SAN FRANCISCO--(BUSINESS WIRE)--April 4, 1995--As part of Pacific Bell's commitment to making ISDN (Integrated Services Digital Network) accessible for mainstream computer users, the company has launched a major initiative that will join key industry players in a full-scale effort dedicated to ISDN ubiquity in California. The company has set a goal of installing 1 million ISDN lines by 1998.
"California is on the brink of a major breakthrough in ISDN acceptance and availability, and to get over the hurdle, we are working with many companies on solutions and fulfillment options for customers," said Mike Sapien, Pacific Bell's data products marketing director. "These companies share our vision of replicating the `plug and play' concept for ISDN."
The new Market Development Program consists of a three-pronged approach in which Pacific Bell and its selected partners will develop cooperative sales and marketing campaigns; establish indirect ISDN sales channels via hardware and software resellers; and work together to establish technology standards and new solutions packages to support ISDN demand and growth.
In addition, the Market Development Program will facilitate the development of technological advances necessary as ISDN moves to the mainstream. For example, Pacific Bell might share expertise by creating reciprocal exchange programs in which the two companies would trade engineering support for new product development. Or, a dialogue would be established in which Pacific Bell could stimulate the creation of innovative packages from multiple partners' technologies.
Under the program, Pacific Bell will focus on making ISDN available to a wider range of markets than ever before. Key to this strategy is making the technology available so that customers will have a choice of sources and solutions, from resellers to distributors and, eventually, to retail outlets.
These efforts will supplement the company's existing outreach to traditional direct sales channels. The company is working with PC manufacturers, distributors, aggregators, software manufacturers, on-line service providers, ISDN hardware manufacturers and retailers to develop the program.
The program will also make it easier and more cost-effective for resellers to provide businesses and home office users with complete hardware/software solutions running on Pacific Bell's ISDN lines.
A single point of contact for the reseller -- a Pacific Bell 800 number staffed by data communications specialists -- considerably simplifies and speeds up the process of obtaining ISDN lines and service.
Indirect channel support is fully integrated into the Market Development Program through three dedicated alliance efforts. These efforts are designed to meet the varying needs of VARs and systems integrators:
-- Consultant Support Program: An educational service for
clients who want more information on available voice and data
products.
-- Pacific Bell Value Solutions Program: Provides training and
assistance to VARs and systems integrators in designing
end-to-end solutions. Information on this program is
available by calling 800/723-2820, or by e-mail at
VSP/info(at-sign)pacbell.com.
-- Authorized Sales Representative (ASR) Program: For
experienced wide area network integrators, this program
provides training, assistance and compensation for ASR
members to use Pacific Bell voice and data solutions.
Companies working with Pacific Bell include: Microsoft, Intel, Cisco Newport Solutions, Digiboard, 3Com, CompuServe, America Online, Ascend Communications, Bay Networks, Combinet, Jetstream Communications, Primary Rate Inc., Vivo Software, VeriFone and Xircom. To date, the company has installed nearly 27,000 ISDN lines throughout California.
Initially, the Market Development Program will focus on ISDN, but will be expanded to include Pacific Bell's other digital offerings. Its digital transport services include High Capacity Digital Services (T1), Frame Relay Service, Switched Digital Service (SDS)-ISDN, Asynchronous Transfer Mode, Switched Multimegabit Data Service, Centrex ISDN and Advanced Digital Network dedicated services.
Pacific Bell provides services and products within its service area, and coordinates with equipment vendors and customer-selected interexchange carriers that also provide long-distance products and services.
Customers wanting to order Pacific Bell ISDN or obtain more information can call 800/4PB-ISDN. Information on Pacific Bell's ISDN services is also available on the Internet World Wide Web at http://www.pacbell.com. Pacific Bell is a subsidiary of Pacific Telesis Group, a diversified communications corporation based in San Francisco.
CONTACT: Pacific Telesis Group
Mary Hancock, 213/975-5547
mghanco(at-sign)legsf.pacbell.com
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