chapter  5
18 Pages

Case Study 2—Telecom Products

This chapter focuses on products in the telecommunications market that move and transfer data. These products include DSL (digital subscriber line) systems, remote access servers (colloquially termed ‘‘ISP in a box’’), and VOIP (voice-over-internet-protocol) boxes. Figure 5.1 shows some of these products. The company is Patton Electronics, located in Gaithersburg, MD, USA; it

sells products internationally. Costumers include end users, distributors, integrators, and value-added resellers (VARs). Patton will ‘‘rebadge’’ products for overseas carrier deployment; this means that the company will put a customer’s logo on each unit to make the unit unique to the customer.

5.1.2 Economics