNICATIONS, COMMUNICATIONS EQUIPMENT, HEALTH CARE, INTERNET AND ADVANCED COMPUTER TECHNOLOGY. INDUSTRY REPORTS FOCUS ON OPPORTUNITIES THAT EXPAND EXISTING MARKETS OR DEVELOP MAJOR NEW MARKETS. THE REPORTS ASSESS NEW PRODUCT AND SERVICE POSITIONING STRATEGIES, NEW AND EVOLVING TECHNOLOGIES, AND TECHNOLOGICAL IMPACT ON PRODUCTS, SERVICES, AND MARKETS. MARKET SHARES ARE PROVIDED. LEADING MARKET PARTICIPANTS ARE PROFILED, AND THEIR MARKETING STRATEGIES, ACQUISITIONS, AND STRATEGIC ALLIANCES ARE DISCUSSED. THE PRINCIPALS OF WINTERGREEN RESEARCH HAVE BEEN INVOLVED IN ANALYSIS AND FORECASTING OF INTERNATIONAL BUSINESS OPPORTUNITIES IN TELECOMMUNICATIONS AND ADVANCED COMPUTER TECHNOLOGY MARKETS FOR OVER 30 YEARS.

19 ABOUT THE PRINCIPAL AUTHORS ELLEN T. CURTISS, TECHNICAL DIRECTOR, CO-FOUNDER OF WINTERGREEN RESEARCH, CONDUCTS STRATEGIC AND MARKET ASSESSMENTS IN TECHNOLOGY-BASED INDUSTRIES. PREVIOUSLY SHE WAS A MEMBER OF THE STAFF OF ARTHUR D. LITTLE, INC., FOR 23 YEARS, MOST RECENTLY AS VICE PRESIDENT OF ARTHUR D. LITTLE DECISION RESOURCES, SPECIALIZING IN STRATEGIC PLANNING AND MARKET DEVELOPMENT SERVICES. SHE IS A GRADUATE OF BOSTON UNIVERSITY AND THE PROGRAM FOR MANAGEMENT DEVELOPMENT AT HARVARD GRADUATE SCHOOL OF BUSINESS ADMINISTRATION. SHE IS THE AUTHOR OF RECENT STUDIES ON WORLDWIDE TELECOMMUNICATIONS MARKETS, THE TOP TEN INTERNET EQUIPMENT COMPANIES, THE TOP TEN CONTRACT MANUFACTURING COMPANIES, AND THE TOP TEN TELECOMMUNICATIONS MARKET ANALYSIS AND FORECASTS. SUSAN EUSTIS, PRESIDENT, CO-FOUNDER OF WINTERGREEN RESEARCH, HAS DONE RESEARCH IN COMMUNICATIONS AND COMPUTER MARKETS AND APPLICATIONS. SHE HOLDS SEVERAL PATENTS IN MICROCOMPUTING AND PARALLEL PROCESSING. SHE HAS THE ORIGINAL PATENTS IN ELECTRONIC VOTING MACHINES. SHE HAS NEW PATENT APPLICATIONS IN FORMAT VARYING, MULITPROCESSING, AND ELECTRONIC VOTING. SHE IS THE AUTHOR OF RECENT STUDIES OF THE REGIONAL BELL OPERATING COMPANIES' MARKETING STRATEGIES, INTERNET EQUIPMENT, BIOMETRICS, A STUDY OF INTERNET EQUIPMENT, WORLDWIDE TELECOMMUNICATIONS EQUIPMENT, TOP TEN TELECOMMUNICATIONS, DIGITAL LOOP CARRIER, WEB HOSTING, WEB SERVICES, AND APPLICATION INTEGRATION MARKETS. MS. EUSTIS IS A GRADUATE OF BARNARD COLLEGE.

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