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`Emerging
`Technology
`
`:1l'st:ut.$l.'-Til tn SSEIU. ]'I.'1'tn'rtl1lg.' acct.-en. lees
`t}rpicall}' run from $25 to $."':|.J. ti-Ins per-
`rniriute r.'harfi_es oi Letttl to 1 5 rent 5 file-
`pencling on whether the ctmncctinn is
`made during pealt or nonpeul-c |1nIIrs1.
`l.'.'i-DN murierrls, also ltnt:-t.'-.".I1 ..ist1:ruI.irI:il
`adapters. are generally priced from Slim
`to 5-4-Bil.
`
`li nne is l1JCk}"E1'l.I.'I'lJgl!l It: he in an area
`with multiple lSl‘.+l‘-i ptoeid ers. me can
`shup artaunrl For access tin the l'Ia-.i:. trl
`price and technical quality. .'it:-ts1r.' l.‘iE‘JN
`pro-1..'idnrs. dur|."r offer HR! s.er-.'n.:t- at the
`full -fi4Khps rate. Switcltittp t-q-.:ip-uncut
`limitatittn.-t Friree Faciiit: Bell. It Ire it:1111-
`pine, tn limit the maximum
`thrnughptlt l|'l. some areas
`to Séiihps per channel.
`Ijnlting tn the lntetnet
`via HRI can also be more er-
`
`pensice than with an analog
`tnndern. .-hlthtmgli many inter-
`netaceess providers are bring-
`ing their ISDN Em L'lu~_-ter 'l£|:!| the
`“$19.95 per month, unlimited
`time“ deals available to :lt'.;1lIJ5.'.
`modem 5 uhserihets, uthen. enu-
`rinue tee charge ISDN customers signifi-
`caur|1,r higher access fecs—‘§ ill in Fifi“?
`per month plus pe-r-minute cltaritcs.
`
`The Still Eiiallenge
`Although ISDN has hlrisstnned, set.‘-::ral
`challengers loom on the hn1'I'.'.uI1. Tl'|1.'
`most irnituetiiate threat Domes itt:-In 11-ct-.
`
`to pro-
`5t‘ii'Chps rnr_tLiI:1'I1s, which pt'[2I|'|I'.lH'.€
`vide near-l’iRl-class service wlrhullr El'Ic
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`coniplesity or erttta eost. L|.:-.. Itriltotucs
`fleets. '|L'.t:Ir[:I.r.tl' Elttiitie, llL, alnl l'ita.'l.'.tt:ll
`S-ernicnnclucrnr S-trsterns r:-i‘ hie wflrirr
`Beach. Ca li|"., ha ve each tic-‘cl-:1‘-cd
`jéifihrps modern technologies .-eallu.-:.'. s2
`and l6l..‘i|5Plus, respectively? that wrsrl-c
`otret standard relic-phone lines.
`Buth technulungies taite ail t-‘an t.'Le.t: -.Jl
`n1-nclern digital phone netwt:-rlts and u.li_I:,-
`II:‘lll}' connected mo-tl em r:Ick- at the
`server end ol the telepliorie at-two-tit. Ihc
`5-t'iK n'Lu-dent is a useful st:-lutitut l'r1ri11nJi
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`viduais and -cc:-tttpa.1'I.ies that waI1t:'.1stct
`data corr1mIu1'IicatirJ-ns hut nI'rI1'r n':I:i'_-'
`to iue est in ISDN. sa;-s R|:|l"-|."|'l
`l'l|i.ll.IL'l'..
`vice president of fl'|iFl|:l:'tIlr|5\.E in-1' l.l.3~.
`Ftohotics Mtihi le Curnmu t1in.'.tti liI]'|!i
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`Cnrp. in Salt Lalte City. "5|"il"i. cat: run‘
`q1.|'|ck]}' meet users’ near-terrn retluire-
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`Design .s_'y'ste:ms allow cnnsmners to create
`
`products exttetiy the may they want then:
`
`T t;t.riIi.at. .\r'lE‘l‘\'.£-'|:'.|lt|:JHr:'
`
`A-supplierCiscoSystems lnc.
`
`in §art_]r.rse,, (.'aliE.. when
`.-mics reps or resellers need new con-
`uectilrlty, they tlial into Cisetfs
`secure Web site, t.'l'llIHEI5l: irtirn a
`menu oi options. and then design
`and price a eustutnizetl |1:rtI-ti uet that
`meets their specific needs.
`At Ch r1.'slert"orp. in rl'.|-ll'.|l|l'|'|
`Hills. it-1ich.. ettstomers
`stem will use the Weh tu-
`
`tltsigo and order their
`"*dre.amc.1rs“e.quits
`ped with the features.
`E{iIl.(lI and i'inanr;i11g
`they require.
`The comrrlu-u
`element in each
`transaction is
`interactive prod-
`'l.'lL"t |§.Il'l-]'l‘l'.l.gHrE.-
`tion. a nt-ax generation of
`salei.tt|t'l1ntJltJj1'I,_tr that alltznnt easy euc-
`tomirntion oi compicx products. He-
`jrontl sales force automation. which
`strea miines the sales process. config-
`uration systems aim to better match
`a cumpanfs ptL:I]uI..'ts with ilzi cus-
`tt1n'Iers' spcciiit; needs. TWEJ promi-
`nent tentlors In this emerging fieltl
`are Calico Ieelutolugy Inc. in San
`_Tr arse, Calif. ftr.Itettr.t.:.lt't'u:'et.h.crint,l
`an-tl Trilogr Dcrcloprr-ent l'."-map Inc.
`in Pmstin. '15e.~tas tftteetrttr-itlog;-:t'.eoIr1.l'.
`'CisI..'u's salts Iton figuration is
`etuhled
`Cnncinity Cnnfiguratinn
`Engine. 'I.I..'hich,li1tr: an e's"pr:r'ienc+:cl
`sales rep, provides users with Feed-
`hatlt nu the selectitins they rnalte.
`l:»DL'bClJ'llE}' uses an ol.'nject-orieutetl
`ap-p-rua.r.:l'I to 1.le-relup mu-;J-zis that
`cl.-tst:ril:|-e htrw each 'prt!dIl|..‘l: is config-
`urr.-.rl, price:-d nncl r;|Iritt:rl., and the
`relationship betweett options and
`him their tails: user needs. The sys-
`terns irIl'.r.1_.:ratur totals ptL11."id.e derel-
`tipers and irioe.-_gtatt:~1'_s 1.I,'i'rh r1['u:ir1-nal
`set".-'iees..ine|1Iding application pne-
`gra1nminp;i1ttetI'aet support.
`It-'l.i::toso:‘t UL1-_' nattornntion. open
`IJ.'stalsa.st: t:-un tu:t:ti1.-i t'_I.r tirivet and an
`
`enterprise resource planning IERH
`translator that enables customers to
`
`e.'ttrar:t product data and husiness
`logic from ERF systems.
`Cunciniry, which Ciscu has used.
`since I955, has helped reduce the
`error rate on customer orders ha." 31}
`p-eteent, acctirding to ‘rice prretidettt
`of I5 and CEO Peter S-ol-rilt. who
`says Ciseo recouped its investment
`in 'i_i|.'.|I‘.lI.‘_ll1iI}' within a year.
`
`PFll'.|l]Il.l[TU]l'll-I13-|JHfiIT|fll'l
`
`Chrysler’: approach is refined by
`Ti'ilr|g'_v."s Sell itlg Chain stsfmrare, :3
`cl icntisenrer L'I'|II:"l'['l1'lSE application
`suite diat helps turnpanies sttearttljm:
`frnnt-nffice h‘u.-tiness processes artcl.
`create direct links between customers
`
`and E't'llt:I'[:II"is'E"I.'I.|lvIl.uI:iI1!l'-r.JI'I1"IaI'iLn'1 sys-
`tems. "With :1 hnclshtin: that supports
`Microsoft's DLE. Selling Chain cre-
`ates st t.'tJ-nsistent i1'LIa:rF'at:e hut [111 Ml-
`uct. pricing and market information
`while providing a reaI—tinie View into
`the sales pipeiineol orders. requests
`and sales infomtation. Selling, Chain
`tllsnu integrates with El'l.l"' iqrstettls
`Frans su-ch vendors as Uracle C-ti-1'p..,,
`P-aan ll'lfl'!l'1'|.'tll4'J|'l-ill Inc. and 5.-‘I.|". At
`Chrg.-sit-t. ii-ell.iJ.'l;e; Chain will he Llsevtl
`l.'U
`L'l.'l§'l.'I.'l-'l'l'l-l!T.‘i 5l'|[]F EH-F C-l.'l'l-Ii db-
`sign new cars via the lnternetor at
`free-stand.u1.gltioslts in dealer show-
`rtitirrls-. By ti-‘pint; in their specific
`nlartir-—«:r=IlrI'I'. '|'|'|-|.'l|'|-l-'l'llfr' pa1rtncnt|im—
`its, so
`feni'urr,'s.—.::ui;tnn1..ers will
`be able to get the car they want
`rather than settle Far an availzthle
`car that almost Iueets their needs.
`ihlthuutflt the "fihh-etla bled cuti-
`lig;utat.inn tipritirl wt1rs't he a1.'a.ilal:ile
`to customers until later‘ this year‘,
`ihhrg.-slet olfieials say the new techv
`I'I|L|'l|iJ'g}' will I'l"|.'lJ'l|JI'.ll.ri|1i?'.'C autti sales-
`and p-In-rJuL‘I:ir:In. Rather than has:
`new rnnnthh 1'!-H'!u:lIlEl'l1'Il'| H-'|'| last
`mou th‘s sales. Chrysler expects to
`htlild the cars customers WEI11 t.
`when and where they e.-a.ut them.
`-Turin Field
`
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